Tips for Breaking a Bad Habit

Posted in: Behaviors, Habits, Motivation- Nov 14, 2017 No Comments

Who doesn’t have a bad habit? It would be hard to find someone that you know that won’t admit to having some type of bad habit. These habits can be related to your health, your relationship or to your business. 

One of the hardest things about breaking a bad habit is getting enough motivation to actually take steps to break it. Some of the most well-known ways to break a habit include:

  • Quitting cold turkey
  • Setting a date to quit your habit
  • Replacing the bad habit with a good one

All of these methods can easily work for you, if you are truly ready to break your habit. Would you say that you currently have the desire to quit your habit? Or is it something that you keep putting off until next week?

We are all busy with our lives and this is why quitting cold turkey or setting a quitting date do not always work. The minute you tell yourself that you can’t have or do something, you end up thinking about it all day long. Small children are a fantastic example of this. When you tell them that they can’t have something, they drive you nuts asking for it.

So what can you do instead?

Your approach to quitting your bad habit needs to be a little different. Let’s say for example that you want to quit eating sugar. The minute you place this item on an ‘I can never have it’ list, you constantly crave it.

How about approaching it this way?

Get up tomorrow morning and tell yourself that you are just going to get through one day without eating sugar and if you end up eating sugar the day after, that is okay, but just avoid sugar for today. You can also make a game of it. You will find it much easier to say no when offered something that contains sugar, because there is always tomorrow.

What you will discover is that when tomorrow comes you only have to get through one day without eating sugar. Again it will be much easier to manage and you will find that your motivation increases. 

This is not to say you can never eat a piece of cake again. Honestly who doesn’t want to have a piece of birthday or a slice of wedding cake when offered? All you are doing is not making sweets treats a huge or major part of your life. Instead you can easily reserve these things as ‘treats’ for a special occasion. 

And remember, I am suing sugar as 1 example here, but this can be applied to anything you would like to cut down or completely changed in your life. 

Here’s some steps for you to consider:

  1. Try and determine what it is that makes you perform your bad habit. Is it getting upset or frustrated with someone? Write down the reason and keep it somewhere that you can see it.
  2. If you are letting someone’s reaction to something force you into eating, switch the eating up with another action. Maybe go for a walk, have a cup of tea or coffee or call up a friend. Don’t let your habit rule your emotions.
  3. Is your bad habit affecting your health, do you feel stiff and sore or know that you are putting on the pounds, but hate to admit it? Think about how you will feel if you continue in this way, are you ready to start feeling worse about yourself?

Get real and acknowledge that breaking a bad habit is not going to be easy. Quite frankly, any improvement in your life will require a decision, some effort and discipline.  While you do need to be aware of your choices, you don’t want this to become an obsession. Instead take one day at a time and get through those 12 or 14 hours at a time. I am sure you will agree that this seems more doable than using another method. Plus if you do fall off the wagon, you have only ruined one day and can get back on track tomorrow.

What habit do you really desire to change? How about starting now by practicing these steps?

You CAN, if you really want to.

Best of Success

3 Pages Every Sales Funnel Must Have—And What To Include On Them!

Posted in: Uncategorized- Oct 09, 2017 No Comments

Confused about how exactly sales funnels work?

You’re not alone. In fact, that’s the number one reason small business owners say they can’t get their funnels set up—they simply don’t know what to include where.

Here’s the easy answer: At the very least, your online sales funnel needs three pages.

Sales Page

This one obviously comes first. You might call it a landing page, or in the case of a free opt-in, a squeeze page. It serves one purpose namely to get the reader to take action. Whether that’s to buy a product or offer up their email address in exchange for a free gift, this is the gateway into your funnel. Everything that follows depends on this page, so you want to be sure you:

  • Include a clear call to action—“Buy Now” or “Click here to download this report for free”
  • Eliminate distractions—that means no links to other websites or even a navigation bar
  • Address the readers’ pain points and how your offer provides the solution

 Confirmation Page

Here’s where we ask the reader to confirm their intent. For a sales funnel, this confirmation page might actually be your checkout page. It’s where they enter their payment details. For a free offer, it’s simply the page your email management system directs them to next. It’s a  holding page, if you will, while you wait for them to confirm their email address.

