Transcripts
1. Course Overview: So what is this course about? The short version is putting out the right message to the right person at
the right time, okay? But in reality, there
is a lot of things to understand before you come up and craft that
perfect message, okay? And we're going to start
on becoming clear on your goals and more importantly on your
vision, on your why. Because once you know your why, it's so easy to
follow your goals, your voluntary get overwhelmed. And you see that the
vision, the site. I want to talk a little
bit about how selling is an energy exchange
between two individuals. That just kind of educates
and teaches you that. And be mindful what the energy you put out
when you write posts, okay, because
remember, desperation, desperation, and you don't
want those type of clients. You should really be calm and balanced and centered
venue doing contents. Because if you've been researching for few hours
walking post your stress, those type of posts
are not going to attract or give
you what you want. Okay. We're going to look at
the buyer's door name and buyer's journey consists
of three different parts. The benefits, why should I
get this product or service? Why shouldn't I get this and
who should they get it from? So once you understand what your prospect is going through, okay, then it will be really
easy to create content. But before we jump into content, we're going to talk about ideal client demographics and
you probably know it. Psychographics. Psychographics, what's
going on in their head? What keeps them up
at night. Okay. One of those ten burning
questions that they have about the
product or service, or in other words, the solution
that you're giving them. Because remember, marketing
is about problems on your client has a problem they don't need and you have a
solution that they want. Okay? So once you understand that, then you can go and
create content, okay? Because you will be creating
a strategic content. Meaning you're not going
to Google and say, Oh, watch they post, right? Okay, Because the
biggest mistake is people go and see how
do I grow my social media. And they do all those tricks to get more people
to like their page, to get more views
and stuff like that. But that actually
doesn't really matter. Because what really matters is the quality of your viewer. All of your followers. Are you answering
their problems? Are they a potential
client for you? And if you can answer
all the questions, and if you can take them on
the buyers, Jordan it right. If you can get them to watch your videos and
follow up and tell them what you want them to take an empire journey when
they become a prospect. But they become a subscriber
when they go to a workshop. And we will teach
you how to do that, how to connect all the dots. Then we'll talk about what
social media channel to use. And also I want to talk a
little bit of how to manage your emotions because it's
so easy to get overwhelmed. So easy to lose sight
of where you're going. Especially social
media today, right? You start watching a video, how to get more heat. And then before you know, you watch what is the best
color for our website. When they are really
irrelevant things, maybe they need
it at some stage. But if you have a strategy, if you put yourself on a 12 week jordan name in
developing your brand, it's kind of doing the blueprint of your business online, okay? So it's like the basics where you can create
different funnels. And if you have three
different types of clients, you will be creating different
types of sales funnels. Even though Then
goal is the same. The most important thing is, don't want that
afraid to experiment. Because what you'll find, and that happens a lot. You start with one thing, but then you see
those opportunities. Are these other clients
come in and they start asking you questions about different things that you
never bothered about. Okay? So often during this course, you will know how to
connect the dots. You won't be stressed because you will know exactly
where you're going. You'll know exactly
what is your client. You'll know exactly
what program you're selling or how you're serving them and
how to do all that. So moving forward and
seeing it my course, and I'll talk to you
in the next lesson.
2. Having a Vision: Having clarity in what you want to achieve or
in other words, what is your vision and
what are your goals? Don't skip this video because especially if you're
getting overwhelmed, Are you getting stuck? You probably lost
sight of your vision. Okay. And what does the vision? Vision is something that
gets you out of bed, something that keeps you
going in your business. And usually it is,
what is the end goal? What do you want to achieve? Not financially and
not the number of clients are like I want
to have so many visitors. All those are goals. Vision is like, how are
you helping people? You know, what is the end goal? My end goal is to show everybody that it's so easy to
connect dots online. Everybody should be on mine. Okay? You don't need to
be overwhelmed. If you are all around, you probably lost sight
of what is your goal. Getting crystal clear
on your vision. You know, who are you
helping? You get? Once you remember that, then you can go into the goals. I want to get ten clients. I'm going to have 500 visitors. I wanna do 100 sales. Because only after you
define division and you crystal clear on the
whiteboard in your office. Because once you can
achieve those ten clients, you're going to lose motivation in the moment forward, okay? So gold is just daily tasks, weekly task, and we
should have them, okay? But vision is an
intrinsic motivation. So every time you lose height, you cannot get the
organ or frustrated. Just take a deep breath and maybe stop working
on your business. Go into something that you like. Getting into flow is really important and
you'll hear me talking. Otherwise it's because you're not gonna achieve much
when you're frustrated. Not gonna achieve
much when you're trying to push things, okay? The best ideas come when
you're in the shower, when you're out for a walk
with a new meditating. If you do playing golf, make sure you write it down
and act on that idea. Okay? But yeah, so having clarity
is really important. So that is two things. Just to recap this, your vision. What is your end goal? How are you helping people? And then you'll goals, financial goals, whatever physical goals
and you should have it. But they should only fall into place to help you
achieve the vision. Now just because you have
to do something or like, oh, I'm gonna go and
post on social media. There is no point on
posting on social media this out the goal
without having you know, why I'm doing this. Okay, so spend some time brainstorming how we're
going to add value. How am I adding that? Why do I want my
clients to achieve? Because once you do that, okay, don't worry about money. Money will follow. Once you have that,
money will fall. Okay? But spend some time
before you start creating content and
doing all the things. Okay, thanks for watching. I'll see you in the
next video. Bye.
