If you’re an introverted coach, consultant, or freelancer, you’re in the right place.

If you’re an Introverted coach, consultant, or service-based professional building a brand based on your talents and expertise, and you were a corporate manager or above, you may find yourself in a tug of war between knowing you NEED to stand out versus not really wanting to stand out.

I can understand because that’s me too.

If you’re new to my site or to me — hi and welcome!

The best way to get started here is to watch this video to see if we’re on the same page. If we are, then the next step is to take the Courageous Entrepreneur Pattern Assessment. It will help you see what’s probably getting in your way.

After that, you can either learn more about who I specifically help, about me and my background, or the work I do with clients.

I’m planning a webinar to talk more about the challenges of introverted corporate escapees and how to break free from the patterns we developed at work that are now holding us back from achieving the success we dream of and deserve. That event is on Friday, April 13th at 11am ET. You can sign up for that here and I’ll share the details closer to the event.

How to Attract Clients and Opportunities with LinkedIn’s Publishing Platform

To watch the interview, press the forward facing triangle in the center of the image above.

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Welcome to the Courageous Entrepreneur Show. This is the show that shares information and inspiration to help you break free from self-doubt, limiting beliefs, and disempowering patterns and break through to create the thriving, successful business you dream of and deserve.

The show features interviews with entrepreneurs who’ve overcome amazing challenges to create success on their terms and experts who share insight and practical information that can help you get past your blocks and move forward with courage, confidence, and clarity.

The show is available in both video and audio formats on a variety of platforms including iTunes, I Heart Radio, in the Google Play store, on YouTube and on my website.

If you like what you hear I hope you’ll share the show with others and I hope you’ll decide to join my Courageous community.

You can do that by becoming a fan of the show on my site at Winnie Anderson.com/fans. When you do you’ll get episodes delivered right to your inbox along with information, tips, and resources to help you consistently move forward with courage, confidence, and clarity. You’ll discover how to position and pre-sell yourself as the unique solution provider you are, and ultimately to profit from your expertise while you build a business in alignment with your faith, beliefs, and values.

Show Notes

Whether you’re an introvert or not I’m sure you’re always looking for strategies to make your online presence more powerful and to make your social platforms pay off.

I’m on all the big platforms but would love it if I saw more of a payoff of the investment of time and energy I make in social networking.

So when my colleague Tracy Enos published her book that promised tips and strategies for using LinkedIn’s publishing platform I grabbed it on pre-sale and read it as soon as it got released.

You can find my 5-star review for it on Amazon.

I genuinely loved it because it was so practical and I wanted to make sure I had her on to share some insight with you.

I first met Tracy in about 2014 or 15 when I sat next to her at a big training event and we’ve stayed connected.

She’s a marketing consultant who specializes in Linkedin and particularly in how to leverage your profile and the publishing platform to position yourself as an expert, attract and engage with potential clients and referral partners, and generally build your brand.

She speaks on the subject at events, seminars, tradeshows; works with sales and marketing teams to help them gain visibility and attract clients and works with independent professionals to attract more leads and clients with LI coaching and Done-for-you services.

Tracy lives in the Kansas City MO area.

So listen in as Tracy shares:

  • Who she thinks LinkedIn is for and why she thinks you need to be on it.
  • What LinkedIn is and how it’s different from other platforms.
  • What the Publishing platform is and how long form posting differs from short form posting on LinkedIn
  • Why your Linkedin profile is so important and how to leverage that
  • Some mistakes she thinks people make with their profile
  • How to create long form posts for mobile users that also benefit users of other devices
  • Some tips to help you get engagement and entice people to join you off of Linkedin

As always listen all the way to the end where I’ll share your cocktail exercise and action step for this episode.

Guest Contact Information

Connect with Tracy on LinkedIn — Send her a connection request and mention you heard her on the show and she’ll send you some bonus material.

Tracy on Facebook

Tracy on Twitter

Get Tracy’s book

Ready to Become a Courageous Entrepreneur?

Tired of feeling confused, frustrated, and overwhelmed as you try to break through to the next level of success? Want help on your journey of becoming or being a courageous entrepreneur?

If you’d like help to stay focused on completing your big projects, to come out of hiding, and take your business and you to the next level of success, consider joining the Courageous Entrepreneur Club.

The Club is made of small groups of no more than 10 people who are solo professionals and entrepreneurs who receive coaching, accountability and support from me and from each other as they move forward to achieve the goals that they otherwise would lose focus on.

Group enrollment happens at specific times during the month. If you want to learn more go to winnieanderson.com/jointheclub.

Getting Your Product on QVC

To watch the interview, press the forward facing triangle in the center of the image above.

To listen to the interview, click this link and the recording will open in a new browser window.

To download the audio recording to your device so you can listen later, right click this link, choose Save As, and navigate to where you want to save it for later.

 

Welcome to the Courageous Entrepreneur Show. This is the show that shares information and inspiration to help you break free from self-doubt, limiting beliefs, and disempowering patterns and break through to create the thriving, successful business you dream of and deserve.

The show features interviews with entrepreneurs who’ve overcome amazing challenges to create success on their terms and experts who share insight and practical information that can help you get past your blocks and move forward with courage, confidence, and clarity.

The show is available in both video and audio formats on a variety of platforms including iTunes, I Heart Radio, in the Google Play store, on You Tube and on my website.

If you like what you hear I hope you’ll share the show with others and I hope you’ll decide to join my Courageous community.

You can do that by becoming a fan of the show on my site at Winnie Anderson.com/fans. When you do you’ll get episodes delivered right to your inbox along with information, tips, and resources to help you consistently move forward with courage, confidence, and clarity. You’ll discover how to position and pre-sell yourself as the unique solution provider you are, and ultimately to profit from your expertise while you build a business in alignment with your faith, beliefs, and values.

Show Notes

My husband, Lou and I love watching Shark Tank.

That’s the show where entrepreneurs come in and pitch their business and their idea to a panel of mega successful entrepreneurs in the hopes of landing an investment deal with them.

When Lori Greiner – one of the female sharks – looks at investing in a product on the show she often talks about it in terms of whether or not she sees it working on QVC which is one of the home shopping channels.

Well today’s guest got her product on QVC with no help from one of the sharks. She did it herself and she’s here to share how she did it.

Bernadette Giorgi is a leader in fitness and has been a trusted voice in women’s health, beauty, and wellness for more than 25 years.

She’s on a mission to redefine what it means to be fit, healthy, and beautiful.

In addition to holding several advanced pilates and fitness certifications Bernadette has been featured nationally in Pilates Style Magazine, Pilates Digest, and on About.com.

She’s made regular appearances on affiliates of ABC, NBC, CBS, PBS, and Fox news. She’s been a featured expert on Be Well Philly as well as the national lifestyle shows The List and Better TV.

Bernadette owns Just B Moved a fitness studio in south jersey. She is the inventor of the B-Bounder, a unique fitness product that sold out in her appearances on QVC.