If you’re setting up a free funnel, this page has great power—and you don’t want to waste it!

Here is where you can offer an upsell, remind people to follow you on social media, and give them a peak at your other products and services.

Remember, though, that they will only see this page once, so don’t put anything here that they will need to refer back to. That’s what the ‘thank you‘ page is for.

Thank You Page

This is where your website visitors actually collect their downloadable item, or get information about how your product will be delivered.

Like the confirmation page, this is valuable real estate, so you want to be sure you use it wisely. In addition to the downloadable item your customer just purchased (or opted in for) you also want to showcase your other offers – especially those at a slightly higher price point. Here’s why: the person looking at this page is a hot prospect. He or she is in a buying mood. You want to be sure to take advantage of that by putting your most relevant offers on this page. To encourage buying, consider including:

  • A limited time offer because scarcity sells, so if you can legitimately limit sales to a few hours/days or number of units, then this is the place to do so.
  • A “no brainer” coupon offer or an insider’s only deal can be a powerful motivator, especially if it’s a fantastic price.

Extra bonuses. Give clients access to additional products/services if they buy through your link on that page. These should be bonuses that aren’t advertised on the public sales page for that product. Again, insider’s deals are motivating!

Putting together a sales funnel isn’t complicated—or at least it doesn’t have to be, but it may be best to get help with setting it up, especially if this is your first time or if you do not have the time to spend on this. It can be time consuming. 

I will stress, though, that I would only encourage you to spend time, money and effort on creating these pages when your business is at the right growth stage for it. This means you would have enough quality services or products to offer and you would have a large enough database of loyal members in your tribe who would consider buying your services and products.

Once you are set up, you can expand your funnel to include more upsells and downsells, but for now, this simple setup is really all you need. I am a big supporter of keeping things simple and only creating this at the right stage of your business. 

Best of Success!

WORKSHOP FOR DURBAN ENTREPRENEURS

Posted in: Managing your Business, Networking, Sales- Oct 05, 2017 No Comments

Due to special demand after the workshop in September, Kim will be hosting the CLIENT ATTRACTION SECRETS INTENSIVE half-day workshop again in October.

To guarantee your seat, RSVP by or before Thursday 12 October.

  1. kim@kimknightcoaching.com
  2. Cell: 079 936 6459

The content is smokin’ hot and has been a real game changer for many past attendees on how to work a proven formula to get more of the right kind of clients.

***BONUS*** Great opportunity for value-added networking & building solid business relationships.

Can’t wait to see all our fellow solopreneurs there.

Why Your Sales Funnel Leaks – And What To Do About It

Posted in: Managing your Business, Sales- Sep 25, 2017 No Comments

Sale Funnel Leaks—And What To Do About It

For a business owner with a solid funnel in place, it’s easy to take a look at the number of subscribers at each level of the funnel and predict pretty accurately what the sales are going to be from day to day or week to week.

If you’ve got a funnel in place, though, and your numbers aren’t looking great, chances are you have a leak somewhere. Your funnel has a hole (or two or three) where subscribers or regular customers are falling through. There are some very common causes for funnel leaks, and once you spot them, they’re pretty easy to fix.

Not enough traffic.

The very heart of your sales funnel is the traffic you bring in. Without visitors to your blog or opt-in pages or into your restaurant or store, you’ll have no followers.  Without followers, you’ll have no (or very few) sales. Without sales, you’ll have no business. Yet this is where a lot of people struggle. How can you get more potential customers to read your blogs, take an interest in your restaurant or want to pop into your store to take a look-see?

How to fix it:

Traffic or lead generation in the online world is an entire industry of its own, but here are some tips: Hire someone who knows what they are doing and manage your Google Ads or SEO very well. If it  is not managed well, you will be throwing money down the drain.

For restaurants, stores and other kinds of businesses, ensure that you have a quality service or offer that will cause your current customers to talk about you and so, generate enough interest among the community that would draw followers in.

Be present and active in the places where your ideal follower hangs out, whether that’s on social media, in niche forums, or at live workshops and events.  

No follow-up.