3. Understand Selling Part 1: Understanding selling online. This is a huge topic
and you probably already are aware
of the algorithm SEO keywords your
potential customer is putting into the Google
search bar when they are looking to buy your
product or service. But that is not enough. Okay, so I wanna give
you a new war view. What is happening online? People think, I'm
just going to put shoes into the
Google search bar. Then I'm going to see lots of
different through websites. And of course,
you're going to have to compete on pictures,
compete on descriptions. But let's say if you're
selling a service, a product is probably
a bit different. But if you're selling a service, putting all that the
keywords and doing NICU and understanding the
algorithm is not enough, okay? You do need to do all those
things and we'll teach you. But sales is online as
a bit more than that. And I heard this
definition recently. There's going around a
line where people say, sales is just an energy exchange
between two individuals. Related to that, sales is just an energy exchange
between two individuals. And I want to link it
to emotional scale. If you're familiar
with emotional scale, you can see that in
the box up there. Okay. So what does that mean? It means how do you feel
when you write your content? What mode are you in? We're just going to your
competitors websites or checking their ads and what you do and you're trying to
rewrite what they did. Well, if you are, then sales will be
a numbers game, a very hard game. And you constantly have to see what your
competition is doing. And you'll probably be
very, very stressed. But remember, I was saying
that putting a brand online, it's about understanding
the algorithm, what your prospect
is looking for, but also showing the authentic
sight of who you are. How would you stand
out from the crowd? And I used to run
the sales agency. So we used to teach people the whole sales script,
introduction, presentation close. So basically, once you teach
that, anybody can sell. But if you're going to
repeat that as a robot, even if you speak to 100 people, he not gonna do any sales, okay? And now online as getting
very crowded, what do I mean? Everybody understands the
power of the headline. If everybody understands
the power of the offer, everybody understands
the need to have call to action, okay, So if you look online, it's going to be using
the same template. So then a customer doesn't
know what to choose. And that's when they start comparing products or
services on prices. Okay, So if you have a headache that you need
to compete on price, it's probably because you look to much the same
as everybody else. But what is it really
working online now? It'd be authentic,
being different, showing who you are, okay. You don't want to
work with everybody. Okay? And I'm going to talk
about ideal client, how to distinguish and how to make a profile of
your ideal client. But you probably don't want to work with difficult people. And how do you get
the difficult people? When people don't
understand that getting your product or service looks exactly the same as
everybody else's. So again, coming
back to sales is an energy exchange before you
run track your sales copy. Okay, why don't you just
take a few breaths and just kind of like Amway
Center at MIT relaxed. Again. I'm always
speaking from my heart. And I'm going to
link this video, the next video, where in law of attraction we talk
about this non-action thing. But not actually just
means inspired action. And you really understand
what I mean by that, but just think about
it for a second. Remember when I used the
sales agency example, where we used to teach people
the template how to sell. But the best salespeople, they didn't really use it, the, the use of the guidelines. But the best salespeople who
are connecting to people, it looked like they
were talking to the best friend that they
haven't seen for ages. They were able to relate to
people and people like them. That's why they bought it. So you need to learn how to
show who you are and become likable online rather than
another shiny left side. Okay, so we'll talk
about that as well. Okay, thanks for watching. See you in the next video. Bye.
4. Understand Selling Part 2: Understanding selling. So this is the second
video on that topic. And then the first video, remember I spoke
about that sales is energy exchange
between two individuals. And that's what makes you
stand out from the crowd. And they want to talk about a little bit about
law of attraction. I fall off attraction and I
was always confused about this thing where they talk
about taking no action. How can I manifest
taking no action? I can just lie on the couch and expect the clients
to come to me. Right. Okay. But there was this
really cool video watch was one of the girls
that I follow online. And she was talking about that non-action in law of attraction means
inspired action. And that really
resonated with me. Okay. So what does that mean? You know, sometimes
when you are ethanol, we've gone for a walk, you doing gardening,
Maybe in the shower, maybe doing yoga,
meditation, clingo forever. This amazingly idea
comes to you, okay? Oh, I shouldn't do
this in my business. Create this bundle. You get that idea. And once you get that idea, once you are relaxed, you should really
go and act on it. This is inspired action. Okay? I get that. This creating content,
creating the videos, I get this idea, well, I
should do a video on that. Oh, I should write a blog post. And then I sit down and
it just flows, right? And I don't feel like
I'm working hard. And you might spend
5 h whenever. All inspired action
and you'll feel good. You feel like pleasantly tired
if you know what I mean. So that's scenario eight. And now think about Scenario B, where everybody
talks, you need to work hard to achieve, right? But that's the old model. And all been in toxic
environments where people are just out of bounds
screaming at each other. Are they trying to
achieve something? But they can get the result. Okay. Because because they
are trying too hard. Lots of us being in
that boat online. When you first go online, you tried to understand
the algorithm. You try to understand
the keywords, you try to understand SEO. You try to look at the competition while
they're doing, okay. Then maybe you tried
to copy competition. But what happens in the end? You're just so tired, especially if you looked
at your competitors. Ads are phagocytes and
you're trying to do rewrite or rewarded because there's some really
big thing, modelling. But sometimes modelling online
becomes copying online. This is a very difficult thing to do and they don't
want it to get to that position where you are modelling and copy
everybody else. Because you will have
to do it all the time. And that's not building your brand online
in the long run. What you want, you
want to create content from your heart
by being authentic. Because then people come
to you like a year or two years later when
you don't need to look at your competition, right? Okay, so non-action
means inspired action. And if you're thinking to
yourself and your life, you probably can tell
me few examples. When you had somebody
to good results, when you act the thumb, an idea, when you took an inspired action compared to when you've been in a toxic environment
and you were trying to finish it project
and it took weeks, maybe even months to do. Okay. Because you were so tired, you were just out of balance. I don't get things
over with you, okay? So think about it when
you are creating content. And at any stage, if you feel like you're
getting a bit overwhelmed, you're getting a bit tired. Just take a break and
recenter yourself. If you're watching my videos, you probably know
exactly what technique. Okay, I'll speak to
you in the next video. Bye.
