Business as Problem-Solving
How Do You Serve Your Clients?
Have you exchanged your hard-earned cash for services or products within the past week? I’m guessing you have. Consuming is a near-daily activity for many of us, and we consume everything from yoga classes to smoothies and Uber rides to school supplies. Much of the spending we do is moderately mindless, but if we force ourselves to stop and think a moment we can typically divide our purchases into “needs” and “wants”: I need to buy composition books and number two pencils or my kid will start the new school year empty-handed. I want a smoothie because it’s 487 degrees outside and I think my brain is slowly liquefying.
But as an entrepreneur, focusing on needs and wants won’t get you nearly as far with potential customers as focusing on problem-solving.
Every successful business solves a problem for a specific type of person, and consumers are drawn to services they believe will make their lives easier or better. And when you conceptualize business as problem-solving it allows you re-frame the idea of selling your services. If you solve problems for people, telling them about your problem-solving prowess is a service. You’re not selling, you’re helping!
But before you can help, you need to identify the problem YOU solve as a service provider.
What’s YOUR Problem?
Naturally, you don’t want to lean on the idea of your customer or client as a hot mess of problems that need immediate service-based triage. But you do need to determine:
Who your Ideal Client IS
Which problems they most long to solve
And how you can solve them in unique, efficient, or innovative ways
Need help finding your dream customer? Start right here. Not sure how to connect with them?I’ve got loads of tips for you! (no opt in required).
Wondering about those key problems that need solving? Let’s dig into that together. Ask yourself:
What do your Ideal Clients need and want? All humans want to be happier, healthier, wealthier, and wiser. But what else does your perfect-fit client want? Think of core desired feelings, wishes, and dreams. Muse on lifestyle choices, career goals, and favorite hang-outs. What are they searching on TikTok? Asking Google (or WebMD) about?
What general problems plague them? (Examples: Fatigue, joint pain, lack of focus.) What specific problems plague them? (Examples: Too tired to socialize, too sore to play with their grandchildren, too distracted during important meetings.) Sussing out the general problems will get you close but don’t stop there! What’s behind the surface problem? What do you know about that problem that they don’t (yet) know?
What problems are your clients facing that they’re motivated to solve?
That last one’s a doozy, but key. Because there’s a HUGE rift between problems people are willing to ignore and problems so important/far-reaching/onerous that they merit the investment of resources.
Problems Worth Solving
What’s that you say? Won’t your uber-enlightened, extra-savvy Ideal Clients be keen to solve ALL of their problems… especially if you find creative ways to point them out? Heck no.
Let’s rank ‘em:
Problems your Ideal Client doesn’t see: We’ve all got a few of these, and I’m not just talking about tartar on your teeth. (Totally invisible, yet takes FOREVER for the hygenist to scrape off. Ick!) Your Ideal Clients may be aware of a surface problem but fail to see the underlying issue. Alternatively, they may not see any problems at all. Nudging customers to solve these problems can backfire.
Here’s an example: Dove came out with a women’s deodorant a few years back that was meant to combat “unsightly underarms.” Most women, myself included, had never given a thought to how repellent our underarms were. This product purported to solve a problem I didn’t know I had. Did I buy it? Nope. Just kinda hated Dove for making me self-conscious about my pits.
Problems the customer is aware of, but ignoring: In these cases you’ll be battling an Ideal Client’s tendency toward inertia or inaction. This type of problem is often one that feels too large or risky to attempt resolving. People feel frozen and unable to change or address the situation so they stick their heads in the sand, avoid taking action, or launch into non-strategic action without intention.
An issue that a customer is actively ignoring is not one that you can help solve.
Problems the customer is aware of and is attempting to manage: Keyword: “Attempting.” In these cases, customers think they can take the same action over and over, but achieve different results. They’re unwilling to admit that the way they’ve been doing it isn’t working. Think physical therapy that fails to keep pain at bay. Or turning up the car radio to drown out a busted muffler.
In these cases, too, the customer needs to choose change.
Problems the customer is aware of and is actively seeking to solve: THESE are the issues you want to understand and solve on behalf of your clients. This type of problem has the customer motivated to invest resources (time, energy, money) into lasting solutions. And if you can be part of that solution, it can result in massive traction for your business.
Identifying these higher-order problems for the specific clients you serve, and solving them with excellent service and quality products will help you carve out a powerful niche for yourself.
Create the BEST value package - follow these simple steps!
Regardless of how long you’ve worked in the healing and helping arts, at some point, you will hit a wall.
The kind of wall that slams you in the face when you realize you’ve got yourself in a bit of a pickle and can’t earn any more money as you are fully booked doing one-on-one sessions. You have maxed out your work hours and against your better judgment have started booking clients into family time. No more time to trade for dollars!