This is a leaky funnel mistake that a lot of new entrepreneurs make. They spend a lot of time and energy setting up the ways to draw followers in, they deliver the goods but then…nothing. There are no follow-up emails; no offers to buy more; no related services or products. Nothing.

How to fix it:

Before you spend time creating your offer, be sure you have a system and have some kind of call-to-action for your followers, or it’s all just wasted energy.a call-to-action.  Your call-to-action can be as simple as  “Follow me on Facebook for more tips,” “A Coupon Offer,” “News of daily specials,” or other, but it must be there! Every time you write a blog post or an email, as yourself or you hold a workshop or speak at an event, “What do I want my followers to do when they’re done reading/listening/watching/ participating in this?” That becomes your call to action.

Got a leaky funnel? With a few tweaks and some attention paid to your follow-up sequences, the chances are you can fix those holes and increase your profits in no time.

To Your Success! 

 

What the Heck is a Funnel, Anyway?

Posted in: Sales- Sep 18, 2017 No Comments

What the Heck is a Funnel, Anyway?

For an online business owner, a sales funnel is probably the most important marketing tool you have. And yet many entrepreneurs – both new and established – have no clear understanding of what a funnel is or how it works.

As you can imagine, failing to fully understand this critical part of your business means fewer sales, lower profits, and ultimately, an unstable business.

A Simple Sales Funnel

At its most basic, a sales funnel consists of free content or knowledge, which typically requires nothing of your potential clients or readers. Many sales funnels begin with blog posts, YouTube videos, Facebook content, a trial run of a product or service and other information your clients can access at no cost. This is the “top” of your funnel.

Next, you’ll have an attractive offer that requires a very small “payment” of sorts. Online, this would typically be an email address. I am sure you’ve seen this type of offer on websites all over the internet, and probably even signed up for some of these options such as the free e-book or guide, video series, checklist, workbook, or other valuable content that is available in exchange for “opting in” to an email list.

If you were a restaurant owner it could be unlimited free Wi-Fi for the purchase of a cup of coffee. I make use of this offer frequently at my corner cafe’. Every kind of business as an almost free offer at the top of their funnel which ‘gets you in the door’. 

Once you have a client on the mailing list or in the coffee shop, that is then when you’ll present your clients with a series of low-cost offers. Perhaps you have a low-priced e-book or a trial membership, an affordable online course, coffee with a muffin for the price of a coffee; 2 drinks for the price of 1 at happy hour and so forth. 

All businesses do it, and it works. Potential clients need a reason to walk through the door. But in my experience they work even better when you offer really good value, no matter how low-cost it is. For example, if there are more than a few coffee shops in the neighborhood and most of them offer time-limited Wi-Fi and one of the cafes offers unlimited Wi-Fi, it is a no-brainer as to where most potential clients will end up going … and where they will spend their money. 

Customers who purchase your low-priced product then move further down the funnel, and are presented with more, higher priced products. As they continue to buy, they move closer and closer to your top-end offers, which make up the bottom of your funnel.

How Your Funnel Works

If you imagine your funnel as looking like, well, a funnel, it’s easy to see that your free content—at the top—is consumed by the largest number of clients.  Below that, your extreme low-cost item (available only for the cost of an email address or a cup of coffee) attracts a smaller subset of the true freebie seekers. Next, your low-priced products bring in yet a smaller group.

Finally, as you near the tip of the funnel, only the loyalest of fans and customers will purchase your highest priced offers.

Your job, as the business owner, is to ensure that your funnel leads buyers naturally from the top of free offers all the way to the bottom where they can purchase your products and services. The more buyers you can keep in your funnel, the more revenue you can generate. 

Most new, and even established business owners, can easily envision the top of the funnel, but if you truly want your business to grow, you must master the entire process, and that starts with understanding what a funnel really is and how it works.

My tip is to really make it worth your potential client’s time to consider your ‘free’or low-cost offer by offering them massive value in return, no matter the cost. At the end of the day, it is not about being cheap, but rather about creating a loyal tribe of followers and buyers, who will keep coming back for more and will speak highly of you and your services. You cannot put a price tag on a truly, loyal client or customer.

To Your Continued Success!