5. Understanding Your Buyer's Journey: Understanding your
buyer's journey, this is probably one of the
most important things to do before you start creating
content and selling online. Understanding what's going
on in your prospects head when they are actually looking for your product or service. And every buyer goes through
three different stages. So number one is, why should they bite their
researching the benefits, maybe the scene and add that how your product or service will
add value in their life. And also they just
want to find out more. So this is usually
the benefit stage or the features stage, and everybody has it on their
sales page more or less. Now, after they decide, okay, I need this, you know what this next
stage in their head is. Why shouldn't I get okay,
so I'm going to repeat it. So the second stage that every
buyer goes in their head, they are looking
for information. Why shouldn't I
get this product? How did they do that? They
read the reviews. Okay. And this is where you go to three star reviews
or the articles. What is this coffee
machine really work? €200. These articles are so popular because the market
tiers really understand that their buyers are just nearly at the last stage
of getting the product. So they are looking
for negative things. One, they shouldn't get it. Okay, So that is
the second stage. Now, the third stage is whenever they made the
decision, I like the benefits. I like Why shouldn't get it? Okay? So who should they get it from? Okay, So this is the very last stage
when they are looking, who should they buy it from? And this is where
many marketers make mistakes because they skip
the first two stages. They just expect that everybody
understands the benefits. They don't want
to talk about the negatives and they
just go, okay, so I have this
beautiful products, so I'm going to make a
really beautiful sales page. Then I really disheartened
because if you do that, if you skip the
first two stages, you end up competing on price because we
didn't add any value. Okay? So by understanding
those three stages, why should I buy it? Why shouldn't I buy it? And who should I buy it from? You should be, you should be
able to do lots of sales, meaning, Think about it. What Atlantic questions
that your prospect, your potential buyer
is actually thinking about what's going
on in their heads and they are researching
your product. Make sure you answer that. Think about the Amazon
sales product sales page. They nailed that. They
have everything there. They have questions,
they have pictures, they have descriptions,
they have reviewed. Everything is done in there. And it's done for
a reason that you won't leave their page. Okay, so a really quick tip is make sure you have
all the information. So your prospect is not going
on logo to research more. Okay. Because whenever
they leave your page, they don't really come back. Okay, that's huge, that now another thing I
want to finish on is understand that now buyers are only 1% of all the people
looking for information, okay? So don't try to advertise to people who
are just researching. Like, why should they get it? Why shouldn't I get
them on the journey? Because if you're going
to try to sell too soon, you won't get the
sale and that's where people get
really frustrated. Okay, so just to recap, a buyer journey consists
of three different stages. Why should I buy it? Why shouldn't I buy it? Who should I buy it from? Just what if you got the person on the
first or second stage and then not ready to buy. What are you doing? How are you capturing
them as elite? Are you taking them on the door? Needs to become a
proper customer. Okay, Just wanted
to think about it. I hope you understand more
because this is really, really important before you
start creating content and putting yourself out
on social media, LLC. The next video, Bye.
6. What's Your Ideal Client? : Okay, creating content. And I want to spend a little bit of time explain to you why your viewer or
reader is way more important than the number of views you're gonna
get on YouTube, or the number of visitors you're going to get to your website, or the number of
likes you're going to have on your social media. Okay? Because few years
ago we were in this, how to say this
really mat board, I need to get a
frozen subscribers. They need to get 10,000
likes and followers. There's lots of courses how
to grow your Instagram, 200,000 followers
and stuff like that. But times have changed. It's not about how many views
and followers and likes you have because I know there are people onto the
term is 700 Oliver's. But they may come to
you right here. Right. Okay. So it's more about each person. And we talked about
what is selling. I explained to you
how to understand the buyer's journey and
we're clear on our goals. So now we can move to the
next part of this course, which is all about your
ideal client. Okay? What is your ideal client? How to make a profile? All of them. And I'm not just talking about
demographics because you probably know already know
how how old they are, what does their profession
and stuff like that. But what is more important is you or your client
psychographics, what is going on in their head. So that's why I started
the video about, it's not about how many
views you get on YouTube, but it's about the viewer and answering all the
questions they have. Marketing is about
solving problems, okay? Your prospect has a problem
and you have a solution. Okay? So whenever you're
creating content, you need to think about what problems my ideal client
is having right now, okay? What keeps them up at night? Okay? So you see creating content relieving till the
very end of the course. Because once you
clear on your goals, once you understand the
actual buyer's journey and what's selling is
and your ideal clients. Only then you can go and create content and be
successful in marketing. Meaning you only need
to worry too much about algorithm that is already included in
the whole package. Okay? So what is going on in your potential customers had
what problems they have, how can they help them? So I wanted to start thinking about maybe five
or ten questions that your potential
prospects would ask you. Okay? So before they buy a
product or service, what would they ask you? How does it work? How long does it take? How will I get it going? Whatever you doing. So imagine if you are a fitness coach, what questions that prospect have and probably
one of them will be, is this going to work for me? Will I get the results? Okay. So instead of trying to
sell them fitness program, what's included in that, you see your potential customer is having a bit of different, you know, kinda worries, as I would say, isn't
going to work for me. Is it easy to do? How will I manage that? Okay, so what we're doing now, we're going a little bit into psychographics
already, okay? Okay. So what I want you to do, write down five or ten
potential questions that your ideal client
might be asking. And then we'll work from there. Thanks for watching. Bye.