So listen in as Bernadette shares:

  • How she got the idea for the B-bounder
  • The steps she had to take to test it and get it built
  • Actions she took to protect her product
  • Exactly what it took to get the product on QVC
  • Tips for you if you have a product idea
  • And some things she’d do differently now

If you’re a shark tank fan this episode will give you a real understanding for why the sharks make some of their recommendations.

As always listen all the way to the end where I’ll share your cocktail exercise and action step for this episode.

Guest Contact Information:

Bernadette’s website

Bernadette on social media:

Facebook

LinkedIn

YouTube

Twitter

Buy the B-Bounder on Amazon

Get Bernadette’s special offer — Email your receipt to Bernadette when you buy your B-Bounder and receive a free video. Send it to bg at bernadettegiorgi dot com (type that as you would a normal email address in your email system)

Ready to Become a Courageous Entrepreneur?

Tired of feeling confused, frustrated, and overwhelmed as you try to break through to the next level of success? Want help on your journey of becoming or being a courageous entrepreneur?

If you’d like help to stay focused on completing your big projects, to come out of hiding, and take your business and you to the next level of success, consider joining the Courageous Entrepreneur Club.

The Club is made of small groups of no more than 10 people who are solo professionals and entrepreneurs who receive coaching, accountability and support from me and from each other as they move forward to achieve the goals that they otherwise would lose focus on.

Group enrollment happens at specific times during the month. If you want to learn more go to winnieanderson.com/jointheclub.

Making Meaning and a Living After a Health Crisis

Watch the video version of this interview by clicking on the triangle in the center of the image above.

Listen to the audio version by clicking here.

Download the audio version by clicking here, then click on the down arrow on the far right of the play bar and save the recording to the preferred location on your device.

 

Welcome to the Courageous Entrepreneur Show. This is the show that shares information and inspiration to help you break free from self-doubt, limiting beliefs, and disempowering patterns and break through to create the thriving, successful business you dream of and deserve.

The show features interviews with entrepreneurs who’ve overcome amazing challenges to create success on their terms and experts who share insight and practical information that can help you get past your blocks and move forward with courage, confidence, and clarity.

The show is available in both video and audio formats on a variety of platforms including iTunes, I Heart Radio, in the Google Play store, on You Tube and on WinnieAnderson.com.

If you like what you hear I hope you’ll share the show with others and I hope you’ll decide to join my Courageous community.

You can do that by becoming a fan of the show on my site at Winnie Anderson.com/fans. When you do you’ll get episodes delivered right to your inbox along with information, tips, and resources to help you consistently move forward with courage, confidence, and clarity. You’ll discover how to position and pre-sell yourself as the unique solution provider you are, and ultimately to profit from your expertise while you build a business in alignment with your faith, beliefs, and values.

Show Notes

As a listener of this show you’re likely a corporate escapee out on your own building a solo professional practice or you’re currently in a corporate job and secretly plotting for the time you’ll go over the wall.

I know you dream of flexibility and freedom to do what you love most….that mission that’s been put on your heart and focusing on doing the work that brings you the most joy.

That’s what today’s guest wanted too.

Lisa Cohen is a self-proclaimed “escaped” lawyer, who worked in the independent music business and then pursued her passion for photography. Diagnosed with MS in 2001, she learned to live an empowered life in spite of vision and mobility impairment.

A Bike MS Champion and volunteer for the MS Society, former Managing Director of the nonprofit Makeover Your MS, and author of “Overcome the BS of MS,” she now provides support and coaching services through her Rockstar Women With MS. Her mission: To help empower women with MS so they can get back to the lives they were meant to live.

 

When I saw Lisa featured on Yahoo Lifestyle I knew I had to have her on the show so she could share her journey and how she’s helping women deal with the BS of MS.

So listen in as Lisa shares:

  • How she dealt with her diagnosis
  • The need she recognized that was unaddressed by the support and advocacy groups whose meetings she attended
  • The problem she sees with support groups and why they weren’t right for her
  • What she now recognizes as her mission
  • And how your true calling and audience lies somewhere connected to your wound

As always listen all the way to the end where I’ll share your cocktail exercise and action step for this episode.

Guest Contact Information

Below are all the ways to connect with Lisa to find out more about her programs, get a free copy of her book, and learn more about becoming a rockstar woman with MS. And please share this information with those in your circles who may be struggling to deal with this debilitating disease. Let them know they don’t have to be alone and aren’t destined for a life of suffering.

Website

Facebook 

YouTube

Twitter

Get a free PDF of Lisa’s book, Overcome the BS of MS

Related episodes that might interest you

Success No Matter What — an interview with Scott Chesney, an entrepreneur and speaker who lives with paralysis

 Ready to Get the Clarity, Courage, and Confidence to Move Forward?

Tired of feeling confused, frustrated, and overwhelmed as you try to break through to the next level of success? Want help on your journey of becoming or being a courageous entrepreneur?

If you’d like help to stay focused on completing your big projects, to come out of hiding, and take your business and you to the next level of success, consider joining the Courageous Entrepreneur Club.

The Club is made of small groups of no more than 10 people who are solo professionals and entrepreneurs who receive coaching, accountability and support from me and from each other as they move forward to achieve the goals that they otherwise would lose focus on.

Group enrollment happens at specific times during the month. If you want to learn more go to winnieanderson.com/jointheclub.

The 5 Frameworks That Support an Expertise-driven Business Model

In a recent post I discussed different business models for service-based businesses – specifically those that would work for coaches, consultants, and other experts.

I want to go a bit deeper now and talk about the 5 frameworks that support those models; because it may not be the business model that’s the problem in growing your business. It may very well be that there’s a problem with one or more of your supporting frameworks.

You can think of these as sub-models if you’d like but I like the term framework better because I think it’s more true to its function – supporting the success of your business model.

According to dictionary.com, a framework is “a skeletal structure designed to support or enclose something or a frame or structure composed of parts fitted and joined together.”

That’s the exact mental picture I get when I think of one of these things.

If your business model is the big picture how you make money, frameworks are the supporting processes to make your model work. Each is its own collection of systems, processes, strategies, and tactics.

5 Frameworks That Support Your Business Model

There are 5 frameworks and I’m going to explain each of them as well as talk about things we introverts need to consider when constructing our frameworks.

Marketing Framework

How you’ll build a brand, position yourself, and attract potential clients. Marketing is all about entering the conversation your potential client is having inside their head.

Sales involves four elements – educate, elevate, inspire, and invite. At it’s essence, good marketing does all those things quickly and efficiently.

There are costs associated with acquiring clients and our goal is to find the right blend of elements that gets our message out to the right audience, in the way they most want to receive it, and at the time when they’re looking for a solution.

Marketing legend Dan Kennedy would call this “Message to Market Match.”

We run into problems when our message isn’t powerful enough or clear enough.