 

 

How to Discuss Rates Like a Pro

Posted in: Pricing, Sales- Sep 11, 2017 2 Comments

Say it With Confidence 

Does the topic of money make your mouth dry and your hands sweat? Do you dread that point in a conversation when someone says, “So what do you charge?”

You’re not alone. Most of us have difficulty talking about money—especially when it comes to quoting prices for our own work. But if you’re going to be successful in business, you have to get over it.

Your Value. The first rule for declaring your prices with confidence is to know your value. If you are confident in knowing that the service you provides adds immense value to your clients’ lives you will struggle far less with this topic of rates or what you charge. If you struggle with self-worth, knowing your value or have a low self-esteem, work with an expert on these areas before taking another step forward in your business. 

Practice. The second rule for declaring your prices with confidence is simply to practice. Talk to yourself! Tell your friends, peers, family members what your rates are. Stand in front of your mirror and say, “I charge $XXX.00 per hour.” Get used to saying the numbers. 

The more you say your rates out loud (not in your head) the more natural it will be for you.

Smile. Even if you’re on the phone or writing an email, smile when you say your rates. Your tone of voice changes when you smile (as does the “tone” of your typing), and that tone can convey confidence and authority, not to mention professionalism.

Avoid being wishy-washy. Listen to yourself as you speak to potential clients. Do you say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think that $XX.00 will work for you?”

These (and others like them) are all wishy-washy ways of talking that do not instill confidence in your client, and worse, they make you sound like you don’t believe in yourself.

Rather than squeaking out a timid, “Um, I charge, like $1,000 per month,” straighten your back, smile, and say, “My rate for VIP coaching is $1,000 per month. Where should I send your invoice?” And then…

Be silent. When we’re nervous or feeling intimidated, we tend to talk. We want to fill the silence with something, anything, just to avoid having to sit there uncomfortably and wonder what the other person is thinking. Start getting more and more comfortable with the silence. 

And guess what? Your potential client is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. So when you’re talking price, avoid the urge to fill the silence (especially because you’re most likely to try to justify your pricing) and let your potential client take time to respond.

Will speaking with confidence always land you a new client? No. But being able to share your pricing in a clear voice will help potential clients know that you’re confident in your skills, and consequently, that you are the right person and business to engage with. 

You can!

Much love,

Stop! Before You Raise Your Rates…Do This

Posted in: Managing your Business, Pricing- Sep 04, 2017 2 Comments

In every service provider’s life, there comes a time when you simply have to raise your rates. Maybe you’ve been in business for years without a pay increase. Maybe your skills have recently improved through a new training course or certification. Or maybe you just want to attract a higher caliber of client.

Whatever the reason, it pays to have a plan in place before you make your big announcement. Here’s where to start.

First, take a look at your current clients. Will you raise their rates as well? If the answer is no, then you have to consider if keeping them will be worth your time, or if you’ll feel resentful at the amount of (lower paid) time you are spending with them. Resentment can build up, so be wary of this. It’s better to raise their rates than provide substandard services due to hidden anger.

If the answer is yes, then you have to prepare yourself for potential fallout. Simply put, there are some clients (you likely know who they are) who will resist and balk at a price hike. They’ll threaten to leave. They may actually leave. Are you prepared for the hit your wallet will take should that happen?

Next, consider when your rate increase will go into effect. This might be different for each client, depending on when/how they’re paying you. A client who is on an annual coaching plan might not see an increase for 8 months or more, while a monthly client might be shocked to find his or her rate is going up in a week.

If you can, give you clients at least 30 days notice of the increase, so they can not only budget a higher expense, but shop around for a new service if they choose to.

Finally, if you’re a little flexible and want to gain a few new clients, you might think about creating a last-minute offer. Announce that your rates are going up on [whatever date], then offer to let X number of new clients lock in your current rate, if they sign a contract right now. I love this option because I love making offers irresistible and keeping good clients as well as getting new clients. Make it a win-win for all whenever you can. 

Sure, you’ll still be working at your old rate, but with a few new clients on the roster, your cash flow will definitely improve.

