5 Tips to Improve Your Content Marketing
Do you want to become a leader in your industry?
Are you ready for a steady stream of perfect-fit clients to knock down your (proverbial) door?
Awesome! You are in the right place.
Becoming a known expert is easier than ever with the power of information —and you have valuable wisdom and insight to share!
The key to content marketing success is creating interesting content that your audience is going to find valuable, useful and shareable!
In our last post on the subject of content marketing, How to Create Engaging Content that Attracts Your Dream Clients, I talked to you briefly about something called VIRAS. VIRAS is an acronym that, when followed throughout the content creation process, improves our content and attracts more of the best-fit clients.
VIRAS stands for = valuable, inspiring, relevant, actionable and specific.
Let’s take a look at each of the five pieces of VIRAS —together they form a five-step process you can apply to improve your own content marketing.
1 // V is for Valuable
When considering content to share, ask yourself — will my potential client receive value from this information? Even better: will my perfect-fit client? If the answer is no, then skip it and focus on what WILL deliver value to a potential or existing client.
For example, is it important for you to know that I cleaned houses for 5 years during high school and college? Only if I can connect it to a specific lessons learned to deliver a valuable insight: such as, doing whatever it takes to reach your goals, time management, early entrepreneurial skills and developing boutique services that advance your income and opportunities.
2 // I is for Inspiring
Keep your content inspiring and positive. Although you definitely want to employ effective psychological triggers (like loss-gain, opportunity cost, and urgency), remain as positive as possible in your messaging. Walking the line between motivating and empowering is a skill in sharing content that your perfect-fit clients and customers will adore. Remain as positive in your language as possible —including reframing negative calls to action in positive terms.
For example: Although I could have written the first sentence of above paragraph as follows: "Don't use a negative tone in your content." Do you notice how that sentence elicits a different feeling? A simple reframe using positive language has a lighter tone and an empowering after-effect.
[Tweet "People won't always remember what you say, but they'll remember how you made them feel"]
3 // R is for Relevant
Is the content you are sharing relevant to your perfect-fit client? Only share content that is of direct relevance to your potential client or customer. If you can connect an experience, story, or insight to a current lesson that interests your Dream Client, then by all means, go ahead.
Here’s a quick example: Although I’m a certified yoga therapist and have a yoga teacher training school, I don’t share content related to yoga anatomy, therapeutic yoga or the Wisdom Method on this blog. Why? Because it’s not relevant to my perfect-fit client — unless I’m sharing exact strategies I used to grow my business.
[Tweet "Your business isn't about you: it's about the problems you solve for your clients. @thekellieadkins"]
4 // A is for Actionable
Your content needs to have a point. Asking yourself a simple question — “What’s the point?” — is a great place to begin to ensure your content is actionable to your client. There needs to be a clear action for the reader / viewer to take after consuming your content.
What do you want to the reader / viewer / listener to do after they read / watch / listen? What action-oriented tips will you leave them with? Is there a next step —either in another piece of Free content (perhaps behind an opt-in gate or application) or in a paid product or service?
5 // S is for Specific
Last but not least, ensure the content you are sharing is specific to a particular person, client or customer. Your mom may read your blog, but chances are you are not trying to attract your mom into your business.
Consider what the client needs that you, or your amazing offers, can provide. In fact, be sure that each piece of content you share has a specific gain for your client. Better still, noodle over the top 5 problems you solve for your Dream Client and create content that provides those solutions!
It helps to envision your specific Dream Client when creating content. Imagine them receiving the content in great detail: how will they feel before reading / watching / listening? How will they feel after? Who will they share it with? The more specific you become with your content, the more it will resonate with your Dream Clients.
[Tweet "Envision a specific Client to create content that converts "]
Pass each of the content pieces you create through this VIRAS litmus test and you’ll see more engagement and interaction on the content you create. This interaction will lead to you gaining more followers / fans who will want even more of what it is you are sharing. Keeping people waiting on the edge of their seat for the next thing you create is a total business sweet spot.
I’d Love to Hear from You
What were your biggest takeaways from today’s article? How will this help you move your business forward and attract more clients? Leave your insights in the comments below!
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I'm loving these content marketing tips from @thekellieadkins
How to Create Engaging Content that Attracts Your Dream Clients
Knowing how, and where, to attract your dream clients can feel elusive to most entrepreneurs. The “if you build it, they will come” philosophy doesn’t always hold up and, unfortunately, most entrepreneurs learn this the hard way! However, there is one strategy that does work when applied correctly and that strategy is: content.
Crafting the right content for your audience is critical to your overall success.
Engaging blog posts, videos, live streams and downloads can draw your potential clients in and help them feel as though they are in the right place. Aligned content can provide them with the “taste test” they need to move from prospect to customer confidently.
Let’s take a look at the steps required to take your content from boring to soaring.
Step #1 - Cozy Up to Your Customers
The first thing you need to do is understand who your prospects are and what they want. Not all people are created equal so what works in your business may not work in mine and vice versa.