We choose words that are weak. We don’t clearly address the problem(s) we solve and we tip-toe around the subject.

We’re afraid of being polarizing; and, while we may understand the value of focusing our message so it’s targeted to the needs of a specific audience segment or niche, we’re afraid of doing that because it seems so counterintuitive.

We need more clients, not less.

But when you have a well-defined message that targets a clearly defined population, and that population can relate to you and easily recognize you as a trustworthy authority who can solve the problem they have, you’re easy to recognize as their ideal solution provider.

You’re also easy to refer.

It gives you permission to let go of all the other stuff you feel you have to be an expert at in addition to your core work.

Think in terms of positioning yourself the way a doctor does – a brain surgeon isn’t going to clean your teeth, right?

Of course not. And they’re not worried about the dentist getting all the teeth fixing jobs.

The other problem with creating a marketing framework is there are too many options to choose from.

Marketing frameworks are more than just the stereotypical funnel you hear about or most people talk about. It involves marketing through the entire relationship – taking someone from stranger or potential buyer (where they don’t know you) through their purchase of and delivery of the transformation you help them achieve, to solidifying that relationship to the point where they rave about you, refer others to you, and – if appropriate – return to purchase again or otherwise maintain a positive relationship with you.

A critical piece of the marketing framework is your brand and how you’ll build and maintain it.

Brand building is a conversation for another day but in a nutshell, your brand is the reputation you have in the marketplace and it’s what the marketplace thinks of when they think of you.

Your objective is to become the “go to” person for the problem your audience has and for the outcome they ultimately want.

Sales Framework

Oh how we hate this piece, huh? There are lots of reasons we hate selling and most of them are tied to our past – when we’ve been “sold to” or felt manipulated by someone we saw as pushy and “salesy.”

We don’t want to be “that guy.”

But your sales framework has to do with how you’ll invite prospective clients to take action and say yes to working with you once they recognize you’re the best solution provider for them.

If you feel you’re trying to convince people to buy then you’re doing something wrong and / or talking to the wrong people.

This framework also includes elements of client fulfillment – specifically the initial client experience because that’s where long term client relationship begins.

You want to prevent buyer’s remorse – which is their second-guessing their purchase to the point that they decide they want to cancel working with you or return a packaged product.

You’re not focused on persuading them. You want to allay their fears:

  • that this is too hard for them
  • that they won’t be able to achieve the transformation or outcome you offer
  • that going through your process isn’t going to have the payoff you promised and that they dream of

Much of the time this is about their own self-doubt and Inner Critic (who I refer to as Mini Me) screaming its head off because it’s terrified of the Path of Change they’re about to go down.

As much as someone is unhappy with where they are, it can often feel safer to stay in that unhappy place where life is predictable though sad.

That sounds crazy but you’ve probably felt the same way at some point in your life.

When you build your Sales Framework you want to make sure you include steps to help people believe in themselves as much or even more than they believe in your power to help them.

Again, this supports focusing on a narrow audience segment with a problem you can help them fix because all of your “stick” elements should recognize what they’re thinking, what they’re afraid of, and that you not only believe they can achieve what they want but you’ve helped others just like them achieve similar results.

This isn’t convincing as much as it’s calming their fears.

Revenue Framework

This is different from sales and relates to your offerings – what you’ll specifically offer to clients that earns you money. You’re going to consider what lines of service you’ll offer – coaching, consulting, products, etc. and where those items fit in your business model and money pyramid.

Your Money Pyramid is made of all the ways you generate revenue. Initially you may only have one offering – which is totally fine. At some point you may create books, courses, and packages that are at different price points and that serve different purposes for you and solve different problems that are under the umbrella of the bigger problem you solve for clients.

If you’re a strategic thinker this can cause you some headaches because you can see in your head how you could offer X, Y, and Z programs. And gurus put out tons of messaging convincing you that if you have a “trading dollars for hours” model you’re doomed to a life of stress and misery.

So you end up buying some course or program designed to teach you how to create courses or books but you’re not really ready for those pieces yet because the chances are good your own message and process isn’t well defined.

That doesn’t mean you can’t write a book, start a podcast, or create a course. Sometimes working on those projects can help you think and articulate your POV or document your process. But if you’re trying to build a business based on that and you don’t have an audience yet it can be a frustrating – and expensive – path to go down.

As one of my mentors says, “You have to learn to make money during the day before you can ‘make money in your sleep’.”

Pricing Framework

This framework includes decisions on the price / value of your offerings and how you structure the price. You may offer flat, all-inclusive prices. You may offer payment plans. Maybe you offer tiered services.

The challenge here is building a brand that supports your pricing.

When my brother decided to ask his then girlfriend to marry him, his only thought was he had to buy the ring from Tiffany’s.

No other brand said “love” to him the way Tiffany’s did.

But Tiffany’s has worked hard to build and maintain a reputation that justifies the premium you pay for that robin’s egg blue box.

Walmart may sell diamond engagement rings but he wasn’t motivated by price and you don’t want your clients to be either. This is why – although it involves a framework all its own – price is very closely tied to marketing and branding is a crucial element that ends up supporting your pricing.

Of course you want to price in a way that doesn’t just cover your bills but that supports your turning a handsome profit.

I didn’t go out on my own to struggle; but that’s just what happened because I priced myself too low and didn’t consider all the time I was working that was uncompensatable / unbillable. So don’t make the same mistake I did.

If you’re already stuck in that trap, it’s time to dig your way out. You likely have a money story going on that’s part of a disempowering pattern. You’ll need to break that to really become profitable and create  business that thrives.

Offering / Product Creation Framework

Most former corporate employees (or “corporate escapees” as I refer to us) rarely fully think through exactly what they’ll offer and how they’ll package it. I didn’t and none of my friends or colleagues did either.

This framework speaks to what services you’ll offer and how you’ll deliver those offerings. It also involves how you’ll identify what you’ll offer, the feedback mechanisms you’ll put in place to let you know if your offerings are working, and finally, how to create tangible products from your knowledge capital.

This framework fits in with and supports the other frameworks and ultimately drives success of the business model.

If no one wants what you offer, they’re unwilling to pay for it, or they see it as a commodity you have to decide if you can make effective and profitable changes to the offerings, if you’re trying to sell the wrong service to the wrong people or if you have the right service but the wrong market.

This is often where an outside consultant or coach can provide significant value by spotting problems, opportunities, and value that you’re missing.

Starting and growing a profitable coaching, consulting, or expertise-based brand and business is more complex than it looks.

When you’re a big picture, strategic thinker who believes the need for your service is as obvious as the value of the work you do it can be hard to get clear on these pieces by yourself.

If you’re stuck trying to get your consulting, coaching, or expertise-based business off the ground or break through to the next level of success, do some reflecting on where the problem could be.