The most important thing to remember about rate increases is this: You have to feel good about the prices you charge. If you think your rates are too low, chances are good that they are. Raising them will not only make you feel better, but it might just let your current and prospective clients know the value of your services as well. This has been my experience.

In Your Support.

Much Love,

The Art of the Discount: How to Never Lower Your Rates Again

Posted in: Managing your Business, Sales- Jul 03, 2017 No Comments

It’s happened to every service provider at one time or another—probably more than once.

You offer a proposal or contract, only to have your potential client respond with, “That sounds great, but I can’t afford it.”

What do you do?

For a lot of service-based businesses, the first response is to lower their rate. After all, they reason, the client really does need my help. Plus, it’s good karma, and they’ll talk about me with their friends, and refer business to me later.

Maybe, but more likely than not. What you end up with is a client who takes far too much of your time, for far less money than you deserve. You wind up resentful, and wondering why you aren’t earning the living you know you’re capable of.

Sound familiar?

I want you to make a promise to yourself right now that you will never again lower your rates to appeal to a client. Doing so devalues your services, makes the client less likely to follow through, and worse, makes you feel terrible later.

Now, I’m not saying you can never offer special deals, bonuses or gifts, but I do want you to change how those offers are made. Here’s how it works.

Let’s use a consultant, coach, wellness practitioner or life-organizer as an example.

If your package includes:

  • 1 45-minute call per month
  • 1 email per day
  • 1 in-person meeting per quarter
  • and 1 mastermind retreat per year

and your potential client claims to not be able to afford your asking price of $1,000 per month; rather than offering to reduce the price, you offer to reduce the price and the package.

So, the offer you make to her now includes everything BUT the mastermind retreat. Or everything BUT the in-person meeting every quarter.

You have not lowered your rates so far that you feel used, but at the same time, you’ve worked with your potential client to create a plan they can afford and that still offers massive value. It’s a true win-win for both of you.

The same technique can be used for any type service provider, unless you’re charging strictly by the hour. If that’s the case, take a look at how you can reduce the number of hours you need to invest while still providing value.

For example, rather than offering four one-hour calls, change your plan to just two calls, with email follow-ups. Your client will still get plenty of value, and you’ll free up some time by inviting email questions rather than blocks of time on the phone.

Next time you’re asked to reduce your rates for anything, take a closer look at how you can also reduce the work you’ll be doing. That way you’ll never feel as if you’ve been taken advantage of, and your clients will still get great service, lots of value and they may even ask to upgrade at some point.

To Your Success!


The Real Way to Sell High-Priced Packages

Posted in: Dreams, Pricing, Sales, Vision- Jun 19, 2017 2 Comments

No More ROI: The Real Way to Sell High-Priced Packages

Do you want to know what keeps a lot of coaches, consultants, financial advisors, accountants, educators, health & well-being practitioners and other service providers from charging what they’re really worth?

It’s that all-too-common belief that “I am not a sales person.” Combine that with a healthy dose of “It’s rude or uncomfortable to discuss money,” and you can see why it’s just easier to keep your rates low. I am sure you know what I mean.

But, now it’s high time to think of your services from a different angle. It is not about selling; in fact it never was. It is all about how oyu can support your client live the life they yearn for or run the business of their dreams. Once you get this, not only will you see things in a clearer light, but ‘selling’ suddenly won’t feel so…salesy.

Here’s how traditional pricing discussions go:

You talk to a potential client, and you explain what you can offer, how your service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc. And then you say, “My rate is $XXX.00. per hour”

Your client either says yes, no or maybe.

Let’s turn that around, and rather than focus on what he or she will get from YOU, take a look at what they will achieve when they hire you.

If they have a business, talk about attracting more clients, talk about improved cash flow and talk about hiring a team that would not want to work anywhere else. Talk about their initial vision they had for their life some years ago. Talk about how much more profit they will make when they hire you; how much weight they will lose when they start your program or how they will be able to save up and buy their dream house one day in the not-too distant future.  Show them that by working with you, your price is inconsequential because they will earn it back three times over or more for the rest of their business or personal lives. 

Who wouldn’t jump at that with arms wide open?