7. What is a Wrong Client for you?: So what is the wrong client? In the last lesson, we were talking about what
is your ideal client. By now, I hope you
really have a good idea. You know, the demographics and psychographics and you know what's going on in your
potential prospects head and what are
they interested in? But now I want to talk
about their own client because making a profile of her own client is equally important as having a profile
of your ideal client. Because what happens by knowing
who have wronged client is you can eliminate things from your content
creation and your social media. Okay, So I would look up, I would look at who
I don't want to work with if I'm going to use local businesses
and Ireland, okay. I'll, I'll give you
just one example. Nobody wants customers who
love shopping on Groupon, okay, Because couple of my
clients have this experience. They put vouchers into group on. You can have special
deals and stuff like that for garden centers or
clinics and stuff. But the always regret
that because they get these really difficult people
who constantly looking for deals and will always
not happy with whatever. And it's so hard to deal and
it's just like extra work. So think about, do
you want to work with a client who is constantly
looking for deals? What type of person is
that you want to work with a client who's constantly
looking for free content. And you know what we all did it. We all watch YouTube videos when we don t want
to buy Cooper's. But understand it. And I know if I want to
get that high-quality, think I'm gonna
have to pay for it. Okay, go on to have a service. I can read books and try
to figure out myself. But it's so much easier
to buy a course where they can just teach me in a short period of time
how to do things. Okay? So maybe somebody who
is looking for deals, maybe someone who's
looking constantly for free stuff is not really
your ideal client. Maybe somebody who's constantly complaining has really
negative outlook. There is no right or wrong
way in doing marketing, meaning you can do a
negative marketing. Marketing is a negative approach and still run a good business. I decide this is not for me because I don't
really want a deal. This negativity talk about is about maybe people could constantly talking about
conspiracy theories. People who constantly
go to different things. But it's so easy to get lots
of negativity on your page. And also Facebook and YouTube. They really monitor pages. Now, look what's going on, how many accounts
are being shut down. So I know sometimes you want
to speak your truth, okay. But why do we want to
achieve as my business? Okay, do I want to be right? Or do you want to add
value and help people? Because sometimes it's
two different things. Okay? So by making a profile
of your own clients, where when you actually
do a research, where do they
hangout with people? They follow what
books they read, what is going on in their head. You have an idea how
to do marketing, meaning how not to say
or what not to say, okay, in your sales page with your posts and
your headlines. And also don't be
afraid to talk about why your product or service won't work
for certain people. So e.g. I'm doing
this online program, built your brand online, but it's not going
to work for you if you're just going
to watch videos. If you're not going
to do homework. If you're not going
to do research. If you're not going to create
content after analyzing the ideal clients journey and
understanding who they are. So don't be afraid
to put things like this program is not suitable for or this product
is not suitable. It might not work if you're
not follow the instructions. Okay. I know a lot of people
still have this thinking. They just wanted to do
everything positive. They just want to talk about
good things of the product. When talking about
the negative things. They buy things on Amazon, I buy even if there is couple
of three-star views, okay, because when they read reviews, I understand that that product and I'm talking e.g.
about the coffee machine. That coffee machine
wasn't a good fit for that client because they look they were
looking for something, these capsules and this was
was was a coffee grounds. Does that make sense? Okay. So don't be afraid to
put it up more niche. You are more, you know, who, your ideal client, this, it's way easier to do marketing it. You're going to have
less cancellations, you're going to have less, less complaints and
you're just going to work with people like you. Essentially, I always
say that I'm so lucky I work with clients that read the same
books as I do. And that's what you want. You don't need to deal
with difficult people. And they know that
comes from before. As it says, society
brainwashed us. Sometimes you have to deal
with difficult people. Don't. If you put it out there, who is it for and who
is not for me not gonna track the person that your product or service is not four. So spend some time
thinking who is your client and you
will have an idea. Think about your
past five planets. Think about all the clients who had her last couple years. And you'll know you want
to work with and you know, we don't want to work with. Okay, thanks for watching. I'll see you in the next video.
8. Content Creation Case Study: Content creation. Now as we understand the
process of the buyer's journey, and because we already then try ideal client and asked you to
think about them questions. What is going on in your
ideal glands head than they are thinking about getting
your product or service. Let's talk about content
creation and they want to share a case that
we did as a Tile Shop. We would try to market titles. It's very boring guns. I don't know how can you
compete in this market? If you'd just going
to post pictures of even off me back
bathrooms and stuff. Okay. So I asked the owner, when do you get the most money? And he said, whenever
somebody comes in and wants to do a bathroom renovation with
this, they said, okay. And what type of questions
do they ask you? Okay, So what we did we
came up with is ten videos. Okay. So everybody wants to do a
map bathroom renovation. They ask what type of
shower to wash they get. Okay. What type of
shower hedge they get? What the vanity unit is
gonna be good for me. And what type of
toilet seat to get? I know there is three
types of toilet seats. Can you believe that? Okay. And then what color suits. Suits me. Okay. So we've talked about
around ten with the US. And this is how we
created content. Then we run those
video ads on Facebook. Nothing, I'm trying
to sell anything. But what we did, we were just explaining time to position
ourselves as experts. Then the last video was how to make my small
bathroom little bigger. Because that's kind of a
lot of people's dreams. Well, they're glands. I'll wash middle
and lower class. And especially lower-class. They do have this problem. They want to make their
bathrooms always feel bigger. Okay. So whenever we did this video and then
the call to action, so that video was, Why don't you messages and we're going to send a plumber
to give you a free quote. Because people already watched the previous videos of what
shower door to choose, what theft would be good for me in the toilet
seats, right? All that. People already knew the brand. We already positioned
ourselves as experts. Whenever it came
to the last video, how to make our bathroom
to look bigger. Something that isn't
every person's mind. And they are doing bathroom renovation in that
particular demographic. Okay. Everybody who was
really interested in that one particular ad, in order like lions spend €80, generate the
testifies and needs. Which means they got
six people asking for a plumber to come over
to give them a quote. So you see the difference between just putting pictures of tiles or something like that or trying to tell how beautiful
they are from Spain, Morocco and stuff that, and just getting into
customer's head and thinking, Okay, what else do
they want to know? And we did the same process
with a furniture store. Okay. So again, the really
specialized in flooring and selling mattresses and
beds. So we did videos. What type of debt
suits me and you know, there's different types of bits. What type of mattress they
get? The flooring the same. Okay. Why this flooring is
better than the other one? Instead of trying to sell
tiles or floors or beds, you tell why this type of bed is better
than the other one. Okay. This type of bed is more
suitable to this type of form. Okay. So it's so easy to do. You don't really need to if you already have a
clientele, right? You don't need to
overthink things. You just think about the
last time customers who had, what did they ask you? And you might come up
this ten questions. You might come up
is 30 questions. Okay? So this is the case
study I wanted to share and now I'm going to
break it down in next videos. How to structure and how to create content in a
little bit more detail. Okay, thanks for watching
and I'll talk to you later.
9. Content Creation -Ideas: Hello, This is the second
video on content creation. In the last video, I shared a case study, you know how the Tile
Shop generated €35. So there's one ad, okay. Obviously they did. Another way to add some before
that is the videos. Okay. But now, once you have
your ten questions, remember I asked you to
think about ten questions. What would your
potential customer at the asking you when they are trying to get your
service and product. Okay, so I will assume
that you already have those ten questions to
what I wanted to do now. I want you to put them
in chronological order. Okay. So I do not think about it. What what what
happens before you? Let's say if we're talking about the health and fitness journey, okay, that is not
the easiest example. So probably how long will it take this come to be difficult to what
is a time schedule? And maybe the dietary
requirements or what food to get will be the first videos
compared to how, how do I keep going? You know, so a difference, remember the buyer's journey. A person is thinking about why should they get it?
