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Jul 03
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Worst Advice I’ve Heard on Positioning Your Business

By Market Positioning, Uncategorized No Comments
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How you position yourself is THE MOST IMPORTANT THING TO FOCUS ON if you want to make money as a coach, consultant, trainer, speaker, or healer.

Why? Because your positioning is an all-encompassing form of communication: it’s your energy, your presence, your branding, your message, and your value all rolled into one.

When selling your expertise, your positioning is what’s going to attract people to you and get them to YES.

But many people are doling out BAD ADVICE that’s hurting, not helping, entrepreneurs. Here are 3 of the  WORST pieces of advice I’ve ever heard about positioning… and what you can do about it.

Bad Advice #1: Be Intimidating

Being an authority in your field does not mean you have to brandish a tough guy/tough chick look or make yourself untouchable. There are people out there who say you need to create a fear factor around yourself to intimidate others… and that’s how they’ll listen to your advice and respect you.

Really?

And somehow trust is going to pop up there? Aren’t these tactics the ones used by dictators and cult leaders?

Whoever is telling you to be this way does NOT have your best interest in mind. Be approachable. Be yourself. Smile. You’ll attract way more people with that than the scowl of intimidation.

Bad Advice #2: Copy The Guru

You see someone who’s really successful. They wear purple. They love sailing. They love horses. They hold 3 live events a year. They have sparkly letters on their website. Their logo is in a swirly font. They have a dog.

Suddenly, you’re feeling compelled to be that person. Or worse yet, you’re being advised to copy that person.

Purple’s not your color, but hey, maybe it’ll turn you into a hot seller! Sailing makes you green in the gills, but you gotta get that picture of yourself on a boat to be just like your idol! You’re looking at sparkly, swirly logos ready to redo your website.

Do you see where this is going? Downhill fast.

Be you. Period. Everyone else is taken.

Find what defines YOU and never feel bad about it!

Bad Advice #3: Branding = Positioning

Branding is important- it conveys visual information that will attract your ideal clients. But positioning isn’t branding and branding isn’t positioning.

Some branding “experts” just want to make a logo for you and call it a day. There’s no thought into the larger picture of you, your expertise, and the power of your Talent and Genius.

Before you sink money into branding, fully understand how you want to position yourself. Ask yourself my 4 Essential Questions:

  • What are you great at?
  • Why is this important?
  • Who is it meant for?
  • Why you?

This will give you greater clarity and ensure that your brand is a true reflection of your Talent and Genius.

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I See Your Genius! Let’s get it out there!

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May 21
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10 Tips To Keep Clients

By Build Your Business, Uncategorized No Comments

Guess what?

Getting clients isn’t all about finding new people day after day to fill your programs. So many people think that doing business involves a never-ending chase for the new prospect. In addition to keeping your business open to welcome new clients, don’t forget about your existing clients and how you can continue to work together.

With a balanced approach, you can still get your name out there so new clients find you, yet  retain the clients you currently have.

I’ve been asked this question a lot so I created a list of 10 ways you can retain clients so they can continue their transformations, and you can continue getting paid.

You’ll notice that the first half of these tips involve client care and personal interactions. I list these because you need to have an ongoing culture of client appreciation and celebration. If someone feels valued by you, they’re less likely to go elsewhere for help.

I’ve also included a few tactical efforts- specific things you can do in your business RIGHT NOW to create new revenue streams.

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1. Put client care first: treat your clients like gold from the start

This should be a given. Be good to your clients and they’ll be good to you!

2. Track progress together

It’s important to keep track of clients’ progress together. Keep records of where people were when they started with you, and where they are now. Review progress as a regular part of your interactions so your clients see all the big changes happening for them.

3. Celebrate results!

Celebrate your clients as often as possible. Whether it’s a shout out on Facebook , a quick email, or acknowledgment on a phone call, make it a regular practice to celebrate results.

4. Remember special occasions

A simple card, flowers, or a thoughtful birthday gift can mean the world to your client. It’s that extra touch that people remember and appreciate.

5. Offer entry to a higher level program (Upsell)

Design your programs so people have the opportunity to continue with you on a higher, more intense level if that’s the right fit. If someone takes a 4 week class with you, then invite them to a 90 Day Inner Circle, a live retreat, or another way to take the deeper dive.