If you know what to do but just can’t bring yourself to do it, then there’s something you’re actively resisting. If you’re taking action but nothing’s working, then there’s probably something you’re missing – your message may be off, your market may be wrong or unclear, or you’re not clearly positioned as THE solution provider for your audience.

Or something else.

What Introverts Need to Consider When Planning Their Frameworks

We need to consider three things when we’re building our business:

  • Our personalities, including what we’re not willing to do to market, run, and grow our businesses
  • Vision for the business and ourselves
  • The overall business model

Our personalities. I can’t tell you how many coaches have told me I need to change in order to create what I want. What they wanted me to do was become more like them.

That’s never going to happen.

What I did have to do was recognize there were elements of my personality that were unlikely to change because they’re too entrenched, take too much effort to change, and I have no real interest in changing them.

So what I recognized was I had disempowering patterns of behavior.

Once those became clear to me, I addressed those patterns while also changing my business model and my frameworks.  Changing conditioned habits and behavior patterns is easier than making wholesale personality changes. (You can learn more about this theory of change and personality by reading the book, What You Can Change and What You Can’t by Martin Seligman)

Our vision. You hear a lot today about understanding your why. I couldn’t even understand the concept of understanding my why. But what I did understand was that I had a vision (4 of them actually — one for me personally, one for my business, one for the world as it relates to and is impacted by my work, and one for my clients). Once I got crystal clear on the change I was trying to bring about in the world I could then recognize whether what I was doing was going to help or hinder achieving my vision.

And just because conventional wisdom says you have to work to build a big business and get on the Inc 500 list, I’m here to tell you no you don’t.

What you do “have” to do, is unleash your potential. Live your fullest life. Give your best. Support clients to achieve the transformation they long for.

And you can do that by creating a business that fits YOUR definition of success.

Our Business Model. Here’s the first thing I realized was wrong with what I was building and what I was doing. In my post about business models I talked about all the things I hated about the consulting model. I finally gave myself permission to change my model.

When you call yourself a consultant, there are certain types of expectations that go along with that.

And I hated the game playing that went along with it. Plus, the size of the clients I wanted — solo professionals and micro firm owners — didn’t think of themselves as being “big enough” to hire a consultant.

But a coach — that made sense to them and they could see the value in working with a coach.

So as much as I’m really not a true coach I gave up and started calling myself a coach. Because that model was one that fit me.

The most important point is to create a business that brings you joy from how you do what you do to who you serve, and how you get paid.

 

Do you recognize any frameworks that are missing or not working as well in your business as you’d like them to?

Tips to Develop On-Camera Confidence – Interview with Michele Moreno

actress, singer, coach, video confidence coach Michele Moreno, African-American woman

Watch the video version of this interview by clicking on the triangle in the center of the image above.

Listen to the audio version by clicking here.

Download the audio version by clicking here, then click on the down arrow on the far right of the play bar and save the recording to the preferred location on your device.

 

Welcome to the Courageous Entrepreneur Show. This is the show that shares information and inspiration to help you break free from self-doubt, limiting beliefs, and disempowering patterns and break through to create the thriving, successful business you dream of and deserve.

The show features interviews with entrepreneurs who’ve overcome amazing challenges to create success on their terms and experts who share insight and practical information to help you get past your blocks and move forward with courage, confidence, and clarity.

The show is available in both video and audio formats on a variety of platforms including iTunes, I Heart Radio, in the Google Play store, on YouTube and on my website.

If you like what you hear I hope you’ll share the show you’re your connections and I hope you’ll decide to join my Courageous community.

You can do that by becoming a fan of the show on my site at Winnie Anderson.com/fans. When you do you’ll get episodes delivered right to your inbox along with information, tips, and resources to help you take consistent action to position and pre-sell yourself as the unique solution provider you are, and ultimately to profit from your expertise all while you build a business in alignment with your faith, beliefs, and values.

Show Notes

Recent data from Hubspot shows 81% of businesses use video as a marketing tool – up from 63% in 2017.

65% of people who don’t use video say they plan to start using it in 2018.

We also watch a lot of video with the majority of people consuming about 90 minutes of video during a typical work day but the extreme is there are people who watch as much as 3 hours of video in a typical day.

Marketers report to Hubspot that video drives key metrics like increasing sales, increased site traffic, and increased the time spent on a site.

And of course as the consumer, you probably love video when it’s done right and giving you the information you need and want.

But as the marketer…especially if you’re an introvert or you’re self-conscious or have some sort of self-doubt or limiting beliefs I know the thought of doing video can practically give you hives.

I want to help you start using video or if you’re already using it I want to help you expand your use and feel confident doing it.

That’s what today’s episode is all about.

actress, singer, coach, video confidence coach Michele Moreno, African-American womanMichele Moreno has experience on stage as well as TV, as an actress and singer.

She shares her insider information to help women and cool men build on-camera confidence so they can be the best version of themselves and turn viewers into clients.

So listen in as she explains:

  • Why video is so important to potential clients as well as to you the entrepreneur
  • The key things to share that will help your audience to love you even if your videos aren’t perfect or close to it
  • Why you have to get comfortable with repelling people
  • A simple trick you can use to get your inner critic to shut up
  • The most important elements of your video
  • How to look and sound your best even if you think you have a face made for radio (and how to get over that thinking)
  • Simple tips and tricks to help you know what to say when you’re thinking you don’t know what to say

As always listen all the way to the end where I’ll share your cocktail exercise and action step for this episode.

Guest Contact Information

Michele’s website — get Michele’s free bonus just for show listeners: a template for one of the most needed types of videos so you can plan out your script!

Michele on Facebook

Michele on Twitter

Michele on YouTube

Other Episodes Related to This One That You Might Like

Impact and Influence: Tips to embrace and communicate your brand

Ready to Get the Clarity, Courage, and Confidence to Move Forward?

Tired of feeling confused, frustrated, and overwhelmed as you try to break through to the next level of success? Want help on your journey of becoming or being a courageous entrepreneur?

If you’d like help to stay focused on completing your big projects, to come out of hiding, and take your business and you to the next level of success, consider joining the Courageous Entrepreneur Club.

The Club is made of small groups of no more than 10 people who are solo professionals and entrepreneurs who receive coaching, accountability and support from me and from each other as they move forward to achieve the goals that they otherwise would lose focus on.

Group enrollment happens at specific times during the month. If you want to learn more go to winnieanderson.com/jointheclub.

Business models for service providers and tips for choosing the right model for you

business man, consultant, coach, architect, blue print, business model, easel

image thanks to 3dman_eu | Pixabay.com

Service experts like coaches and consultants rarely if ever give thought to one of the most important decisions they’ll make as they start their business as a solo practitioner.

Their business model.

Our thoughts are always on the service – what we’re going to do…the mission we’re on….the passion we have…the problem we want to solve – not with the “how we’ll make money” part.

And this one oversight can easily set us up for struggle and cause us to create glorified jobs that we actually hate.