Why shouldn't I get it? Who do I get it from? Okay. So see if you can if you can place those ten questions
in that order, right? Or what tools should they get
for your fitness training? Probably would be
the first question. Before before we
make a schedule, you know, are before we walk, how do I increase
intensity of my workouts? So have a think about it. Once you have that. Once you have those ten questions
in chronological order, write a piece of content and it doesn't matter whether you
do it in a video of it. You do it as a blog
post or you just do it as opposed to
on social media. Or it will be a piece of
content for your website. Try to explain it
like it was a baby. What do you mean by that? This is a mistake
I made whenever I started blogging for one of
my first marketing websites, vanilla, I ran my blogs a year, a year-and-a-half later
and I was like thinking, what was I thinking? Do my prospects and
clients understand that? No, they don't. I probably was writing those blocks
for competition. Never forget how little
a person knocks. They'll give you an example. Something that was so obvious to me because
they had Anasazi agency. Okay. So one of the things
I had to deal with, a high dollar whenever they do lots of sales that
they were so excited they are. So I do not like on a
ball via so happy, right? Okay. And whenever they don't
do anything else, they are so negative
and they become toxic and they create
toxic environment. So the meetings that I had
to have few times a year, this was teaching them
how to have a poker face, teaching them how
to be like a swan. It doesn't matter if
you did ten sales. So if you did zero sales, okay, you need to look the same. I'm using this example
because I just had to explain it to somebody who was working in one of my
clients businesses, a salesperson for ten years. For me, it was so obvious I thought the
person should know that. But they didn't. It was a new piece
of information because the gift creating
toxic environment, whenever there was
no leaves making everybody else feel bad. So don't overestimate don't underestimate your
clients, okay? Because you never know
how little they know. Okay? So even if something
seems obvious to you, just try to explain it
in the simplest terms. Okay. Another example now
I was talking to somebody recently where she had emotional trauma on her website and they said they asked her, do you think your clients
know what emotional trauma is or do they get it? That labor when
they go to therapy. Okay. So you're not going to
attract clients using emotional trauma ward
solicitor and the same thing. I remember starting to work with probate and they didn't know
what appropriate means. And I said, What is probate? Do your clients know that
or is it so obvious? The process of probate is the process how you get the inheritance after
somebody passes away. But he said the normal person
probably will know it. So you really need to
explain what that is. Okay? Because she was so good and you are an expert in your field. You just assume that
everybody knows everything, but they don't. Okay? I think sometimes marketing gets
complicated because people just assume that everybody has the same type
of understanding is they do. I'm talking more about
business owners. But your customers know, that's why they ask
those simple questions. And that's why it's really
cool to listen to them and really listen to the
questions they asking. Okay? The last thing I want
to cover on this topic, so number one, you put everything
in chronological order. Number two, you tried to
simplify as much as possible. And number G, Remember, you're not selling
features, okay? You are selling a lifestyle. Okay. Because if you sound features, if a Tile Shop was trying
to advertise tiles, they would probably
have to compete on tiles and price and
different patterns. And it's difficult to know what. We will be more difficult
than thinking outside the box and thinking how can I reach
my customer in another way, in a simpler way. Okay? So that's all I want
you to think for today. Okay? I will see you in
the next video where we'll talk about the structure, how to structure your content. Okay, thanks for watching. Bye.
10. Content creation (The Structure): Okay, The format
of your content, how to structure your content. And this probably will
be familiar because by now you saw used to scrolling social media or watching
YouTube videos, or are you seeing so many
websites so you'll be able to recognize certain
parts of it. That's why before I get to
the structure of the content, I wanted to cover
what to talk about. Because then it's really easy to create once you know what, Then you just need to figure out how to do it, right? Okay. Okay. So it doesn't match it. Is it an ad? Is it the boss? Is, is the video. The most important
thing is the hook line. And especially if you do videos, you only have 3 s to
catch their attention, to grab their attention. Because if somebody, especially
on Facebook or some of these boards, the
scrolling down. So the first sentence, the first two sentences, I really important thing you could do video add
some Utopian Only. You only have 4 s, okay? So what does the headline, what can grab
somebody's attention? Well, usually it is a problem
solution type. So what? A customer has a
problem that they don't need and you have a
solution that they do want. Okay? So once you understand that, you can have a
headline and you can have a sub-headline if you want. If you're writing a post on the website and how
to lose weight, check out this very simple
program, something like that. It depends on what niche you in. Okay, So after you worked
out your headline, Okay, then we go to the body. Okay? So this is basically
an information, bullet points or a
short paragraph, how you're going to add value, how your service will add
value to our customers life. Or in other words, how are you going to solve the problem? Then you have a body texts. And after that, the
last piece is a offer. An offer or a call-to-action, would you want them to
do after they read?