6. Offer to repeat

Someone might want to take your program again- don’t deny the chance for repeat business if you can create this!

7. Offer entry to a continuity program

A continuity program is anything that gives clients the chance to stay on working with you for either an ongoing monthly charge or for a specified price/duration. Continuity programs operate like memberships- clients get access to materials, resources, coaching, etc as long as they’re members.

8. Give a special Alumni Offer

Value your clients by giving them special Alumni Offers. You can give them a special price to show how much you appreciate their ongoing business.

9. Offer “Client Only” Perks They Can’t Resist

Make being your client the coolest thing on the planet! Find things to share that ONLY your clients get access to. It turns your clients into VIP Rock Stars!

10. Always Let Your Clients Know You Value and Cherish Them!

Much of client retention has to do with how a person feels while they’re your client. Letting your clients know they’re special and valued keeps them in your world. Make it your top priority to create a world your clients LOVE to be in!

Share this article- and be sure to leave a comment below with your thoughts.

 

Feb 20
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No List and No Clients

By Build Your Business, Uncategorized No Comments

Most of the tips I share here make a simple assumption: you’ve got a business with clients but you want  more. I mentor coaches ready to make that leap by offering coaching groups, higher end services, and positioning themselves online as experts.

But what about the new coaches? What about the people who don’t have lists or are just starting out online?

By popular demand, I’ve assembled 4 super easy tips to get you clients. You don’t need to learn any software or spend money. These are things I used to build my business 10 years ago and if I had to start all over again, I’d do the exact same thing. From here you can move people onto your list then move up to do more online marketing.

We all need a square one… here you go!

1. Public Speaking

When I first started out, I joined a few networking groups then quickly offered myself as a speaker. This was a great way to get both clients and MORE speaking invites! You can also do “brown bag” talks at local companies, offer community workshops, church seminars, and start building your business locally.

2. Join Groups

Both online and offline, when you’re part of a group you can show off your expertise by offering sharp insights and valuable wisdom. Join groups where your ideal client is hanging out. That’s the secret: if you join groups filled with other coaches, you’ll just spin your wheels!

3. Reach Out Old School Style

Compose a letter that describes your services and send it out to family and friends. Let people know what you’re doing, that you’re accepting clients, and if they’d please share this with people they know who’d benefit from this. It’s an old school approach but it’s tried and true!

4. Talk About Your Business So People Get Excited to Hear More

When people hear you explain your business, do they get excited and want to hear more? Or do they walk away? Fine tune the way you describe what you do and you’ll instantly improve your odds of getting the sale!

Put those 4 pieces in place and you’ll have everything you need to get more clients. From there you can build a bigger online presence via your website, Facebook page, etc. But for starters, keep it simple. Reach out. Make the ask.

You can do this!

Feb 19
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Want Awesome Clients? Feed Them Dinner

By Build Your Business, Uncategorized No Comments

When you think of perfect clients, who comes to mind?

People who can pay you? People who have problems you can solve?
Those are great places to start, but there are other elements to include ESPECIALLY if you’re a coach or consultant.

Why? Because our work gets to the heart of people. We see their good, bad, and ugly. Our questions to spark growth can irritate some, enthrall others… in other words, there’s a lot of emotion attached to the work we do and we need to consider this when identifying who we want to work with.

Here’s what I do: I picture myself giving a big dinner party. The guests are my Ideal Clients. And as I look around the table, I see people who I absolutely LOVE to be around. People who love the food, appreciate the ambiance, and enjoy the entire experience. They are positive, proactive, action based, and doing good for the world.

You are sooooo not invited to my coaching group!

You are sooooo not invited to my coaching group!

You know who I don’t see when I picture this dinner party? I don’t see bullies, haters, drama queens, excuse makers, thieves, plagiarists, backstabbers, gossipers, or crybabies.

You, as a business owner, have every right to choose who is and who is NOT your ideal client. Even if the person comes to you loaded with money, ready to throw cash at your feet, if it’s not a fit you have the power to say NO.

I know, it can be scary. You probably need the money, need the sale, tell yourself you’ll just hunker down and tolerate this person until your coaching agreement is over.

Ummmmm, hello? You’re a coach right? When I trained as a coach, the big word of the day was TOLERATIONS. We helped people identify what they were TOLERATING, then coached them to release that. How can you work in integrity if you’re tolerating less than ideal clients?