If this is you then – congratulations!
Why you may ask? Well for one thing it shows me that you are in hot demand because your magic is being recognized by your tribe AND you are absolutely ready to start offering you’re A Grade clients an upgrade.
A chance for these particular clients to have an even better and more valuable experience with you —in a premium, package offering.
It is absolutely EXCITING to create a package that is filled to the brim with value for this perfect-fit client AND that allows you to leverage your time, energy and experience in new ways.
So why wait until you’re choking on the energy of your client’s needs?
Why not begin now by structuring your business to include a natural next step for the client ready to for more growth, healing and transformation?
When you consider the value you are able to deliver to a particular client —one who is ready for big change, big goals, or deep healing — crafting a sure-to-amaze package they can easily say yes to becomes a joy. Because exchanging their investment for a set of values and results (rather than the time you spend with them) is a win-win for both of you.
To begin, ask: what can I bring into my client’s world that will help them on their journey (that doesn’t necessarily equate to hand-holding, time-for-dollars energy exchange)?
From eCourses, Books, Podcasts, Community Access, digital programs, and collaborative offers from sister businesses and more – there are many ways you can build value into your package (and with each additional feature increases their investment) that doesn’t take you any more time or energy to deliver. In fact, more often than not it actually forces you to create a better product that defines you in the market, sets you apart from similar service providers and supports your clients who like to learn in different ways.
What if we take it up a notch?
Think about the actual time you spend with each client one on one that take up a package – it might only be an hour a week, BUT what if you could leverage that time and support 4 clients during the hour in a focused group experience? You could spend that time answering common questions, offering group guidance and delivering valuable wisdom to benefit the group.
The beauty of an offer like this is that it only takes one hour of your own personal time to support 4 (or more) amazing clients. It’s also a smart way of boosting your income and your impact while still staying true to your own values of transforming your client’s lives.
Now before I lose you completely, let me assure you that one-to-one support is always a great idea! In fact, it’s one of the most effective ways to expand your influence and your income when you’re first starting out or when you are in the growth phase —especially if you focus on results-oriented individual packages that provide a high level of support. You and I both know that most people get the most results and traction when they have you guiding them personally. However, that premium one-to-one offer should be your most valuable product with a corresponding investment. It takes the most energy from you so should have the biggest monetary energy exchange.
Regardless of where you are in your journey, are you ready to give more, earn more, working less hours so you can concentrate on creating more magic?
xx
Kellie
Accountability sells.
The power of accountability is undeniable. Psychologists use it. Universities use it. Large organizations use it.
So now the real question is, are you using accountability to grow your business?
As far as I see it, there are two types of accountability—personal accountability and peer accountability. When you're a consciousprenurial spirit like yourself, you need both.
Personality accountability is your own sense of responsibility.
Successful entrepreneurs don't just own a business, they actually Own It. The success of your business doesn't depend on the wholesale supplier, the summertime slump or the new-years-resolution crowd.
The success of your business depends on your strategy and your actions.
If you truly believe this deep down in your core, you already have a strong foundation for your business success.
But don't get too excited, there's more.
Peer accountability is where things get challenging. As entrepreneurs, we are so guilty of creating this little bubble for ourselves. I myself am guilty of not seeing daylight for days on end. Projects, launches, client calls...who has time for a community?
@@Truth is, your business can't succeed without community. @kellie_adkins #consciousbusiness @@
Community promotes growth by holding you accountable. If you've read a single book or article on goal setting, you've read about the power of writing things down. There are entire books dedicated to preaching the gospel of putting your goals in ink as a path to achieving them.
But a list of goals in your diary pales in comparison to telling your kula that you're going to launch your next program by January 20th, 2015.
I am all for stress reduction in life–I am, after all, a yoga therapist. But, we get by with a little pressure from our friends. (That is how that one goes, right?)
I've been an entrepreneur for over a decade. I have read every goal-setting book out there. I have prayed and meditated on business success.
I've written more Dear Diary letters about my business dreams than I care to admit. But nothing is as powerful as telling a group of like-minded people what you want to accomplish.
Well, that may not be entirely true.
The only thing more powerful than telling them, is them being there to support you, share their knowledge and check in with you regularly.
But it's not easy to find these people.
It's challenging enough to make regular friends once you graduate from college. (Why do you think I went back to college? Ok, that's maybe only part of the reason.) But finding friends who have chosen the uncharted path of consciouspreneurship? It can feel impossible.
It's taken me most of my career to create a network of women who are determined to be wildly successful at doing amazing work in the world.
But I found them.
And now I'm inviting you all together so that we can hold each other accountable. But I couldn't stop there. (I mean, have you ever known me to be the type to invite you over just for appetizers? I think not!)