11. Posting on Social Media: Okay, how to boost your
content on social media? A lot of people ask,
but why do I bought was how do we need to do
it every single day? Do I need to do it once a week? But what if I have
three declines? So let's talk about that. Okay? So now, first of all, at this stage, you already know who is
your client, right? Okay. You already know what
is going on in their head. What information they
are looking for. A new already created
some content, okay, So one piece of advice, Let's say if you're
doing five posts a week, only one of them should be promotional or sales
or marketing posts. Okay, So what do you do
with the other four? They can be educational and educational marketing
is really big. This is how you position yourself as an expert,
okay, So if you, if you are in the niche where people have very
anxious and we'll give you tips how to how
to deal with anxiety. Maybe here's a beef
and exercise that helped me when I felt anxious. You're not selling anything. But what you're doing, you are helping people, okay? Because you have that problem and somebody else has, okay, so you cannot building a relationship and you're making a connection as a person. Okay, so then they might
go out and try them all. Yeah, That actually worked. I really like that. Okay. So then when you post something
else a few days later, this is how you build
a relationship. This is how you get
engagement, Okay? So that is really important. Tip number to be consistent. And this is a mistake
that everybody makes. It get excited. They both for three weeks
and after two weeks, they kind of know you have
to do it every single week. And if you commit to
whatever the number is, it's really up to you. There's no thumb over. There's no rule. Right. Okay. So if you feel like posting
five times a week, go for it. Okay. If you feel like
posting every single day, do that but do it consistently. If you feel like Boston
a couple of times a day, it really depends on your niche, but you need to do
it consistently. And that can lead me
to another thing, personal touch and
finding your y's. So those two things are probably really important
than the kind of go together. Because first of all, Dutch people want to know and people want to
see who you are. Now, if you do know who
your ideal client is, chances are you would probably be interested in
the same things. Maybe you're reading
the same books. Maybe, you know, you
following the same people, maybe have the same values. Okay, let's see if that falls into your ideal client category, then it will be so
easy to relate to them and kind of develop
that personal touch. Because when you don't have
personal touch, remember, you talk about
features only about your product and you end
up competing on price. And you don't want them too. That's why people choose to work with us because
you're authentic. Okay, So how do you do
how do you show you what anticipate
showing who you are? Who are you interested in? What books you read. Another reason to do personal touch or I don't
know how to call it. Last year I embarked on this 90 day challenge of doing Facebook likes
every single day. Sometimes they didn't
feel like doing it. It might have been just 3 min. It might have been in
attendance as I was talking. But whenever I was learning how to create
online programs, somebody created
this group. Okay. So why don't we practice
okay, Going live, because if you want to
record the program, you need to be comfortable speaking in front of
the camera, right? I'm so glad I did it. I think it was these 67
or something like that. And I remember doing a video
and actually ended the video wants to doing it because
I already did 60 days. I probably done the party. You become really confident
the first days you wouldn't know if I like the
background or don't like these colors or maybe
I should do it. Topic, okay, So you a bit
nervous in the beginning. But once you get over 30
days and becomes easy. And so for the first ten days, I was kinda really cautious
about my ceramics. Then the first 30 days, I was really into
marketing topics, okay. But then around the 50 and I
was talking about feelings, about how to manage your feelings is a huge
topic that I love. And I researched a lot
tonight and lots of books about personal development
and personal growth. So these 67 when they didn't, you know, my live and they
said why I'm still doing it. I said I'm doing it
to find my wife. Because I think one
of the reasons why people with social
media posting on social media after
three or four weeks is because they haven't
found their wives. They get bored off, you know, just kinda
professional content. There's so much you can
talk about your product or service is quite boring, right? Because if people
want to get to know, people want to have a crack, as we say it's an Ireland, okay? That means having fun. Okay, so they wanted to see who you are and
remember as well. What they see is happening
a lot right now. When you find something
that is interesting, a new person that you
want to follow, right? Okay. A new topic. And you see them
on social media, what do you usually do? You just scroll down. You spent half an hour. Maybe. It depends on how
interesting the hour, maybe an hour on
their social media, on Instagram, you know,
reading the post, checking out at pictures,
watching the videos. This is where social media is
so powerful and you nearly, you do need a website, but you don't know if, especially if you're doing
stuff on social media because you can talk
a lot about a lot of your business and to
show who you are because people will know if you resonate
with them or you don't. So this is what personal
touch and finding your wise. It's kinda like goose. This is where it goes
side-to-side because it's not just the box by two and personal touch by talking
about things that you like. Once you find your voice, you will see information
will just flow. Okay. Yeah. And and consistency. I'm just Yes, I think
I covered everything. Okay. With this stage, you already
know how to create content, meaning your clients, okay? You know what keeps
them up at night, okay. You know what? I ask you when they come in. Okay. So you at least, you have
at least ten topics, if not even more, to create on, then you
know how to structure it. What format to use. You know, that you
really need to simplify. You need to remember you're doing educational
marketing, okay? So just assume that the person knows nothing about your
product or service, because there will
be people who do. And if people who know, they can just skim it and they still would be
interested, okay. Okay. Thanks for watching and I will talk to you
in the next video.
12. Feeling Overwhelmed with Social Media?: Okay. I'm feeling frustrated, maybe a little bit
overwhelmed because it seems like you've been working working and you're like, it's
just not working. Okay. So maybe you just
need to take a break. Maybe you just need
to stop researching and watching all the tutorials. What, what else do you
need to improve on, on your website, on
your social media, on your sales funnel
and stuff like that. And I think when that happens, it's important to take a rest. And maybe it tried to do
something completely different. Because if you're going to
work from a space of anxiety, you know, like in a bit of worry and overwhelm all
I can get it down. Remember my video on
understanding selling? What is the difference between non-action and inspired action? Okay, so watch that video again because I can guarantee
you if you're gonna take time for yourself, like if you relax a bit, you can get things
going really quick. So sometimes we
get stuck as well. When we tried to watch too many videos on YouTube
or do too many courses. It's because we lose sight of
what we trying to achieve. Maybe you don't need
anymore courses. Maybe you already know. If you have your one-page plan, what do you want to achieve? Maybe just look at
that and say, okay, do I really need to walk how to learn how to convert
the needs right now. Maybe you don't,
maybe it's okay, just kind of have a cup
of tea and think about your potential customer and
just kinda take a breath. It's normal to get
the order month. It's normal to get a
little bit anxious. And especially when we start
comparing ourselves to everybody else in our
niche and our industry. And the worst thing
you can do is go on YouTube and compare yourself to somebody who has
100,000 subscribers. Especially if you're
just starting. You shouldn't really be watching and trying
to model them, okay, Yeah, maybe you
want to get pure ideas, but I would add a model, somebody who has hundreds
or maybe 250 followers or subscribers and watch how they are building
their business, business, especially not
if they are successful and you will see it by
their engagement. Remember my previous
video I did on? It's not about their views, it's about the viewer. Because if you really
study customer and you can answer those 510
burning questions that are going on in their head. You will build your
following naturally. You don't need to look
at the techniques, how to do that. Because people will
just start to finding, because you will be putting the right headline on
Instagram, on YouTube. And that's, that's a
funny thing. Okay. It's all about the keywords on Google and on YouTube, okay? Because when people want
to learn something, e.g. how to deal with insomnia. If I can't see, I'm going
to put those keywords. So if I was a person
that therapists who is helping people to cure insomnia. I would do blog posts
and videos about that. You know, how to cure
insomnia, right? Okay. So you know where
I'm going with this. So don't overstep. Yes. Okay. What I wanted to do,
I wanted just to take a deep breath. Okay. And look at how far
did you come already? You did so much and you have
such a big understanding. So stop looking at competition
and just take a break. And I can guarantee you, once you read,
you're going to have more inspired to act on. Okay, I'll talk to
you again. Bye.