When you clear yourself of non-ideal clients, you open the doors to more than your share of perfectly matched clients!

And please… don’t start with too much logic when you identify your Ideal Client. Start with your heart. Your head will understand. Here’s the recipe I’ve used for the last decade to fill my business with clients so cool, they’ll amaze and delight you and pay you!

1. List all the qualities and attributes of your perfect client. This is the person who you’re excited to work with and who brings total joy to your work.
Here are some examples:

My perfect client

  • is enthusiastic
  • sees my fee as a great value and pays on time
  • gets incredible results from our work
  • is open minded and willing to trust
  • refers reliable, wonderful people
  • makes time to implement our work
  • appreciates the new directions I take with my business and grows with me.

 

 

2. What is a common passion that I share with my ideal clients?
Consider these examples:

  • Committed to making a difference in the world
  • Uses organic products
  • Appreciates creativity, diversity, and connecting with the community
  • Loves kids and pets
  • Into technology
  • Enjoys the outdoors

 

 

3. What is this person’s temperament?
Are they:

  • assertive
  • outgoing
  • introverted
  • pensive
  • quiet
  • dreamy
  • childlike
  • strong
  • charismatic
  • daring
  • etc?

If you could wake up each day and know that your business was filled with perfect clients, how would you approach your work? What would your energy level be like? How would you present yourself to the rest of the world? What would your income be?

Yes, finding clients involves market research, such as studying demographics and trends. But it also involves setting the boundaries that will allow the right people to connect with you. By sharpening your focus on what it is that you want, you’ll be much clearer on what you don’t want.

Fill your business with perfect clients and enjoy the gift of loving what you do while making an outstanding living. Bon appetit!

Dec 03
Love0

[VIDEO] Market Research Gold Mine

By Marketing Tip, Uncategorized No Comments

This is one of my all-time favorite ninja tricks for market research!

Media outlets spend tens of thousands of dollars  (if not more) researching who their audience is so they can better attract advertisers. They compile their findings in handy dandy portfolios called a Media Kit.

I’ve used media kits over the years to help with a variety of marketing objectives. From content creation to pitching the media to finding the perfect words to use, it’s all here in the Media Kit.

There’s only one problem though… most magazines that create these kits make them VERY hard to find.

Fear not… I know where to find this gold mine of info and give you tips to use this valuable data to grow your business.

If you’re a business coach, life coach, or consultant and you are ready to activate more clients, more revenue, and more freedom in your business, contact me directly to find out how my services can help your business.

Apply for a complimentary Strategy Session to learn how we can work together

Strategy Session with Nancy Marmolejo

Nov 21
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[VIDEO] The Profit Trifecta

By Build Your Business No Comments

The Profit Trifecta: 3 Wins for a Successful Coaching or Consulting Business

My dad sure loved the horse races… and I guess I picked up a few words along the way that stuck in my head. One is “TRIFECTA”.

Purists have their own definition, but for this video I look at it as 3 wins you must achieve in order to have a fully alive, successful business… particularly if you’re a coach or consultant.

First you must have POSITIONING.
Expert positioning, where YOU stand out as an expert solution and your Talent and Genius (T.A.G.) shine.
You’re crystal clear about who you are, what results people get from working with you, and why you’re a unique solution for common problems.

Second, you need LEADS.
But not just any leads, not just “anyone with a pulse”. You need leads comprised of your IDEAL CLIENTS. People who’ll get you and your wacky self. People who’ll leap at the chance to work with you because you’re the obvious choice. And where do you get those leads? How do you find them?

Think of all the ways you get yourself out to the world: speaking, social media, videos (like this one!), blogging, etc etc etc.

Craft your lead generation so it speaks to “your people” and opens the door for them to move closer to you.

THIRD, you need KILLER OFFERS.

Killer Offers are what people buy from you- something they’ll invest in happily and with excitement. They can see, taste, feel, and smell the results and can’t wait to get started working with you.

Killer Offers can be high priced coaching packages or even low priced membership offers… the point is to have them, use them, and sell them!

After you watch this video, please download my free training Get Paid to Be You. Put all these tips together, and you’ll have the ingredients for a successful, profitable coaching business that makes you feel FULLY ALIVE!