What you’re doing here is not talking about the cost of your service, but rather the cost of not hiring you. Because if your potential client doesn’t work with you, they would be standing still or even worse, go backwards. If they do nothing, nothing will change, grow or improve. It is important that you show your client the cost of their inaction; the cost of their indecision and the cost of not doing something differently to what they are doing now. “What will change if they do nothing?”

Inaction, indecision and exaggerated adversity to risk might mean years unhappiness, non-fulfillment and unsuccessful business ventures. Imagine what it might be worth to your client to lift that depressing scenario for them and instead open the door wide and let them look at what is possible.

Your services could:

  • Add invaluable happiness to their lives
  • Help skip years of wasted effort and cost without much reward in their businesses
  • Save loving relationships. That’s priceless.
  • Create lifestyles that otherwise would have seemed impossible.

You just have to paint the picture of what is possible when they get the right support at the right time. Paint the picture of what is possible when they take make a choice and decide to do something that has been proven to work.

What will life/business/health/finances/ love look like without your services, and what can it look like with you? Once they see the difference, pricing becomes nearly irrelevant.

It’s not about the pricing; it’s about the authentic, genuine and long-lasting value you can add to their lives.

With Love,

19 June, 2017

Easy Pricing Strategies to Determine Your Rates

Posted in: Pricing- Jun 12, 2017 1 Comment

It might just be the most stressful decision you ever have to make: what to charge?

You’ve got the competition to consider, or maybe not. If you are very credible and have enough evidence of that in the form of repeat business, charge what you know you are worth or another way to do this is charge the value of what you are delivering to the client. Write down all the things you do for your clients and what value that adds to their life and business and then put a number to that value.

Other aspects to consider are your own skill set, what you perceive to be your skills (yes, this is different from the former for most of us), what your market will pay, your location, and a host of other variables. Working it out can feel like a hurdle you can’t quite get past, but the more informed you become, your answer starts jumping out at you. 

But what about all those other questions? Creating a solid pricing structure requires you to do a little more digging. So with your starting number in line, take a look at:

Your Competition. This might take a little detective work, since a lot of service providers don’t publish rates. But if you pay attention to their websites and social media, ask a few discreet questions, and get on their mailing list, you can figure it out.

Be realistic about who, exactly, your competition is, though. Don’t undervalue or over-sell yourself. In other words, make sure you’re comparing yourself to another provider who shares the same skills, market, and track record, rather than simply looking at who you strive to become.

Your Skills. In some fields, this is easy. There are certifications and educational programs that allow you—by virtue of having achieved them—to charge a certain rate. If you’ve followed this path, then pricing will be easy for you. If not, take a solid look at what you can legitimately claim as a skill.

Look, too, at your track record. Have you proven yourself by helping former clients (and do you have the testimonials and case studies to show for it)? Have your former clients moved on to bigger and better things after working with you? (That’s a good thing!) These are all reasons to maybe consider a higher price range than you might have first thought.

Your Market. In the game of setting rates, they say that it’s your market that has the final say. As any first year economy student can tell you, the price of anything lies where what the buyer is willing to pay meets what the seller is willing to accept, BUT if you can introduce the market to something they do not even know that they want or need you may just be able to bypass this ‘ law’ because no-one can put a price on what does not yet exist. Just think of some companies who have done this such as Apple for one.  

If your goal is to give newbies a helping hand and lead them down the path to success, that unfortunately means you can look forward to low paying gigs. That’s not a bad thing—everyone has to begin somewhere—but it can be a long and hard road to go down this path. If, on the other hand, you’re target market is more established and economically stable, then a higher fee isn’t just warranted—it’s a must. They will expect a higher price, and will not find value in the lowest-cost provider of anything, whether it’s coffee beans or business coaching.

Finally, don’t forget that pricing is never set in stone. It’s flexible. If you find you’re attracting the wrong market (or no market at all) you can always change your rates. Working too hard for not enough return? Raise your rates.

There is a lot, lot more to pricing, but this may be a good starting place and remember, it’s your business. You get to call the shots.

 

 

Kim Knight

12 June 2017

p.s. If you are a solopreneur and want to achieve deep-seated figures monthly … within a year or less. Log on to: http://www.entrepreneurilk.com … where the tribe of entrepreneurs meet.