13. Troubleshooting 3 mistakes: What are some mistakes? Or maybe what are the problems that
many people are facing now when they go online? So sometimes people
say, oh, I've got 100, 100 visitors, but
nobody bought anything. Well, maybe you need
to increase traffic, especially in the
beginning of the new, new and nobody knows about you. And you try, trying to
drive traffic from, remember, the conversion rates, they are from 1% to 5%. Okay, So if you
had 100 visitors, you only expect it to get one-to-five sales depending
on your niche. Okay? So that might be one thing to look at when
you were starting off. Another, another problem. And then people say, Oh,
I've got 1,000 visitors, but there's no conversions. Okay. So maybe you're trying
to target everybody. Okay, so maybe watch my
video on ideal client. Who is your ideal client? Because when you're trying
to target everybody, usually you don't go far because you're trying to
cater to everybody and people don't really understand
who you are, okay, because let's say
if I'm trying to sell on mindfulness retreat, a 25-year-old woman who loves mindfulness will be
looking for one thing. And the 55-year-old
man who's also interested in
mindfulness will be looking for totally
different thing. Okay? So you really need to analyze. This is where it more niche, you are easy it is
to make sales, okay? But yeah, take a look at the
message on your website. Okay. I are trying to
cater for everybody. We do need to shut shutdown. Or sometimes another mistake is when there's so many visitors, but no sales, no conversions is maybe you're giving
them too many options. Sometimes you see it on
the website, call me, send me an email or text me, follow me on Facebook. And here's a
psychological thing. When you give too many options, people don't know what to do
and they go somewhere else. And that's why, you
know, one-page websites, sales funnels work really well. Because what they do,
they take on a journey from a to Z, right? Okay. They tell you
exactly what to do. Okay. Now, the next the next mistake. No, such as mistaking were
doing the troubleshooting. The next challenge me book
people face, they get sales, but they have a high
cancellation rate, or they get lots of complaints. So why would that happen? That happens when
you're not again, clear on what your
product or service that you already
attracted a customer, which is a good news, okay, but probably what
your customer is getting doesn't match
with what you're saying. Okay, this is why it's
important to do is this product or program is
for and who is not for? Cio clear, do people
need something extra? If I buy a coffee machine, do I still need to buy coffee? I know this is a stupid
example, but it works. Especially now. You have to be more
transparent than ever, especially online, okay? Because what happens? There are so many people
out there and there is more and more information and more transparent,
more authentic. You are more sales you will
get the further you go. And, you know,
sometimes people say, I don't really have
too many visitors, nobody can find me online. So maybe then you need
to work on your SEO and the keyword search on
actual algorithm itself. What do I mean by that? Do you know what people
are looking for? Okay. When somebody wants to find
your product or service, why did they put
into Google search? Okay. And again, it really
depends on, you know, what you're selling,
but just think about, do people put into
Google search? How do I solve this problem? Or do people put
into Google search? A description of your services? And normally it's two
different things. At description is given
by you. It's a title. Maybe you got so much training, but nobody is looking, e.g. nobody is looking for
a business coach. But people do look for people who will help
them to grow their business. Does that make sense? And these
are two different things. So you probably haven't
really worked on. You don't understand who your ideal client is or
what are they looking for? Again, That's what you should watch my ideal clients videos. Okay? Okay, thanks for watching. And those are three
main mistakes. What happens when you go
online in the beginning? So if you actually look at it, I might clear with my message and my attracting
the right person. Do I have all the keywords that people can
find my business? Okay, Once you can answer
that, you'll go far. Thanks for watching.
See you. Bye.
14. Keep Experimenting: Okay, This video is
about experimenting, okay, So sometimes
we'll go into business. That's views. This is my product. This is my new client. Right? So I'm gonna
stick with that. And yes, you do need clarity. But what I see is
happening a lot once you start posting
strategic content, okay? Once you're ready, define
your ideal clients. The opportunities
will come around that you will discover
your broadest spec, which you never thought
might be a prospect. And they might ask
different questions that you never thought about, okay? Or also, once you
both for 12 weeks, you will actually feel
some topics you resonate more and some
topics you are more comfortable with
rather than others. You might discover that
you don't want to talk about some stuff and it's okay. So my main point of this video is you don't have
to be set in stone. Of course, if something is working and like doing
it, Just keep doing. Okay. But sometimes
opportunities present themselves and you will
find a brand new channel. You might be asked to do a talk, or maybe this client that you never thought and be
your potential client, but you decided to work with them and you
really enjoyed it. And then you see that
new client avatar that you can create and
build from that. And sometimes even
create a new product. And that happens a lot. Especially if you're
doing online programs, selling online programs online, you're going to
create a program. You're going to sell it. You're gonna get people and all and get,
and then doing it. And then when you get feedback might mean and be a workshop, whatever you do, you will be surprised what
questions you get. Those questions will make you
think about other avenues. It may, it will make
you think about next program or another
workshop to do. And before you wouldn't
even consider that. Maybe what I'm trying to say, listen to your customers. Okay. Because this is one of the biggest lessons I had since I started working
as a business coach, you know, five years ago, I thought my clients need that. Okay. But after
working with them, and the easiest example to use, like I was trying to use
those high marketing terms. But one of my
clients told me and that was probably a year later or something after
working with them. So it's warm and
long-term clients. He said, I don't really care. No, that does not track digital marketing strategies and stuff. That doesn't distract me. What I needed is how to
get more customers. Okay. Then once I answered
that main problem, he said, I'll do whatever
you teach me to do. So again, whenever you're
going to put yourself out, whenever you gotta get
your first few customers. Listen to them. Listen and ask, how
did they find you? What were they looking for? It will be in the same lines, what you're already doing. Obviously, they need
your product or service that you're selling. But they probably found it
in a very different way. And maybe the next poll up is
a totally different thing. You never thought about. Okay, so don't
forget experiments. Don't forget. Don't be
afraid to experiment. Okay, listen to your
clients and keep boasting. Because one of the
most important things online is to find your voice. And that's why they
say, you need to go on social media for a year to really understand
what you're doing. And that's why we add
this personal blend, personal touch, whatever
you wanna call it, okay? Because it's so boring to talk about the professional things. You know, there's so much
we can talk about, okay? You can talk about
it for two months, but six months later
you really want to talk about the
same thing. Okay? No. Look e.g. at Starbucks,
I always say. Have you ever seen Starbucks
running an ad on a discount? Right. Okay. 40 per cent off? No. Have you ever really seen them talking about coffee types? Maybe this isn't the beginning, but what they do
now they selling, they're feeling like
they're talking, oh, it's a really nice cup of
coffee in these cold October. Okay, So do you see
where I'm going? Okay, and obviously
your brand will evolve once you do that. So the main points in
this video experiment, okay, listen to your and ask questions and
find your voice. And it's okay if
it keeps changing, it's not set in stone. Thanks for watching. I'll see you again.