Well we don’t really hate the work – we love what we do. It’s the whole getting clients thing we hate.

But the business model you adopt directly impacts the frameworks – the other models – that support how you’re going to generate revenue, deliver the work to the world, and scale the business to maximize your profitability.

Frameworks include:

Marketing – how you’ll build a brand, position yourself, and attract potential clients.

Sales – how you’ll invite prospective clients to take action and say yes to working with you once they recognize you’re the best solution provider for them.

Revenue – This is different from sales and relates to your offerings – what you’ll specifically offer to clients. It asks you to consider what lines of revenue you’ll offer – coaching, consulting, products, etc.

Pricing – This framework is how you decide on the price / value of your offerings and how you structure the price. You may offer flat, all-inclusive pricing. You may offer payment plans. Maybe you offer tiered services.

Product Creation – Most coaches and consultants plan on offering books, courses, audio recordings, and other things they can sell as both lead generating tools and as separate lines of revenue. Decisions have to be made about how to create the products, what you’ll create, etc.

I’ve found that when someone is unhappy with their business, at the core there’s a business model or framework that doesn’t fit them or their personality.

You’d be surprised at the number of business models out there and while the best one for you is likely to be a hybrid that combines elements from two or more models.

I’m going to focus on the primary business models a coach, consultant, or freelancer may choose. I’ll also talk a little about pro’s and cons with each model, and help you think through which one to pick.

Keep in mind, you won’t really know which one works for you until you try it out. The goal is to make the best decision for you knowing what you know about yourself, your offerings, and your targeted client segments.

In a future post, I’ll explain the supporting sub-models or what I refer to as frameworks. They support the achievement of the overall business model. These frameworks are tactical in nature but support the overall business model.

Basic Overview of Business Models

model train at station, business models

image courtesy of Pixabay.com

Retail – This involves selling products / services on a pay as you go / flat price strategy. Plumbers do this. Consultants or coaches can do this with courses, books, “pick my brain” sessions, or when you have packaged offerings that are clearly branded and targeted. But if you’re looking to start a coaching or consulting practice this is not the best model for you to follow.

I think it’s better to create additional lines of revenue as part of your revenue framework or consider a retail element as part of your pricing framework. 

Expert Model – This is the essence of what coaches, consultants, and other skilled professionals are doing. We sell our knowledge, skills, abilities (otherwise referred to as KSAs). Everyone from doctors to lawyers to coaches and speakers follows some sort of variation on the Expert business model.

For example, an attorney model typically involves a free consultation where the attorney (or expert) listens to the problem and makes a decision whether to help the potential client or not. There’s a retainer to get started and retainer payments continue until the project is over.

Don’t confuse this with a Subscription Model.

A doctor’s model is slightly different.

The patient — the person with the problem — comes to the doctor with the expectation the doctor is going to help. Sometimes the doctor has to refer the person to another specialist but the doctor still gets paid for the advice and treatment provided.

Instructor / info-product model. This is a common expert model where someone produces courses, books, or packaged programs and sells them on their own website or platform (like Clickbank, Teachable, or somewhere else).

Author / Expert model. In this variation of the expert business model, the person may use books as positioning and pre-selling tools to build their list of interested buyers who they can then nurture to sell deeper, more intimate solutions (like coaching, consulting, etc.). So this model is more of a marketing framework than a true business model.

Coach / expert. This is a person whose primary business model is built on coaching. Coaches may offer packages ranging from a one-off session to high-end private packages or some form of group work.

Consultants differ from coaches in terms of style and focus. Some consultants also coach and some coaches also consult. Some are very clear about the difference. (I’m more of a consultant than a coach but people tend to refer to me as a coach because it’s just easier to get your head around).

The Consultant Model. Pure consultants are paid for their Knowledge, Skills, and Abilities (KSAs) like other experts. They may work on retainer or other structured payment plan. There’s usually a quoting process as each project may be slightly different. And some consultants are paid for the results they bring (like a specific percentage of the increase in sales they deliver).

Agency / Hollywood model – In this model, you provide a broad range of services and likely call on other experts to support you in the delivery of the finished product or service. An example is the website developer who may bring in a copywriter, an SEO specialist (if the copywriter can’t do it), a branding specialist to create the color palette and visual identity if that’s needed, and maybe a coder to help with any special needs the site owner has.

Freelance model – This model tends to be project based and the structure could be similar to a consultant model where you may need to put in a quote on the project. You may be paid in any number of structures including starting with a retainer with remaining payments based on deliverables. Some freelancers use very creative payment frameworks / structures including being paid for results. This is very common in the area of direct response marketing consulting and copywriting.

You hear a lot of knocking of freelance models.

Gurus talk about the “mistake” of using a business model that requires too much of your time or a “trading for dollars” model.

I know plenty of people who follow a freelance model who have very successful, profitable businesses, and who enjoy nice lives.

Don’t let someone else make you feel your business model is wrong. That’s a conclusion you have to come to on your own.

Subscription model – You’re familiar with these in your daily life. You pay a flat fee on a recurring basis (weekly, monthly, or annually) and receive a set of products or services / benefits. Your gym is one example of a subscription model. This model is being adopted by other experts (even physicians) because of the consistent revenue it offers. The key is to provide high value during the membership period so when the bill comes the person doesn’t cancel because they don’t see value on a recurring basis.

Franchise / certification – You can buy (or create) a system to provide goods or services. The franchisor receives royalties from each franchisee (that’s you) and usually has some way to receive revenue through franchisee payments for other things like marketing materials, advertising, logo’d supplies, etc. The amount of support the franchisee receives from the franchisor or the certificatory agency / business varies. Often there’s additional support for an additional fee and there may be a minimum level of group support through a Facebook group, or other means of helping the soloist achieve success.

Be very careful about certifications and people who promise you they have a blueprint that will bring you success. No one can guarantee that.

Also, while certifications can be useful in positioning you as educated and trained in a methodology, sometimes it’s just you getting caught up in believing you’re not enough as you are.

When I first went out on my own, I followed a consulting business model and I hated it.

A consulting model typically comes with the expectation that you’re going to submit a proposal (which will take you hours to complete if not days), submit the proposal, wait for what feels like forever, make a presentation, and then deal with pushback on your price.

Did I mention I hated it?

There were two reasons I hated (and still hate) the consulting model.

I wasn’t good at the whole negotiating thing and was riddled with self-doubt that made me question if I was good enough to do the work or if I deserved the rates I charged.

idea, magnifying glass, examine your business model

image courtesy of 3dma_eu and Pixabay.com

If you’re going to follow a consulting model then I strongly recommend you read Pitch Anything by Oren Klaff and Badass Your Brand by Pia Silva.

Actually, you should read them anyway.

If Oren Klaff comes across too strong for you just water down a bit of his investment banker swagger. Definitely use his structure and processes because they really work to position you as the expert and trusted solution provider you want to be seen as, rather than someone who’s desperate and will cut their prices or worse – work for free.