🙂

Nancy

P.S. I’d love your comments below!

Nov 05
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[CASE STUDY] More Info Doesn’t Equal More Money

By Build Your Business, Uncategorized No Comments

Client Success Story: More Information Doesn’t Equal More Money or Sales

One of my clients is a trainer/ coach with a niche serving women athletes in a specific sport.

He’s great at what he does, well respected, and very accomplished as a coach.

But his offers weren’t selling and he became worried about the growth of his coaching business.

When he became a private client, we started off by looking at his unique blend of Talent and Genius and how that shows up in his marketing, selling, and overall business.

With a very down to earth style and big heart, “John” makes a lasting impression on clients once they start working together.

His challenge, though, was getting clients. 

Natural strengths sometimes work against us. John has a natural strength in explaining things and making sure all bases are covered when teaching someone. This is great if you’re teaching a class, but can be overwhelming in marketing. His sales letters had a LOT of information and over-explained all the features (instead of pumping up the benefits).

His one-to-one sales conversations involved him talking a lot and explaining every tiny detail of his programs, how to call him, number of calls… instead of connecting to his prospective’s clients big dreams and how his unique Talent and Genius could help them find a way out.

Within just a few coaching sessions and some ongoing tweaking, John’s approach took a sharp turn in a stronger direction.

We analyzed his marketing the same way he’d analyze his clients’ athletic skills. We spotted his weak points and made plans to strengthen them. What made it really effective was his positive attitude, ability to take feedback, and willingness to try something new.

Here are some of the highlights of John’s success:

  • He has a firm understanding of why he’s the obvious choice for his ideal clients. He’s able to highlight his T.A.G. to build the know, like, trust, and buy factor!
  • With clearer sales pages and less overkill on the features, his offers are selling!
  • He’s found his own comfortable way of engaging in the one-to-one sales conversation so he never feels like he’s forcing a prospect into something. His close rate has increased and he no longer dreads sales calls.
  • He’s added in higher level of engagements with his followers who now find more value in the content he creates and develop a deeper sense of loyalty to him and his message.
  • He’s building his list and connecting with others in his industry for win-win opportunities.
  • John is making more money, selling his services at higher prices, and continues to meet or exceed his goals!

John is a great success story to share because he took action and made things happen.

What’s interesting to note is that John hovered around my world for several months before hiring me. He’d show up for free calls and always ask questions. But it took him months to finally step forward and contact me about coaching.

He realized that going for piecemeal solutions wasn’t going to cut it. I’m happy to have him as a client and can’t wait to see what the next phase of his business brings!

Apply for a Strategy Session with me and come face to face with important decisions about your business. Click the button below to get started:

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Aug 23
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Lame Website and the Stupid Lady Who Launched It

By Business Motivation No Comments

After working for what seemed like FOREVER on developing the new Talent and Genius brand, launch day finally arrived.

But rather than jump up and down with excitement, I went into sheer panic!

The night before I woke up in a cold sweat. My mental chatter was at an all time high.

“Talent and Genius? Who the heck is going to understand THAT? Why didn’t I just  brand around my name? Oh I know because my last name is UNPRONOUNCEABLE to anyone with less than 3 years of Spanish under their belt. Why didn’t I marry someone with a 1 syllable last name? That bastard and his 4 freakin’ syllable last name. Oh jeez, my kid is never going to make it through life with a last name like that. Oh crap. Maybe I can reinvent myself as my first name only like Cher. I wonder if I can whip up a new website like that and just pull the plug on this one. Oh dear God this is career suicide! Why did I ever want to rebrand in the first place? Why does CRAP keep happening to me? NOBODY IS GOING TO GET IT. WHO GIVES A CRAP ABOUT TALENT AND GENIUS? NOBODY WILL LIKE THIS. NOBODY WILL EVER BUY FROM ME EVER AGAIN AND I’M JUST PLAIN SCREWED!”

I looked beat the next morning. Tired, worried, fatigued… and through the night the site published.  “I’m toast. I’m going to have to get a J-O-B. I’m ruined” Wail, moan, wail, moan.

Let me assure you, I’m not normally such a wimp. I’m pretty resilient and have a high tolerance for risk. But this event triggered a super vulnerable spot in me. That crazy little whiner that hides out and sacks me when I’m at my weakest came out and sucker punched me.