I want to support all of you— I want to give you all of the resources that I've spent time creating over the last several years. And I want to give you information on the topics that are of most importance to you—the topics that are going to help you get shit done.
So what exactly am I calling this secret society of conscious entrepreneurs committed to whole health, mindful wealth + balanced business?
Conscious Entrepreneurs (kula).
If you're ready for the accountability necessary to grow your business mindfully, just click on over here.
Self Care is a Business Strategy
Self-care is a strategy for business success
As a healer or helper, you hold the space for healing and transformation on a daily basis.
The energy of holding that space takes a toll.
If you aren't filling your own self-care tank, overwhelm takes its toll and burnout is sure to follow.
On top of providing the space for your healing work, you also have the business-side of things to manage.
Managing your coaching, healing, or helping business requires strategic planning, quarterly assessments, monthly targets, and weekly maintenance tasks to keep business operations running smoothly.
It’s a heavy energetic load...especially if you are high on the sensitivity scale.
My best advice?
Sacred energy management: for you and for your business. Energy management is learning to manage your energy at all levels, including the energy of your business.
Sounds simple enough, until you start to seek that balance.
Balancing your time, business activity and finances is a juggling act, especially when paired with your actual healing or helping work. But there are a few simple remembrances that can help to keep you in the flow.
Put yourself first —because without you, there's no business.
This means time for precious self-care is non-negotiable. Committing to your restorative practices shows commitment to your business's success. Nourishment and rejuvenation are essential.
Go ahead, eat something nourishing.
Or put your feet up. Take a savasana. Your business (and your ever-expanding to-do list) will be there in 10 minutes. And the more you nourish yourself, the better off your business will be.
Practice a Restorative yoga sequence for a treat at the end of your day or to unwind before bed.
Make friends with your finances
In order to "make it" in business, you must focus on earning a profit. More income, and / or fewer expenses are requirements for your business to earn a profit —and to remain in a positive energy balance. If you're close to overwhelm (or burned out —again), then it's time to heal some energy leaks. If you're in a service-based profession, time is money, so let's start with what hurts: money. If your current financial situation is dire, take a look around at the places money energy is “leaking out” —maybe it’s your billable or non-billable hours — and stop the leaks! Then decide how much money you ACTUALLY do need to remain in financial ease .
Once you know that, it’s easier to….
Guard your time
Your time is sacred, precious and finite —use it effectively by truly staying focused on the services, offerings, tasks, hobbies and causes that light your heart fire.
Anyone who has time to bingewatch [insert your favorite series] on Netflix has time to build a sustainable business.
Seriously, though, get strategic about how you are using your time —in business and in life.
Could you sacrifice that weekly energy drain and use the time you save to develop a higher value service: like an online program or signature workshop series? Absolutely.
Could you give up one night of Netflix every week to spend a couple hours working on that book? Sure.
The thing is that you do really have the time: it's a matter of shifting the focus to the tasks and goals that will leverage your business success. But if you burn through productive hours or busy-busy weeks without a measure of thoughtfulness, you will continue to end up frustrated, overworked, and overwhelmed.
Building a sustainable business is a supreme act of self-care because it allows you to be mindful and attentive to where you spend your vital energy. It allows you to manage energy at all levels: subtle, financial and physical.
With a few simple shifts in your business and self-care practices you will find a path to prosperity —that allows you to take precious care of you. Want some guidance?
Kiss Burnout—and Overwhelm —— Goodbye
This month I'm participating in a speaker series called Kiss Burnout Goodbye—a 21 Day Global Virtual Retreat for Service Oriented Professionals.
I went back and forth on whether it would burn me out to expend the time and energy to participate (and promote!) this series. And I finally settled on YES.
Even though there are a thousand to do's on my list and a million ideas in my head, I chose to create time to talk about kissing burnout goodbye.
I did it for you! Because I want you—and all of our kula—to know that you can live out your passions profitably and without feeling overwhelmed. BUT, it does take some effort.
I've often talked and written about the state overwhelm that entrepreneurs—and even more so conscious entrepreneurs—inevitably find themselves in.
It's not just about the tremendous amount of pressure that we put on ourselves. Or the budget constraints that force us to wear all hats. It's also about the laundry that has to get done and the family that has to get fed.
@@ The entrepreneurial spirit is fierce, because it has to be!@@
I am REALLY serious about avoiding burnout and overwhelm. Some people believe that it comes with the territory. But I believe that we can learn from the lessons of conscious entrepreneurs who came before us. (Read: Don't make the mistakes I made, because I'm literally telling you how to avoid them.)