Pia Silva’s approach to positioning your offers is super smart and perfect no matter what variation of the expert business model you follow.

All models – including hybrid variations on those mentioned above – require you to build a strong brand that positions and presells you as the sought after expert you are and command excellent rates you deserve.

If you’re unhappy with how things are going with your consulting or coaching practice or you’re busy plotting your escape from corporate life and thinking about starting a coaching or consulting practice, be sure to think long and hard about the structure of your business model and the frameworks that will support it.

It means the difference between building something you love because it leverages your gifts and creating something you hate and struggle to be successful at because it doesn’t fully leverage your strengths.

Is your business model working or is there a problem with one of your frameworks?

Moving Past Grief: How unresolved grief can keep us from thriving


Watch the video version of this interview by clicking on the triangle in the center of the image above.

Listen to the audio version by clicking here.

Download the audio version by clicking here, then click on the down arrow on the far right of the play bar and save the recording to the preferred location on your device.

 

Welcome to the Courageous Entrepreneur Show. This is the show that shares information and inspiration to help you break free from self-doubt, limiting beliefs, and disempowering patterns and break through to create the thriving, successful business you dream of and deserve.

The show features interviews with entrepreneurs who’ve overcome amazing challenges to create success on their terms and experts who share insight and practical information to help you get past your blocks and move forward with courage, confidence, and clarity.

The show is available in both video and audio formats on a variety of platforms including iTunes, I Heart Radio, in the Google Play store, on You Tube and on my website.

If you like what you hear I hope you’ll share the show you’re your connections and I hope you’ll decide to join my Courageous community.

You can do that by becoming a fan of the show on my site at Winnie Anderson.com/fans. When you do you’ll get episodes delivered right to your inbox along with information, tips, and resources to help you take consistent action to position and pre-sell yourself as the unique solution provider you are, and ultimately to profit from your expertise all while you build a business in alignment with your faith, beliefs, and values.

Show Notes

As we go through our lives we come face to face with loss and disappointments – friends come and go; loved ones move to the next plane of existence; we have our heart broken; we don’t get the job, promotion, or achieve the other milestones we believe we should have, and other emotional wounds.

These emotional hits are the traumas of daily life and they leave their marks on us.

We try to move forward and deal with them in the way we’ve been taught and enculturated to believe is the right way to deal with them.

Many of us have been taught that we must be tough and deal with these issues and the grief they bring on our own.

We may even have been led to believe that grieving is somehow wrong.

But grief is part of the normal processing of emotions.

And it’s human to need help to navigate the accumulated emotional traumas and process the grief we feel to move through the process effectively.

As we build our independent business as a coach, consultant, freelancer, or microfirm owner unresolved grief can lead to difficulties in moving forward.

That’s what today’s episode is all about.

My guest, Martina Meyer, is a life and relationship coach who considers herself as a personal trainer for your mind, heart, and soul. She helps others live a wholehearted, wholesome life full of joy and passion by navigating life transitions and healing unresolved grief.

Whether you’re mourning the loss of a relationship, a job, or some other life change, Martina helps you move through the incredibly human experience of grieving.

So listen in as she demystifies grief and grieving by revealing:

  • The myths associated with grieving
  • How following what we’ve been taught as children and through our conditioning keeps us from effectively grieving
  • The real secret to being strong
  • The connection between job loss and grief
  • How isolation only makes grief worse
  • The difference between guilt and shame
  • And How guilt and shame are involved in the grieving process

As always listen all the way to the end where I’ll share your cocktail exercise and action step for this episode.

Guest Contact Information

Martina’s website – visit to learn more about her and to receive a complimentary conversation about your situation.

Martina on Facebook

Resources Mentioned

Grief Recovery Resources

Learn about how Martina helps clients deal with grief

Related Episodes

Dealing with the Death of Your Business Partner

Change Your Thoughts, Change Your Life

Ready to Get the Clarity, Courage, and Confidence to Move Forward?

And if you want help on your journey of becoming or being a courageous entrepreneur, you’d like help to stay focused on completing your big projects, to come out of hiding, and take your business and you to the next level of success, consider joining the Courageous Entrepreneur Club.

The Club is made of small groups of no more than 10 people who are solo professionals and entrepreneurs who receive coaching, accountability and support from me and from each other as they move forward to achieve the goals that they otherwise would lose focus on.
Group enrollment happens at specific times during the month. If you want to learn more go to winnieanderson.com/jointheclub.

How Organizational Life Conditions You to Struggle Out On Your Own

 

Watch the video version of this interview by clicking on the triangle in the center of the image above.

Listen to the audio version by clicking here.

Download the audio version by clicking here, then click on the down arrow on the far right of the play bar and save the recording to the preferred location on your device.

Welcome to the Courageous Entrepreneur Show. This is the show that shares information and inspiration to help you break free from self-doubt, limiting beliefs, and disempowering patterns and break through to create the thriving, successful business you dream of and deserve.

The show features interviews with entrepreneurs who’ve overcome amazing challenges to create success on their terms and experts who share insight and practical information that can help you get past your blocks and move forward with courage, confidence, and clarity.

The show is available in both video and audio formats on a variety of platforms including iTunes, I Heart Radio, in the Google Play store, on YouTube and on my website.

If you like what you hear I hope you’ll share the show with others and I hope you’ll decide to join my Courageous community.

You can do that by becoming a fan of the show here on my site at Winnie Anderson.com/fans. When you do you’ll get episodes delivered right to your inbox along with information, tips, and resources to help you consistently move forward with courage, confidence, and clarity. You’ll discover how to position and pre-sell yourself as the unique solution provider you are, and ultimately to profit from your expertise while you build a business in alignment with your faith, beliefs, and values.

Show Notes

From the moment we’re born we start learning.

We discover that crying brings relief of our suffering and gets our needs met.

We absorb the sights, sounds, and lessons all around us.

As we grow, form our self-identity, and begin to dream of a future full of work we love that uses our great gifts and strengths we continue to absorb messages that others communicate to us intentionally and unintentionally.

When we join the working world we become part of organizations that have varying degrees of emotional health and it’s not always good.

While we develop the foundation of our professional future and hone our skills and craft we get exposed to the beliefs, values, and behavior patterns of others…what in HR terms is referred to as the organization’s culture.

Without realizing it, our beliefs and behaviors are influenced by our organizational life and while the patterns we developed contributed to our success inside the organizations we worked for, out on our own, those patterns – of thinking and acting – can become disempowering…holding us back from achieving the very success we dream of and deserve.

That’s what today’s episode is all about.

This is an unusual episode for me and for the show. This is an interview-based program as I said in the introduction.

But the past several weeks have been tough for me and for my guests.

I’ve had a rash of guests who needed to reschedule for health and personal reasons.