The best way to figure out what people want, content-wise, is to look at your audience and do some research to figure out where they are. If you already have a content strategy, use data from your current content systems to determine which is performing the best. For some, that may be your blog or newsletter, for others, it’s social media.
Jot the following platforms down on a sheet of paper and rank them in order of most engaged to least engaged:
Blog
Newsletters / Monthly Content or Broadcasts
Videos
Podcasts
Audiobooks
Social Media platforms
The second best way to figure out what works is to survey your audience. You can use a survey tool to send a questionnaire to your list and your social media networks. Keep the survey short and sweet and ask questions like, “Where do you do most of your online content consumption?” or “Where do you spend most of your time online?”
Understanding your prospect’s behaviors, and their preferred consumption style, will help you to narrow your efforts in on what works.
Step #2 - Determine Your Own Level of Commitment
Creating content is hard work and is incredibly time consuming. Since we can’t create content for every platform, every day and maintain a high degree of quality, we need to be much more selective about where we spend our time.
Ask yourself the following questions:
How many hours can I, realistically speaking, put into content creation?
Which mediums are the easiest for me to create content for?
What am I willing, and able, to create on a regular schedule?
Because consistency is key in content marketing, the most effective content to share is the one that you will consistently create. Consistency is how you build trust with your potential clients and generate the connections necessary for business.
Step #3 - Figure Out Your Posting Schedule
Once you know the platform you’re going to create for, based on your prospect’s preferences, and you’ve created a schedule that you can easily commit to, the next step is to jot down a posting schedule so that you can stick to it.
In most cases, a weekly schedule works best for most people (i.e.: 1 blog post per week, 1 newsletter per week, 5 social media updates per week, etc.) but you need to find the balance that works for you.
Also remember that different platforms have a shorter shelf-life for content. Choose the platforms where you are able to remain consistent in order to gain traction.
Prioritize your content schedule so your potential clients get in the habit of hearing from you — and get excited about what you are sharing!
One of the ways to get them excited is to ensure that your content is valuable, inspiring, relevant, actionable and specific (VIRAS). Read more about the VIRAS approach to content marketing here.
Step #4 - Determine Your Content Focus
What are the top struggles your perfect-fit clients have right now? Those solutions are a great place to start with content creation.
What are the problems people are coming into your practice with —and how do they feel after they’re resolved? That’s a great way to feature the transformation your services provide.
What are the results that your clients and customers have received from your signature offers? Divide those results into how-to articles and create content that walks them through the process of getting those results.
If you are just beginning to create a content strategy, you may need to get a high level overview of your existing content. Run everything through the VIRAS test and eliminate anything that is off-brand or irrelevant to your current work.
Questions + Taking It Further
If you have any questions about the first four steps, please leave them as a comment below or pop on over to join the discussion in the Kula, an incredible group of Conscious Female Entrepreneurs.
Ready for more? Head over here for 5 tips to improve your content marketing strategy for Coaches, Healers, and Helpers who want to attract more clients …with integrity.
How To Work Less + Earn More (Steal these Strategies)
Before you become an entrepreneur, there is often a moment in time when what you want bumps up against your current state. For example, let’s say you crave freedom and flexibility but you’re stuck working a 9-to-5 job. Your desire for what you want will naturally bump up against your current limitations, thus providing you with contrast.
This contrast can be used as a compass to point you in the right direction… provided that you are ready to be guided.
For many entrepreneurs, it was this compass that led them to the land of self-employment. Sometimes we get here with a fantastic guide to lead the way (ie: a mentor or coach) and other times we’re on our own - navigating unfamiliar terrain and hoping that we find our way.
No matter how you reach your destination, sometimes it still doesn’t look exactly how we envisioned it. Maybe you craved freedom and flexibility, but instead arrive at the heart of entrepreneurship and realize you’re working more than you did before you started. This newly found contrast can be a bit unsettling as the journey was meant to lead you to your preferred end state.
I've bumped against these contrasts more times than I can count in my 10+ year journey of entrepreneurship. By far, the most effective changes I've made in that decade of self-employment came after I committed to the following things:
- STOP being everything to everyone: self-explanatory, but I'll explain anyway. I used to offer a variety of services —with a variety of niches within my niche. It kept me in a chronic state of overwhelm and, if I'm honest, kept me from actualizing my earning potential for far too long. I saw the most growth (like, 10x —exponential— growth) when I niched down and REMOVED services from my business.
- STOP being the bottleneck in my business: I was a solopreneur for a long time. I did it all and that meant that I was frequently the bottleneck in my business. It wasn't until I automated, systematized and outsourced that I could grow the way I needed to grow to align my business and values.
- EXPAND my influence and increase my income without working more, so that I could be earning even while doing what my heart desires most. That meant I filtered every goal through this lens: Will it take me away from spending time with my daughter and quality time with my family? If so, will it supply me a maximum return on my investment? This lens allowed me to say "heck, yeah!" to some opportunities and endeavors (being interviewed on podcasts, writing a book) and "thanks, but no, thanks" to others (traveling for speaking engagements).