I was suddenly AFRAID OF FAILURE.

And I was afraid that the exhilarating jaunt into rebranding  was nothing more than a self-obsessed foray into failure.

And it’s not like I was doing this in a dark closet, I’d been talking about my rebrand for MONTHS. OK, YEARS. So my pending humiliation was going to be PUBLIC. I could practically hear the laughter of the online masses ringing in my ears, parodies of my lame new brand going viral with titles like “Lame website and stupid lady who launched it”.

Sigh. Exhale.

==> I’m sharing this with you because there’s a slight chance you freak out like a fraidy cat when you’re about to take a big leap. <==

Maybe you’re going to speak on stage for the first time or you’re about to be interviewed for a telesummit. Maybe you’ve just launched your blog and you’re frantic that people won’t like what you’ve written. Maybe you’ve rebranded. Or maybe you’re so far ahead of the pack you actually think you’re alone and behind the pack.

Whatever it is, it’s normal to get scared when you’re taking a big leap. In fact, some would argue that the more scared you feel, the bigger the payoff when you do take the leap.

I had to go deeply into my spiritual center and find strength to keep moving forward. I had to accept that even if I did fail, it was for some greater purpose. (Yes, I’m one of those “everything has a reason” people).

Back to my launch day. My knees knocking, I obsessively checked my email and Facebook to see reactions. 

And little by little the comments came trickling in.

“I love this- it’s like you’re speaking directly to me!

“Finally, somebody who understands what I’ve been struggling with!”

“I love this, it’s amazing and kudos to you!”

Plus many more like that. And not just air kissing congrats from the biz girlfriends, but people who’ve been hiding in the shadows waiting for someone to say what I was saying. Future clients booked consultations with me and soon my calendar filled up with new clients.

So let’s recap the story:

1. I decided to take a big leap into something new and powerful.

2. I got scared sh**less when it was time to push the button. I went into lizard brain freakout mode. I was ready to quit.

3. I escaped to a place where I could regroup and find strength

4. I woke up to find my fears were all illusions and had no basis in reality.

5. I survived and found amazing gifts in the new awareness

The Moral of the Story:

If you’re about to take a big leap, say your prayers and jump. 

I can’t guarantee you won’t crack your skull. I can’t promise you riches, fame, and personal fulfillment. But I do know you won’t create change by standing still and staying where you are.

My message to you: TAKE THE LEAP!

And please share your comments below… especially if you can relate to this.

Aug 20
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Everyday is Summer in Business

By Business Motivation No Comments

The end of summer brings up memories for so many of us. Memories of being a kid, and for me, memories of my last career before I started my business. You see, I was a teacher who yearned to be an entrepreneur and summer after summer I never seemed to make it happen. I posted some reflections on Facebook and decided to share them here too. Please comment at the end of this post to share your thoughts. Thanks! P.S. Please LIKE my Facebook page!

Post by Nancy Marmolejo.
Jul 17
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Letting Go of What No Longer Serves You

By Business Motivation No Comments

Back in Girl Scouts we sang a song: “Make new friends, and keep the old. One is silver and the other’s gold.”

I feel that way about my new and old brands now. I don’t want to erase all that my former brand, Viva Visibility,  meant to me or gave to the world, but I also know I need to move into this new brand: T.A.G. – The Intersection of Talent and Genius.

I’ll be very transparent: I’m not good at cutting ties. I prolong goodbyes. I turn back and take last glances. I second guess myself. I run back to stay.

The feeling of leaving an old brand is like leaving a relationship that you know is over… but you find it hard to leave. It’s so familiar and so easy to sink back into the same old routine, living on auto-pilot.

That way of being doesn’t cut it for me anymore!

My life lessons right now are showing up strongly in my business. I must fearlessly move forward.

I invite you to fearlessly join me on this adventure!

I feel that it’s important to let things go that no longer serve us. I want to serve YOU in a bigger way, in a deeper way, in a way that is going to call into question what you believe about yourself, how you express that in your business, and where that can take you.

I’m ready to witness you rise to the top, hold your hand when the climb is tough, and plant a flag on the summit alongside you. 

Thank you for being part of my world and I look forward to staying connected to you through this blog, my programs, and everything else!

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