15. BONUS Story Telling: How to tell a great story. You probably noted there is lots of stories going
online, you know, when people are trying to sell their products or services, and usually consists of
three different things. Okay, so the very first
part of the story is, how did you feel when
you have a problem? Let's take a fitness journey
was to fasten on the Pi. And I will show overweight. And I was feeling so tired
they come to walk far. I constantly was lacking energy. I didn't like the way it looked. So you see you put how did you feel when having that problem? Then what do we do? We move on to the solution. And then I found
this fitness program in the beginning. I
was very skeptical. I think it's going to work. But then I tried
I gave it to go. Okay. So that is the
second part when you talk about WATI tried. Then the very last
part of the story is you're alive
after the problem, after you find the solution. Okay, so look at me now. I'm feeling like I
have so much energy. I can hike for hours. I look good people giving me compliments and stuff like that. Okay. So next time
you see an ad, next time you see
a story out there. Just see if you can
identify those three parts. By telling the story
in this format, it will really help you to take your prospect on a journey. Okay, I'll see you
in the next array.
16. BONUS Case study mindfulness workshop: I want to share a
case that the resume, one of my clients who was selling at
mindfulness workshop. She never sold anything online. You just visit the
demagogue like many people. She had to go online. Okay. So what happens? She comes to me and she's like, ha Joanne, I can
talk to everybody. I know we didn't use
mindfulness right now, so she put them on Facebook targeting the air with
your speaks English on mindfulness because it
has pod was everybody needs mindfulness and guess
what happened? Nothing. Okay. So then what we did is we
sat down and we decide that too you define an ideal client. And what we discovered,
I said, Okay, who attended your mindfulness
workshop before in-person. We discovered that that
was a woman 25-50. Okay. So we've got
the age bracket. It is usually a woman
that lives in the city. And here's an interesting thing. I did not go unnoticed
or not that people who live in the countryside,
the more relaxed, you don't really need to go for a walk on the country roads
and all I can see, yeah. So it's acidic
woman who is busy, who actually does a
lot of development, a lot of self-care, probably single, and also somebody who does
yoga and the lightest. Okay. So based on that, she put another ads out and that resulted
in 12 attendees. So she spent €20 on ads, which resulted €300 in revenue. Okay, So you do the math. I'm sharing this really
small example because we do have another client for
me, 5,000 the weekend. But she had an email
list that she'd been building relationship
with her clients for years. It's a yoga teacher. But I know that you're
probably just starting. Okay? So whenever you're starting, you wanna start with
small goals to get people to attend the
online mindfulness workshop and see how it goes. Especially if you've
never done that before. So you don't need 100
people to be there. You will get it in time. The yoga teacher that
may five-halves. On the weekend of yoga
workshop, let's say two days. She has 30 30 people,
something like that. But she knew exactly
what she is doing. It wasn't the first workshop. So you will get there. And once you do your
small workshop, let's say you get about people, email addresses, and now start
communicating with them. You don't need to talk
about mindfulness and I'll talk about
constantly drawn. But it's important
when somebody becomes your clients and they can be repetitive client so that you start communicating with them and you don't need
to send them offers. If you ever do, you
send one-off for a month and maybe treat
educational content pieces? Again, I'm going to
talk in the next video. But you see how starting
small and then all we use Facebook and Facebook has
lots of changes right now, but it's actually the
same on YouTube or Google or whatever social
media platform. Who are, you can target people
based on keywords, okay? Once you understand what your
client is interested in, and then you can get
to that stage where you make 5,000 when the weekend once you
have an email list. Okay. So I'll see you in the next video and keep thinking about
telling a new client. Okay. It's okay to spend
not the not to, but a few weeks
and thinking, Oh, maybe they interested in that. You know, another another probably a good way that I
haven't mentioned before. Where can you do research? Join groups on Facebook. Don't join to sell
your services. Okay. But do you want to see what
conversations they have? They did it for
another client of mine when we did
property marketing, I actually joined property
groups on Facebook and in UK and in Ireland just to see what conversations
are going on, what people are talking about. I'm talking about
property investment. Not just somebody who wants
to buy a house because we were working on property,
property investment niche. Okay. So just by being
in those groups, I can guarantee
you if you look at the conversations
for few months, you'll know what
content to create, but I'll talk about
it in the next video. Now for now, just
keep thinking about your ideal clients and what
is going on in their heads. Okay. I'll talk to you later. Bye.
Joana Dockute, Business and Marketing Coach