Committing to things in thought and paper is simply one piece. The next step, the much more difficult one, is action.
My first step was to take out my sparkly sword of discernment and chop away at the offers and services that no longer fit my business vision —or business values.
Then, I outsourced the things in my business that didn't light my fire —or skipped them entirely (this is why I'm no longer sharing updates on every social media platform and instead focus on only two platforms: here and here).
I got better at dealing with my fear of self-promotion and started showing up in a bigger way. The results have been astounding.
My “no more playing small” approach to business is working — as of today I'm earning 3x more and working half as much!
The best part? I only made a few simple tweaks — and since I'm a "Learn it to share it" kinda gal, I'm over-the-moon excited to share exactly what I did and teach you how to do it too!
The Simple Strategies I Used to Get Massive Results (With Less Overwhelm) —and How To Apply Them in Your Business
Cut out the offers that were draining resources. In my case, that was also a significant source of revenue so I had to get creative. Yoga Teacher training was a significant income source but the time spent to manage the school meant it used up a lot of resources. When I took a (non-emotional) look at the numbers, the answer was clear: retire myself from (most) live trainings and focus on the Virtual Studio and supporting budding Yoga Teacher Trainers through the Wisdom Method Licensing program.
> Your turn: What signature offers or services are bringing in the LEAST amount of revenue for the resources invested (time, energy, money)?
Stepped fully into my zone of genius empowering holistic entrepreneurs to do more of what they love, more profitably. When I took a step back and evaluated my business strengths, the answer was clear: I love mentorship. Although mentorship is a part of the Yoga Teacher Training, I really enjoyed mentoring other holistic entrepreneurs in their businesses. I often had to limit my business mentoring in order to keep up with the several simultaneous trainings I ran through the Wisdom Method School of Yoga —as I also provide mentorship to the program attendees. When I embraced mentorship specifically as my particular zone of genius, retiring myself from live trainings didn't feel as scary —it was simply the better business decision.
Stepping away from teaching live trainings also allowed me to eliminate the offers in my business that didn’t speak specifically to my niche: although I do work with yoga teachers, I also mentor coaches, acupuncture physicians, bodyworkers, intuitives and helpers of all kinds. The yoga-specific offers moved to the backburner (and offered only to those who need them) so my niche got simultaneously broader and more clear.
> Your turn: What is your particular zone of genius in your business? How can you align that (more) fully with your primary revenue stream?
Got specific and focused in all marketing and promotion. Once I stepped into my zone serving holistic entrepreneurs, I became much more confident and creative in marketing and promotion tasks. Before, I used to dread writing blog posts, newsletters and social media updates. Now that I’ve focused in on empowering holistic entrepreneurs to earn more, work less and increase their influence, I have so much to say that showing up and sharing inspiring, relevant, actionable content is actually fun! Even better, my fear (a.k.a. “internal ick-factor”) of self-promotion is nearly gone. Telling (the right) people how I can help solve their problems (namely: not earning enough, not enough clients, hitting an income ceiling, low visibility, overwhelmed) feels like a service —not sales.
> Your turn: What are the top 3-5 problems you solve for your clients or customers? Now focus all your content marketing efforts on answering the questions they have about those problems, educating them about how you can help them solve those problems, and sharing your particular solution(s) to those problems.
So, now what?
Now it’s your turn! Spend some time answering the questions above and apply the insights gained to your business.
Leave me a comment below and tell me how it all goes for you, too!
* * *
Are You a Conscious Entrepreneur Who is Ready to Play Bigger?
If you want to kick the overwhelm, overworked, burnt out beyond repair cycle, head over >> HERE << to work smarter (NOT harder). I’ll *see* you on the other side!
Screw Marketing. Connect Instead
Let me guess: you're a conscious entrepreneur on a mission.
You love —and believe in —The Work.
But it'd sure be nice to have a few more clients.
The thing is...marketing yourself sucks.
You do The Work you do because it's your purpose, your passion and your mission.
You have a burning desire to help people heal, transform, and —overall —to suffer a little less.
Maybe that work is massage therapy. Or yoga therapy. Or acupuncture. Or soul healing. Or reiki.
Whatever it is —it's bigger than you.
You can talk a blue streak about The Work itself, am I right? You know the benefits, the methods, the techniques.
And while that is a good thing, it's also why you sometimes have difficulty explaining to potential clients and customers WHY they need The Work.
Do you know WHY your clients need The Work?
Of course you know the surface-level reasons: less pain in movement, more ease in the physical body, deep releases at the energetic level, more health and wellbeing.
But as a conscious entrepreneur, you have to take the next step —and connect with your clients about the deeper reasons The Work will change their lives.
And that?
That's marketing.
I know, I know: marketing doesn't exactly light your fire.
Rightly so.
The Work —healing, helping, changing the world, making a difference in people's lives —that's what truly motivates you. The Work is why you get out of bed in the morning. The Work is your passion, your purpose, and your mission in the world.