@@Overwhelm IS, in fact, Avoidable.@@
In fact, I've been telling you how to avoid it, all along!
Check out these archives for tips for you to start pulling yourself out of overwhelm and into something more vibrant.
- Set effective goals so that you know where you're heading and you won't be distracted by those pesky distractions that lead to overwhelm.
- Own your weaknesses! This allows us to seek help where we know we need it
- Create Systems. That help that we know we need—because we own our weaknesses—won't need to be micromanaged, if their actions are detailed out for them.
And don't forget to join the Kula—because we have to stick together...for the sake of support and sanity.
Want to do Meaningful Work? Own your Weaknesses.
"Focus on the positive," they say.
"You're so talented," they say.
"Hone your strengths," they say.
"You're flawed. Own it," said no one ever.
Until now.
We can fuel our HeartFire and incite action that will change the world, but even the most talented among us—the women that make you think "how does she do it all," will tell you that they don't do it all. (Assuming that they are authentic and human.) They own the light of their Goddess Gifts, but they also own their dark side.
You have a dark side, too. You're flawed. Imperfect. A Shadow hangs over you. Actually, a shadow lies within and around you. Sometimes it's even out in front.
I still love you and I want you to own your weaknesses. Be just as open about them as you are about your gifts because you can't be a light for others without first shining the light of inquiry on yourself.
There's another very good reason to get seriously honest. When you snuggle up to your shadow, it loses the power to captivate, distract or otherwise sabotage you. Knowing your mental defaults - the well-worn grooves in your thinking - is how you begin to unwind shadow's capacity to captivate.
(If you're thinking you don't have a shadow side, then you have even more inner work to do than the rest of us, so sit tight and keep reading.)
Are you...
Over-busy-ing?
I know, it's not really a word: but you know what I mean, don't you? Are you letting the endless To-Do's and task lists keep you a slave to achievement? Are you spinning your wheels trying to accomplish 20 different things in a single day? Are you feeling ungrounded, overwhelmed and unfocused?
Never satisfied?
You could solve world hunger today, but tomorrow you start at zero all over again. You're either trying to beat yesterday's accomplishments or trying to compensate for a lack thereof.
Procrastinating?
You haven't started designing/planning/selling because
The World Cup only happens every 4 years, you might as well watch.
Orange is the New Black
The phone rings, the baby cries and your Facebook feed beckons.
Whining?
Somebody already took your idea, you'll never be as good / pretty / wise as [insert your personal Shero] so why try?
You're too busy to do your creative work, it's too hot and you'retoo tired.
Any of these sound like you?
You may be feeling a little guilty at this point.
Let's not wallow in guilt.
After all, wallowing in your weaknesses isn't helpful.
May I suggest that you just own them?
Society has taught us to hide our flaws. Skin breaking out? "Slather it in concealer, cover that in foundation and top it off with powder" says the world. BUT, you and I both know, it's only when you let that sweet face get some oxygen and free it from that chemical funk, that the skin starts to heal. Beautiful skin comes from the inside and so does a beautiful, prosperous life.
You almost forgot we were talking about your real flaws (didn't you?)—not the ones we can cover up with makeup, but rather the ones that are preventing you from doing your best work in the world.
The only way to stop sweeping things under the rug is to get rid of the rug. Here's how you start:
: Be honest with yourself
If you struggle with procrastination (for example), ask:
How effectively are you using your time?
How rigid are you with your schedule?
Is that schedule working?
How often are you getting distracted?
What is distracting you from the work that is important?
: Return to the Present Moment.
When you find your thoughts have wandered far far away from the task at hand, evaluate. Stop strengthening the distraction habit, too, by doing one. thing. only. No more checking Facebook in the car line, talking on the phone in the grocery store, eating and reading.
One. Thing. Only.
Then, ask yourself:
Does what you are doing support your long-term, purpose-driven Life Vision?
If it does, than get back to it. If it doesn't, why you are making time for it in your life? Are you getting distracted because the tasks that you're filling your day don't align with the future you want to create for yourself? Stop wasting your time.
Yes, getting back to work is important. But getting back to the right type of work is much more valuable.
: Plan & Incentivize
There are planners and there is everyone else. And even the planners have their flaws. I can fill an 18 month calendar with beautifully patterned washi tape. I know when I start, where my mid point is and when I end every project for the next 5 years. But, even the most prepared, have their moments.
Keep yourself focused with little celebrations for your accomplishments. Live each day as close to your Ideal Day as possible while intentionally acting on the small steps needed to bring you closer to your future dreams. Keep your eye on the prize, but don't lose your intention along the way.
Enough about flaws for now (you're not off the hook though), let's celebrate your gifts. Hop over to the Kula and share - we want to celebrate you!
Enjoy,