This has been a tough flu season and I had a terrible injury to my leg that made it nearly impossible for me to sit up for extended periods of time.

So I found myself without a completed show for this week but I hated the thought of not making good on my commitment of delivering useful information and I know the importance of consistency so I decided to come out of my comfort zone a bit and do a solo episode for you.

The information I’m going to share hit me like a ton of bricks a few years ago when I had what I can only classify as a nervous breakdown.

I was still in active recovery from my brain injury. TBI’s have a long recovery period and had reached a point of tremendous frustration as I was trying to build my solo consulting practice.

I realized that the strategies that had helped me survive an abusive childhood were in fact now actively holding me back. Things like perfectionism, conflict avoidance, and others.

The more I thought about those patterns the more I realized that they were the same patterns that contributed to my success as a corporate professional.

I’ve been fascinated by behavior and personality my whole life and have studied it in school, at work, and in life.

I have almost as many degrees as a thermometer – an associates in personnel administration, a bachelor’s degree in education with a teaching credential in general business…a master’s degree in Human Resources and 15 years as a certified senior professional in HR. I’ve also done post graduate level course work in counseling and psychology and have a bunch of additional certificates.

And I’ve got a PhD from the school of hard knocks with a major in self-sabotage.

One other element that makes me a bit quirkily unique is that brain injury.

In addition to having to relearn how to learn (even to the point of having to relearn how to tie my shows) I experienced a big personality shift.

Prior to the accident I had been what I would consider a solid ambivert who leaned towards extroversion.

But after the accident I became a true introvert.

I had to rediscover who I was and had to develop new ways of dealing with the world so I could be true to this new version of myself, continue to use my biggest gifts, and build the independent business I dreamed of.

So listen in as I share…

  • 3 ways organizational life conditions us for struggle
  • Why smart corporate escapees struggle to recreate the success they enjoyed as employees
  • The reasons we move toward changes we want but can back slide or even give up
  • And the elements I call the 6 pillars of courageous success

As always listen all the way to the end where I’ll share your cocktail exercise and action step for this episode.

Related Episodes

Mark Baker

Jodi Harrison Lee

Sylvia LaFair

Books / Resources Mentioned or That Relate to This Episode

Sylvia LaFair’s book, Don’t Bring It to Work  —  This book discusses the behaviors we develop as we grow in our family of origin and how we can bring those behavior patterns to the workplace with each person playing a specific role in our office “family” and how unhealthy that can be for the organization and for us.

Badass Your Brand — This book talks about positioning, packaging, and pricing your offerings as high-end. It supports what I was talking about with reference to productizing without commoditizing your offerings.

The No A**hole Rule  — This is a great book that discusses the impact of negative people (to put it a little gently) in the workplace.

What really helps achieve your goals

 

What It Takes to Build a Successful Business in Your Second or Third Act

In a recent episode of my podcast, The Courageous Entrepreneur, former Clinical Laboratory Scientist Susan Ordona, discussed her reinvention to real estate investor to social media marketing consultant to book publishing expert.

She shared the ups and downs of her ventures and what she’d do differently now.

One of the things she mentioned was how she had bought programs that were supposed to be a “recipe for success” when in actuality they weren’t.

Not that they didn’t have elements that worked or that worked for her but the key to keep in mind whenever you buy a packaged program is the devil is in the implementation details.

You’re a different person than the guru who designed it. And without guidance and support in the implementation process you may not have the same results they did.

Of course you could have better results. Or worse results.

But without doing anything you won’t have any results.

We’ve all done this at some point….bought a program we knew we had to have, that would solve our problems…and not even break the cellophane wrapper.

We’ve bought books we didn’t read or that we started and didn’t finish.

Or we bought some tool or roadmap that sounded good but that – without help or without some foundational thing — we struggled to use or follow.

I think it’s human nature to look outside of ourselves for answers. And that’s really true for those of us who reinvent ourselves by transitioning from corporate / organizational life to being self-employed.

We know we experienced success in our past career but doubt that we can achieve success in this new venture just with what we know.

I think there’s also a tendency to want to find a short-cut and to believe that someone else has found it.

While it’s true that someone who has achieved success can codify it and create a step by step process that jumps over some of the potholes they fell into, people can often paint too rosy a picture of how they reached the point where they are.

In reality, there aren’t any great shortcuts on the road to success.

Each of us finds parts on the trip where we can travel faster than others and sometimes we get sidetracked and need to pull over.

There are actually 9 elements that are needed to lay a foundation for a thriving business.

The faster you can build these bricks into a foundation then the easier time you have to build your business and take it from crazy startup to thriving enterprise.

Mindset. That famous philosopher, Anonymous, is reported to have said that being self-employed is the best and most expensive self-development program you’ll ever participate in. That’s because you come face to face with your own emotional crap.Issues you thought you dealt with or never realized you even had become these giant obstacles in your way.I know people who have negotiated multi-million dollar contracts, who have persuaded a room full of hard-nosed executives to take action, and who have made presentations in front of dozens and even hundreds of employees at a time not be able to put together a conversation to have with a potential client.

I had to face the fact that while I was excellent at selling my employers, selling on behalf of clients, I sucked at selling myself.

And there are at least dozens of other ways our beliefs and patterns that led us to be successful in organizational life cause us to struggle out on our own.

You’ve got to be ready for it and hopefully be able to recognize these obstacles and deal with them quickly. Otherwise you’re up for struggle that may lead you to the conclusion that you’re just not meant to work on your own.

Mission. We know that we were put on this planet to make a difference. Simon Sinek tells us we have to Start with Why – the deeper reason we do the work we do. Identifying this is like peeling an onion. How do you know the essence of your mission?I struggled with this for probably 10 years or more.I’m a faith-centered person, so at its essence, I believed my mission was to use my gifts in service to the world. I’d do whatever God wanted me to do.

It took me a long time to accept that God wanted me to use my gifts. Period. As long as I approached whatever work I was doing from a place of service I was doing what He wanted me to.

That helped me to tap into what I really wanted to do.

And I want you to know that your mission is similar. Embrace your greatest gifts, identify what brings you the most joy, and then go after it with all your heart. The key to finding your mission is to remember that it’s to be in service.

So find your mission by identifying a problem others have that you can help them solve.

The one mistake many of us make is to follow a passion rather than find a problem and solve it. It’s nice when your passion fuels the problem you solve but it’s not necessary for building a thriving business.

One of my passions is independence. I use that to fuel the work I do – ultimately I’m helping others achieve independence too by building the type of business that’s right for them and by using content to get their message out.

Message. If you thought Mission was hard to figure out, try creating your message. Sheesh. I struggled with this for years but that’s because I was making it harder than it really had to be and I was riddled with self-doubt.Your message is the essence of the change you want to bring to the world.You don’t want to rush this. And it is important. It’s really what becomes part of the foundation of the brand your building.

Don’t worry about your visual brand – your logo and other visual elements. Worry about your message and finding your voice.