But you can't heal, help, change the world or make a difference in people's lives if you are your own best kept secret.
You have to reach people to serve people.
Reaching (the right) people means marketing. Marketing. Even the word feels icky!
But what if I told you that there is a better way to "market" yourself —and your business?
What if I told you to screw marketing — and instead, focus on connection.
When you focus on connecting with the people you can actually help —the people who NEED and WANT what you have —you're merging mindfulness with marketing.
Connecting in this way, is what I call Authentic Marketing.
Authentic Marketing is about making a conscious effort to find the right people (the people who need and want what you have), to connect with those people, and to communicate to those people exactly why The Work you do is a solution to a problem they have.
Simple enough, right?
Actually, it is. So if you need more clients, I invite you to get started right now....
1) Who are your people?
Your people are the ones you can (and want to) serve with your work. They're the ones with whom you have dreams, desires, values, and goals in common. They're the people you'd probably be friends with under different circumstances. Your people is a specific group, with specific problems, with specific needs. NOT "everyone." Sure, "Everyone" could benefit from massage, yoga, soul healing or reiki. But it's not your job to convert the world. It's your job to connect to YOUR people.
You/your business solve/s a particular problem for a particular group of people —your Target Market (Dream Clients in my lingo). The right people.
Ask yourself ....
Who MOST needs what I have?
Whose problems can I solve?
Who do I most want to serve?
Who benefits most from your work?
Be as specific as possible: Male / female? Young / old? Married / Single? What are their worldviews? Political views? Income level? Education level? Children / no children?Likes/dislikes? Hobbies?
2) Where are those people?
Are they working on their novel in the local coffee shop? Hitting the streets with the local running club? Are they stretching and bending in a yoga class? Are they homeschooling their three kids? Working a 9-to-5? Figure out where they actually hang out —then go the extra mile and reach them online, too.
Are they sharing on Facebook?
Are they pinning on Pinterest?
Are they insta-obssessed on Instagram?
Are they watching How-To videos on YouTube?
Are they listening to Podcasts?
Figure out where they are, then figure out ways to get in front of them (i.e., to connect with them!).
3) Why do they need you —and your Work?
This is the toughest part of the equation for most conscious entrepreneurs and heart-centered business owners. You know why you love The Work. You know why you need The Work. But your people? That's a little trickier to discern.
I'm guessing with a little prompting, though, that you'll come up with a handful of stellar reasons your people need you —and your Work.
Let's start at the beginning ....
What is the #1 result you can promise from your work?
Be specific and reasonable. If that's more ease in movement or more balanced emotions or less pain, then start there.
Now ask yourself: WHY do my people want and need this?
Let's look at a specific example....
Jane is a yoga therapist who can absolutely promise more body awareness as the #1 result of her work.
Joe is her client. He's in his mid-60s and started yoga therapy to reduce the risk factors associated with his mostly sedentary life. As a result of the greater body awareness from his yoga therapy sessions with Jane, Joe feels more confident in his body and movement is more fun —he's able to keep up with his grandkids, has improved his golf game, and is now experiencing less pain in his body. All of these effects are are a direct result of his greater body awareness and are improving his quality of life.
So how can Jane reach more people like Joe?
Talking about "body awareness" is likely to fall on deaf ears.
But talking about playing catch with the grandkids, taking walks with loved ones, and experiencing fewer age-related losses in function —that's going to hit home with Jane's potential clients, who, like Joe, want to reduce the risks of age-related decline.
That's the WHY that Jane can use to connect with more clients like Joe.
4) How can you best connect with those right people?
What are some real, tangible ways to actually get in front of the right people? Keep in mind that you don't serve everyone—so you don't need to be everywhere. There is no need to be at every networking event —or in every Facebook group —sharing and promoting your Work. Give focus to the spaces (real life and virtual) populated by lots of the right people.
Choose the method of connecting with your Dream Clients that actually suits your strengths and skills, too. If you hate writing but love sharing helpful videos, skip the blog in favor of Webinars, Livestream and video tutorials.
Here are some examples of ways you can connect with more of the right people:
Lead / participate in live events —workshops, speaking events, meet ups, local events, networking groups. Grab emails from attendees whenever possible.
Write and share Blog posts. Related to their problems —and how you can solve them. Include an email opt-in at the end of each post or in your website sidebar or footer.
Create and share Videos. Related to their problems and interests and your unique solutions
Create and share Podcasts / audio teachings. Related to their problems and interests and your unique solutions
Create and offer E-books / guides. Help them (you guessed it) solve a problem. Bonus: offer this is as a "free gift" when people sign up for your email list! Here's my free Guide
Social Media / Status Updates —Choose 1-2 platforms where those right people are hanging out. Show up and share every day. At a loss for what to share? Start here: ask questions, be helpful, inspire.
Create a helpful forum where you can answer questions, be available for on-the-spot support, and connect with more of the right people. Like this one here.
5) When will you show up and connect?
Connection works best when you can count on it. That means you need to continue to show up for your people in a regular way. Because if you truly want to connect with the right people (and eventually, turn those right people into raving clients and customers), you must first build a foundation of trust.
The easiest way to do that is by showing up —consistently. Connect, educate, elevate and inspire regularly. Consistency is key here! Not only will this build your credibility in your field, it will also deepen the connection with your clients-to-be. This doesn't mean that you're pushing your amazing products or services down their throats —it does mean that you're showing up, being helpful, and inspiring about 80% of the time. The other 20% percent of the time, you'll be sharing how you can solve their problems, how you can help them get what they want, how you can help them heal...you get the idea.
Listed below are sample schedules for maximum efficiency and engagement. If all of this is new to you, choose only one Action Item from the list below and commit to creating some helpful, inspiring, and engaging content that you can share with your community.
Sample Schedule #1
1 blog post / video / podcast each week
1 daily update on a Facebook page
10 Tweets per day
Sample Schedule #2
2 daily images on Instagram
1 LinkedIn post each day
Once weekly newsletter
Sample Schedule #3
1 daily Livestream
3 Facebook Posts daily
or some combination of the above
Still at a loss for what to share that will encourage connection with your people? Here are some helpful guidelines for crafting delightful, helpful and inspiring content
Video is the best way to attract and engage attention. Keep it simple. Record on your smartphone and upload directly to Facebook. Stream live on Facebook. Start a Vlog on YouTube. The sky is the limit.
Create stunning images. Ensure they have a "branded" feel —use all the same fonts, similar color scheme, follow the style of your website whenever possible. Use this free tool to easily design and share effective images.
Share your wisdom and experience. Remember those problems your Dream Clients have? Solve them and share away. Example: The "What I Know / What I've Learned" Post / Blog / Update. The "How to Post."
Ask questions and/or Poll for opinions. What's your favorite podcast / Coffee or tea? / Do you hang out in your yoga clothes all day, too?
Share others people's content. It's totally cool to share, retweet and re-post others' work as long as a) you give appropriate credit and b) it will resonate with your own community
Educate! What does your Dream Client need to know that they don't know already? Teach them. Tell them. Show them.
Share lists. List Top Tips for the outcomes your Dream Client wants or needs
Share tidbits of your personal life. Caution: this can backfire! Consider if what you're sharing is relevant to your Dream Client. Also: never talk about the shit when you're in the shit. Sit with it first —share the lesson later.
Liked this post? You'll love the Conscious Entrepreneurs kula —a (free) community of healers, helpers and conscious entrepreneurs committed to creating whole health, wise wealth and balanced business. Plus: me! I show up and share —you guessed it— helpful, inspiring and relevant content everyday.
With boundless gratitude for the opportunity to connect,
Kellie
xoxo
Do you want more clients and more authentic connection in your business? Then I made the Business Energy Cleanse just for you. 7 soulful lessons to guide you back to the truth of your business mission —and provide a solid foundation for attracting more perfect-fit clients with authentic connection and sacred strategy. Buy the Business Energy Cleanse now.
Still at a loss for what to share? Here are some helpful guidelines for crafting delightful, helpful and inspiring content
Video is the best way to attract and engage attention. Keep it simple. Record on your smartphone and upload directly to Facebook. Stream live on Periscope (and come say "hi!" I'm just getting started over there: I'm @kellie_adkins). Start a Vlog on YouTube. The sky is the limit.
Create stunning images. Ensure they have a "branded" feel —use all the same fonts, similar color scheme, follow the style of your website whenever possible. Use this free tool to easily design and share effective images.
Share your wisdom and experience. Remember those problems your Dream Clients have? Solve them and share away. Example: The "What I Know / What I've Learned" Post / Blog / Update. The "How to Post."
Ask questions and/or Poll for opinions. What's your favorite podcast / Coffee or tea? / Do you hang out in your yoga clothes all day, too?
Share others people's content. It's totally cool to share, retweet and re-post others' work as long as a) you give appropriate credit and b) it will resonate with your own community
Educate! What does your Dream Client need to know that they don't know already? Teach them. Tell them. Show them.
Share lists. List Top Tips for the outcomes your Dream Client wants or needs
Share tidbits of your personal life. Caution: this can backfire! Consider if what you're sharing is relevant to your Dream Client. Also: never talk about the shit when you're in the shit. Sit with it first —share the lesson later.
Liked this post? You'll love the Conscious Entrepreneurs kula —a (free) community of healers, helpers and conscious entrepreneurs committed to creating whole health, wise wealth and balanced business. Plus: me! I show up and share —you guessed it— helpful, inspiring and relevant content everyday.
Even More Resources
Love to organize? Here's a resource for organizing your content ALL YEAR long. (No opt-in required) Sweet!
Statistics on Social Media use in the US (spoiler alert: everyone is on Facebook)
Is your Dream Client a Millenial or a Gen Y? They're definitely hanging out online -and oversharing.