I know you don’t want to waste time or build a reputation around the wrong elements; but the key here is to start talking about the problem you solve and shape your point of view (POV) so you can start branding the elements.

As you get stronger in sharing your message, you’ll begin to develop your own branded language and your pieces will fit together.

This is one of the pieces where it can really help to work with a coach or at least a branding consultant who can help you to recognize the themes and patterns to your own message. It’s the sort of thing where we struggle to see the forest for the trees.

Model. Boy if there’s one piece of being self-employed I totally missed when I started out this is it. I only thought of being a consultant. That was all I knew because it was all I had seen in corporate life.Unfortunately it didn’t take long for me to realize I DESPISED the consultant’s business model.I hated the whole corporate way of doing business and how slow hierarchical businesses could be to make a decision.

I hated the time it took to fully get clear about the prospect’s problem and then to write a proposal to address it, only to get turned down and find out later they had taken the ideas and tried to apply them on their own.

When I realized there were other ways of building a business as a solo professional – different types of models for making money and different models for marketing and selling services – I was able to build something that leveraged my talents and that was built around my personality.

It was incredibly freeing.

So make sure you think through your basic business model (which is how you’ll make money) and then think about the other sub-models or frameworks you need and map out something that fits your personality. You’ll probably need to try some things and decide you hate them or that they don’t work for you before you hit the nail on the head. One thing I encourage everyone to do is to just look around at how solo and micro businesses are structured and how they acquire and serve clients. Then pick and choose what you like and don’t like.

One word of caution – ignore people who try to tell you that what you want isn’t right because it’s not the model they would choose.

You can always change your model and you probably will as you and your business grow.

Market. This of course is who wants what you’re offering. Notice I said “wants” not “needs.” People buy what they want, not necessarily what they need. If that statement wasn’t true Oreos wouldn’t exist.Our job as professional problem solvers is to help people recognize our solution is actually both.Also notice that “Market” is number 5 on this list, not number 1. That’s the opposite of what every guru and business book will tell you. The reason for that is they just assume that you know or figured out 1 through 4 but I can tell you it’s unlikely that you did. Most of us don’t. So if you believe you’ve already nailed 1 through 4 congratulations.

This whole issue of “ideal client” or “client avatar” or “brand persona” or whatever you want to call it is really enough to drive you over the edge.

You want to know enough to get started.

Message comes before Market. Especially for service providers.

The better clarity you have about your message – the problem you solve and how you solve it – and the louder and more consistently you talk about it, the more your audience will be drawn to you.

In the meantime you want to think about the personality traits, characteristics, and habits of the people you most enjoy serving. These are all part of your ideal client’s psychographic profile and they’re way more important than the demographics ever will be.

It’s why I think understanding the problem you solve and your own POV and approach for solving it is so important. Especially if you’re the kind of person who hates selling (like me).

As you start to learn about your market, observe the language they use about the problem you solve and the solution they want that you provide. Then start using their language in your messaging. This will help you continue to attract more clients you enjoy working with and less you don’t.

Part of your message involves sharing your own story – warts and all.

That helps your Market to know, like, and trust you and it helps them to understand why and how you get them.

Money. Oh boy. This is the scariest part of the whole process and it gets back to coming face-to-face with your own crap.I didn’t even realize I had a problem with money but boy did I. I had this whole big story (ok stories) that I told myself about my worth. I was tied up with fear of rejection so I’d under charge.It wasn’t pretty and to be honest I’m still working to get past it.

The faster you can recognize your money issues and start to deal with them the faster you’ll become profitable.

Sit down and start making some notes about what you believe about money. What do you believe about people who have a lot of money?

If you’ve got money issues I strongly recommend you get a coach to help you deal with them otherwise you’ll face a lot of struggles including under-earning.

If you’re starting out you want to make sure you’ve got a year’s worth of expenses covered.

No, I’m not kidding.

That way you won’t feel desperate about getting clients and you’ll have time to figure things out.

If you don’t have that much in the bank to draw on then consider how you’ll make “now money” while you build your business.

And yes, a part time job is certainly reasonable.

Marketing. This is how you’ll get your message out. And when you start thinking “I hate selling” this is likely what starts to trigger that statement. We introverts (or quiet types or shy or however you describe yourself) tend to hate talking about ourselves. And we’re conditioned by our corporate experience to talk about “we”…the team….we worked with. There’s nothing wrong with that.

The problem is thinking marketing is talking about yourself.

It’s not.

It’s all about talking about and talking to your Market…your audience. If you’re talking about yourself you’re doing it wrong.

In this segment you need to think about how you’ll get your message out. What media and methods will you use.

Naturally, we want to save as much time, effort, and money as possible. But this is also where our Mindset can really trip us up and cause us to choose low risk, low potential reward activities.

But that strategy is a “play not to lose” rather than a “play to win” strategy.

By “risk” I’m talking about putting yourself out there.

This where all those awful thoughts like “no one wants to hear what I have to say”….or “but I’m not really an expert”…or “I don’t want to do video”…start screaming in our heads.

And when we think about marketing we often jump to “I have to get a website up” and “I need a logo” and “I need a list”.

All of those are true by the way but not as important as you think.

What you need is a crystal clear message about the problem you solve and directed at who you solve it for.

Then you need to take action to get that message out as loud and as big as you possibly can.

Management. In an interview I did with multi NY Times bestselling author Mike Michalowicz, he talked about the importance of management — systems, processes, and other elements that support working more efficiently and therefore maximizing your revenue and profitability.

While it’s natural to want to reject anything that smacks of your old organizational life there were some elements that were useful — like systems and processes. And getting help.

Contrary to the usual corporate line, you can’t do more with less. Unless you’re talking about your being more productive with less tasks because you’ve given those tasks to someone who can do them faster and easier and for less money than you can.

So the sooner you can start documenting and creating systems the better.

Plus, when you can show you work with systems and processes it instills confidence in clients and helps you feel more confident as well.

Metrics. Back in organizational life you might have referred to these as Key Performance Indicators or KPIs. They’re the elements you track and measure and as a solo professional or micro business owner it’s alot more than just your bank balance. There are lots of potential items to track so part of it is figuring out what stats are important and how often you need to look at them. Then setting up a schedule to (along with processes and systems) to track and review them.

Some important ones are around Marketing — website traffic, time on your key pages, opt-in’s, email numbers — and others are around sales and profitability like how long it takes you to go from a potential client’s inquiry to signed agreement and deposit check (or whatever is your process for what you’re selling).

It’s easy to get tied up in vanity metrics like shares of your Facebook posts, but what you want to figure our are the truly key indicators of success and make sure you’re focusing on what’s most important and of most value.

If you’d like to get some help figuring out where you are and where you want to go with these elements, click this link and share your best email address. I’ll send you a worksheet with these 9 elements that you can fill out or use as journal inspiration.

 

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