Think your Dream Client isn't using Social Networks? Wrong. (and if they aren't yet, they will be soon)
Show-Your-Colors-Brave-Blogging-Makeness-Badge-300x300
This post is part of the Bravery Blogging project, hosted by the delightful folks over at Makeness Media. Read more brave blogs by searching #braveblogging on all social channels.
Abundance Issues? Heal Your Money Wounds
We get a little funny about money as healers and helpers. We love what we do and are guided by service. Which is why it's so challenging to put a price tag on our gifts, talents and services.
Take it from me, darling, you can only give from a full tank.
If overwhelm is an issue for you right now, it's time to take a look at those energy leaks.
Let's start with money energy.
Money is energy that yields the nourishment you need at all levels to keep giving, to keep doing your transformative work, to keep sharing.
If you're a conscious entrepreneur with a generous heart, chances are you've felt the pang of sharing your gifts for little (or no) remuneration.
Do you hesitate when it comes to pricing services or products?
Here's what I mean —in a mini-drama:
Potential Client: So, how much do you charge for your Transformative Yoga Therapy Sessions / Intuitive Coaching / Art + Meditation private classes?
You (Talented, visionary, soulful 'preneur): Well, usually I charge um, well, $50 (*voice gets low and muffled*), but for you, I can do the first session free and a 20% discount off future sessions if, well, if you know, if you can't afford it (*that last part is stammered out with a fair bit of hesitation*).
ACK! You and I both know what happens next. Either the client books (and you feel resentful) or the client doesn't book (because why should they? There was no value in it).
Putting a price tag on your gifts bring up fear, money issues, limiting beliefs around your own worth and the ever-present scarcity issues. Potential clients can feel that ...and nothing sends a potential client running for the hills faster than your money issues.
Are you clear on the leveraged income streams in your business?
The Pareto Principle tells us that 20% of efforts yield in 80% of results. 20% of clients result in 80% of income. Are you allocating enough time to the important things in your business or are you spending time on the urgent? Identifying (then doing!) the 20% actions that result in even more income and expansion in your business is a solid strategy for success.
If you're drowning under a list of urgent To-Do's and watching days (and dollars) pass you by, then take a gander at the list below.
It doesn't have to be that way.
Let's heal those money wounds and close up the energy leaks in your business post-haste.
I can't tell you how many times incredibly talented women (my clients) have apologetically quoted their rates to me only to go into shock when I (almost immediately) tell them to double those rates. The reason clients earn more immediately after working with me —even if it's only a free session —is because we begin by balancing the energy (and money is a form of energy).
Here are my top tips for healing your money wounds and stepping into abundance as a healer or helper. These are the exact steps I teach my private, VIP clients, and the precise "formula" all successful entrepreneurs apply.
1 :: Set a rate that reflects a living wage and allows you to remain in financial ease.
Nothing harms our industry (healers, coaches, yogis, transformative teachers) more than too-low rates for one-on-one services. If you think you have to charge less in order to make more, you DON'T. In fact, placing a too-low price tag on our gifts in the interest of "being competitive" often undermines the importance of our work in the eyes of our potential clients. Lastly, each time you undercut your industry by charging too little, you contribute to the epidemic of other healers, coaches and yogis who can't make a living doing their transformative work.
Be reasonable and rational when setting rates. Consider yourself with a full practice or client docket :: how many can you reasonably see in a week? How much do you need to earn in a week? Align the numbers for a good starting point. Need support with this one? Head over here and we'll hash it out together.
Remaining in financial ease is my term for the amount of money you need to earn to support the lifestyle you desire, while saving, investing, and tithing. What lifestyle you desire and how much you'd like to save is up to you but many experts suggest at least 20%. Again, investing is entirely up to you as well: remember to consider retirement. Tithing is a personal spiritual practice that has made a tremendous difference in my life (see #6).
2 :: Offer a limited number of complementary sessions.
If you are establishing yourself as a Leader and expert in your field, you need to spend some time getting to know WHO your dream client actually is.
If you are already established, you want to spend time connecting with your community so you continue to create valuable resources and services they need and want.
Hop on the phone a few times a week for complementary introductory sessions and promotional sessions. If you're trying to discern WHAT your dream client really needs or wants, then 20-minute free sessions or promotional sessions (with feedback requested as a condition) allows you to discover the ways you can meet their needs.
Call it a tithe, an offering, or an experiment: free sessions have their place. Do put a cap on it and remember to track your time for this service. Decide how many you will do, when you will do them, what you will call them and how people will get them. Want to see how I run my own freebie sessions? Head over here.
Here are some valuable free resources for managing your complementary sessions with ease.
Schedule Once —you choose your time, client books with an easy to use click-to-schedule option. Sends you an alert to approve the session and issues you each confirmation and reminder emails. Integrates with Google and iCal and Android. Free + Paid version.
Calendly —has all the same features as Schedule Once but better free version. You can have multiple session types and lengths. Also: the branding is gorgeous!
3 :: Decide on your growth metrics and definition of financial "success."
Do you want to double your income annually? Do you want to make a million by 40? Do you want to see a 20% return on your investments of time and energy?
Seriously. Sit with your personal metrics of success it for a bit then come up with hard data. Numbers, percentages, metrics. Be equal parts practical and magical with this process. Use your intuition and spreadsheets.
Then: Name it to claim it.
Once you have hard data work backwards from those numbers with reasonable efforts on your part.
Example:
Goal: Double Net income next year
Needs: Steady growth for the next 12 months (at a 10%+ increase in profits)
Action you will take: Offer a higher-value program to double Net income
How to do that: Ask your 20% what they need! Create a higher value program that fits their needs. Offer community building to grow your audience for the new offer. Launch the high value program. Fill it. Boom —income doubled.
Want some support on that? That's what I do...and I'm here.
4 :: Commit to taking the daily actions necessary to heal your money wounds.
Do you have a scarcity mentality around money?
Does another person's success (or wealth) trigger sadness or jealousy?
Do you think you have to choose your spiritual practice or wealth?
Do you avoid money and money-related tasks? Are you avoiding facing your fears or limiting beliefs about money?
Do you spend time on tasks you could outsource just to pinch pennies?
Do your sessions frequently go over time?
Do your clients pay you promptly or are you chasing down your money?
Are you spending time working on the weekends just to "catch up"?
Do you want someone else to take care of "the money" stuff so you can only focus on service / creating / sharing your gifts?
Are you waiting around for all that money you fervently manifested to show up in your bank account?
Ok, it's time to get personal with the energy leaks in your business. If you answered yes to more than 1 of the questions above, it's time to heal those money wounds.
Look at the questions you answered "yes" to: what are the themes? Time? Money? Worthiness?
Keep digging for the deeper reason behind the behavior. Only then can you find the root of the issue and begin to heal the wound from the source. You may need to adjust your relationship to time first. Once you begin to value your time, you see the costs and gains associated with overwhelm, with DIYing, and with poor boundaries. Stay committed to doing the 20% tasks that will leverage your business success during the first part of your week. Remain attentive to the time-sucking tasks in your business. Avoid time wasters during your most productive hours.
Then, adjust your relationship to money. Money is merely an indication that your purpose, your mindset, your intentions and your work / career / business are in alignment. If your business isn't on the abundance upswing, it's time for a change. That may mean doing things outside of your comfort zone like blogging every week, posting in Facebook groups, reaching out to past clients directly, or delivering a live workshop / class to promote your one-on-one services.
If you've reached a plateau (run out of time or other resources), you may need to get experimental and add income diversification to your business. If you're in the service industry, you can begin selling products. If you're already selling products, you may want to sell leveraged services. Check out the other examples below.
Example: sharing products that support the work you do, joining an affiliate program, shifting into group programs, adding virtual products or programs.
Ah, worthiness. If you've reached the core of the energy leaks in your business and find it's related to your own self-concept, fears, or feelings of worthiness, join the club. You are in good company —generations of successful women entrepreneurs struggled with the same issues. Call it your birthright (and your gift to future generations) to face those fears, to own your worth and to heal those wounds.
Making the commitment is how you begin to heal the energy leaks in your business and shift the money energy back into alignment.
5 :: Face your fears
Do you have a host of fears around money?
Do you fear power —and the power money provides?
Do you fear failure or risk-tasking?
Does balancing your checkbook give you anxiety?
Do you dread bill-paying time?
Do you worry about never having enough?
Do you avoid money To'Do's (money management, investment, income planning) because you don't want to be seen as a "money-motivated" person?
Do you have a fear of success —or of the person you would be if you were wealthy / successful / well-known?
Then tackle those fears and limiting beliefs one by one. If you fear power (or the person you would turn into if you were powerful) write a code of ethics for your future powerful self. If you avoid bills and the monthly tracking of your spending, use a budgeting tool to keep you happy and on track all month. If you fear being seen as "money-motivated" and that's keeping you from planning, managing or investing your money, get a coach to support you in working through those self-sabotaging behaviors.
Some of these fears and fear-based actions were picked up from your formative years. Until you face those fears and challenge the beliefs, they'll continue to haunt you (and sabotage your business success).
6 :: Give Back
As a recovering Southern Baptist, I learned at an early age that tithing is what one does. 10% right off the top, given back to God. I watched my parents faithfully tithe 10% even when we had very little. I remember being worried about how we were going to buy groceries and wondering why God needed our money. (Especially since Heaven's gates were made of pearl and the streets were paved in gold. But I digress.)
I also remember envelopes of cash in our mailbox just when we needed it most.
I didn't tithe for a long time because I moved away from a religious community at 15. Instead of tithing to a religious organization, I now practice the dana of generosity and give 10% of my income back to my community. I prefer to give to people in my immediate community rather than organizations —and I give to those who need nourishment and to those who've nourished me spiritually. I would never tell you what to do with your money, but I'll share my personal belief: abundance is already our birthright. When we practice generosity, we recognize this universal principle of abundance. Money is merely one aspect of the abundance we already embody. Tithing is a practice of recognizing that abundance and giving it back in a way that honors your own spiritual practice.
Did I miss anything? Share your best energy-balancing tips in the comments below! xo,
This post is part of the Brave Blogging project, hosted by the delightful folks over at Makeness Media. Read more brave blogs by searching #braveblogging on all social channels.
Kick the Productivity Addiction to Prevent Burnout
Productivity has an essential place in the world.
But in a culture as obsessed with check-offables and massive To-Do lists, productivity is becoming (dare I say) an addiction.
Letting go of the habit of overachieving is (still) my biggest personal and professional challenge. For many years, I wore the cloak of my industrious super power like a mantel of personal protection. Instead of questioning the need to keep going, to work harder, to be the best, I kept going, I worked harder, I pushed myself to be the best. I never stopped long enough to question for whom I was producing, or why I was achieving, or what happened after I achieved it. I became my own worst enemy —and my own nightmarish boss. I have pushed myself to exhaustion, overwhelm and physical breakdown more than once. Chronic conditions — health issues that have plagued me from childhood —crop up when I push past my energy limits. The body always knows when to say no.
Can you relate?
Recovering from burnout is one thing —preventing burnout is another story entirely.
I believe life gives us the lessons we need to learn in order to grow. To prevent burnout, I needed to learn the lesson of efficiency and ease: and to learn that lesson, I had to let go of my productivity addiction.
I had the opportunity to let go of my obsession to productivity when I recently lost a principal member of my team. I took a hard look at the responsibilities now resting squarely in my lap (again). After a year of delegating, streamlining and strategizing in my business(es), I felt like I was back to square one. In reality, the situation wasn’t nearly that dramatic. I was able to outsource some tasks and fit others into my weekly schedule with ease. I did have to revisit my annual intentions, now absent a significant support source.
Two significant revelations came during this process, however: first, many of the things I’d been doing (or outsourcing) no longer served my business but I was sticking with them out of my own un-investigated expectations of “good business.” Next, I was holding on to a belief that my productivity defined my worth.
I re-evaluated my responsibilities then I let some things go (my desire to be part of the conversation on every social platform), pared back on others (newsletter mailings are now less frequent), and streamlined others (grouped writing tasks into one focused day with lots of stretch breaks).
Quitting the productivity addiction looked a lot like pausing to re-envision certain elements of my business in service to continued growth.
So far, so good. The growth process unfolds over time and you may have noticed some of those internal shifts over the last couple months. You will continue to observe blossoming as the transformation unfolds, but it’s my hope that you’ll still be around for the Big Reveal.
In the meantime and as always, I’m committed to elevating, empowering, educating women in bringing more flourishing to business and life.
Beginning with these powerful questions for times of transition of your own: whether you're quitting the productivity addiction, recovering from burnout or tackling overwhelm through strategic focus.
Answer these for more alignment and ease in business and in life:
:: Is your business reflecting your soul’s work?
My soul’s work is to transform my life experiences into lessons that light the way for other women. Everything that didn’t fit that vision in my own business got sliced.
What is your unique work in the world? Once you find that, everything that can go, does go. If you're still working another job, or building your business on the side, remain hyper-focused on the actions to truly leverage your success. No chasing butterflies —unless you’re also a lepidopterist…in which case, happy chasing! :)
:: How do you want that work to be represented?
I wanted more richness, radiance, and depth in my work with women; more insight and inspiration.
Do you want your work to represent something larger than you? Your work is meaningful —and the world needs it! Identify the shifts —internal and external—that need to accompany growth and long-term expansion. Maybe you need to strengthen your focus in service to long-term success. Perhaps you need an outside eye on your business (and big business vision) and some insight on next steps. Be honest about your needs and find the support necessary to catapult you to the next level.
:: What do you want less of (in life and business)?
This list should come easily!
:: What do you want more of (in life and business)?
No censoring. Name it to claim it.
:: What elements of business (or life) need to shift for you to do more of your soul’s work?
Here's when the magical meets the practical. Be realistic and radiant.
:: What are you afraid of?
Fear factor dump list. Write them all down. Every fear. Worst-case scenario bonanza.
:: What are you really afraid of?
Deep down, as you wrote that list, you discovered THIS ….This is the root reason behind the above fear(s). Dig deep.
:: What is the antidote to that specific fear?
Is it …courage? connection? self-love? confidence?
How will you need to believe or behave differently to challenge this fear?
This process may lead you to change how you are approaching an aspect of your business: social media, for example. Social media represented a huge challenge for me because it felt misaligned with my yoga ethics; however, when I emphasized a sacred approach to social media emphasizing connection, empowerment and education, I was able to take my marketing (and my business growth) to the next level. Also: engaging on social media became easier and more enjoyable. Sweet bonus!
Need more? Head over to the Kula to get your daily dose of support.
xo,