Get Your Message Heard

On our paths to purpose, we all meet with barriers that make us wonder if we'll ever find what we are meant to do or how we will do it. Not too long ago Dr. Michael Hudson was interviewed for the Higher Purpose Podcast by his good friend, Kevin Monroe, about many types of barriers and how they both have overcome them. They also share the things they learned and how you can apply it in your everyday life.

Do you need permission to follow your purpose?

Permission, clarity, and self-doubt are some of the most common factors that affect people. Do we feel we need to have permission to follow our purpose? How clear do we need to be on our purpose before we move forward? And finally, the self-critic, asking 'who am I' to do this. Ever thought any of those yourself?

Is money holding you back?

One of the other most common barriers on the list is the financial ability to follow one's purpose. How will you finance your dream? Michael shares his own take on the money aspect, asking: Is that just an excuse? How do you feel about your own transition on the path of purpose?

Are you living in your comfort zone?

Michael explains how people create barriers for themselves, specifically the bar they set. When you think about where you want to be, figuring out how to get there can be scary. It's much more comfortable to stay where you are. Living in our comfort zone is one of the most disastrous things we can do to ourselves, just like setting a high bar without knowing it is achievable with a series of (mis)steps.

Silence your inner critic.

The inner critic can stop you dead in your tracks on your path to purpose. What is it? That little voice inside constantly telling you that you aren't good enough to do something. The one that says you'll never make it. Michael and Kevin talk about their own inner critics. They'll never go away, but they can be managed, pushed aside. Take out the 'head trash.'

Tips to get rid of your head trash.

Michael shares some practical steps to get rid of your own head trash and push aside the inner critic. Maybe you journal, but if you're a verbal processor, maybe you should dictate. If you're social, do you have someone to talk with? There's a way for everyone to work through their 'stuff' even if it's just writing thoughts down on a note and burning them.

Recommended Action

Make a list of your clients. Put a plus sign by the ones you can't wait to work with. Put a minus sign on those you dread, who aren't living up to their end of the partnership. For those whom you don't feel strongly about, put a zero. Next, ask yourself if the pluses and zeros are a result of you or the client. In the cases where it's the client, consider 'firing' them.

Contact Kevin

Remember: purpose thrives in community and dies in isolation. If you're looking to explore purpose and what it means to live a life aligned with purpose, then subscribe to the Higher Purpose Podcast on Apple Podcasts, or your favourite podcast player.

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When you meet someone who you'd like to have as a client- whether it's an actual sales conversation or just a handshake, what you do AFTER is the most important factor in whether or not you'll end up working with them. Download this 4-step follow-up method to make sure you never miss an opportunity.

Live events are a hassle. You've got to quit your daily routines, take time off from busy lives, pay for travel, lodging, and the event itself. But here's the truth. If you're a thought leader, you probably aren't attending, or holding, enough live events. What are the pros and cons, and how can you get the most out of live events?

Attending Live Events

The biggest mistake people make when they attend live events is to go into 'student mode.' You want to make every class, take all the notes you can, and try to squeeze every last drop of information out of the event. But that's the wrong way to go about it. It's the same with networking. It's not about how many people you can introduce yourself to. Instead you have to ask yourself how many true connections did you make with people you can work with in the future?

Putting on a Live Event

There's no doubt you've considered what it would take to host your own live event. Maybe you already have. Unless you have an established presence or brand, a live event isn't usually step #1 in growing your coaching or consulting business. But when the time comes you need to be prepared, and Michael's tips on how to do it are invaluable. Even if you aren't ready to hold a live event, it's never too early to start planning.

The Most Challenging Part of Hosting an Event

You might be surprised to learn that one of the most difficult part of hosting a live event is knowing what to talk about. You are an expert. You know so much that you can't possibly fit it into a few hours a day. Michael shares some big ideas that can help you narrow down your content and present it in a way that will leave your audience feeling like they got their money's worth without being overwhelmed.

Recommended Action

Get very clear on what you're trying to achieve for each of the four quarters of this year. Consider when and where a live event makes sense for you.

Free Download

When you meet someone who you'd like to have as a client- whether it's an actual sales conversation or just a handshake, what you do AFTER is the most important factor in whether or not you'll end up working with them. Download this 4-step follow-up method to make sure you never miss an opportunity.

Last week we talked about was how to share your content. This week, we dig into something deeper, more subjective. Is your content truly ready to share? Have you allowed it to gestate and grow? Michael talks about how to create amazing content, and more importantly, when it will be ready to share.

Everyone has a deep content idea.

What is that? It's the heart of your message, a piece of content that will provide incredible value to your audience. Maybe you haven't been able to translate it to words or images yet, but it's there, gestating. What idea has been with YOU for a long time? What's stopping you from creating content from it?

Often, your content tells you when it's ready.

Have you ever caught yourself working on one idea but thinking about another? That usually happens when that second idea is ready to become content. Chances are that piece of content isn't going to give you any peace until you create it. Don't worry if it's not fully formed yet; you will have a chance to improve it.

Sharing an idea is the best way to refine it.

Your ideas for content need time to breathe, to grow. When you think about it, look at what you have, share it with others, and discuss it, it becomes better each time. Don't be afraid to get your ideas out there, and for heaven's sake, never hesitate to improve what you have.

Recommended Action

Take a piece of content you've been sitting on and create it. Do so with the understanding that it isn't final. You'll have ongoing opportunities to develop and refine it.

Free Download

When you meet someone who you'd like to have as a client- whether it's an actual sales conversation or just a handshake, what you do AFTER is the most important factor in whether or not you'll end up working with them. Download this 4-step follow-up method to make sure you never miss an opportunity.

We all hit a point in our careers and dreams when we realize we need to adjust our strategy. Sometimes it's a sudden realization, sometimes it's because of failure, and other times, it's because we sat down and talked with other people. Is it time for you to take stock of what you're doing and consider a pivot of your own?

Sometimes when you set the bar too high, you never start.

A great example is creating content for your audience or tools for prospective clients. There's nothing wrong with wanting to make something fantastic. But in truth, you might just be preventing yourself from creating something very good and useful because you want it to be perfect instead. Effective is better than perfect.

What we do is never 'one and done.'

It's amazing how many people in the expert space that believe this is the way to do client work. They deliver a great, effective experience for a client, and that's it. They are missing the opportunity to share it with others again and again. One of the must-do actions in the expert space is the rinse and repeat step, because there are members of your audience who might have missed it the first time. Keep putting it out there. That's the secret to success.

Do you undervalue your knowledge?

We often forget how valuable our knowledge is to others. We take it for granted because it's what we do naturally, every single day. Equally as important, if we've been using our gift in a certain way with a certain type of client, we might be ignoring entire markets of clients whom we can help. Ask yourself this: who else could you serve with your gift?

Recommended Action

Get a service like Meet Edgar and set up your content to share automatically. Next, make a list of three other types of clients your gift could serve well, then talk to them.

Free Downloads

If you find communicating your value to clients challenging, download the free Value Calculator that will change the way your clients see you and give you the confidence you need when you talk to them.

If you want to get to the bottom of your clients' real problems and develop lasting relationships from the very start, you need the Ultimate Proposal Template. This is how you get clients to hire you again and again.

Podcasts are hot right now. There are so many people wondering whether they should podcast, especially when it's an excellent platform to reach your audience in a different way. But is podcasting right for you? Today, Michael talks through the pros and cons of podcasting and asks some very specific questions to help you decide.

A podcast is a great way to get clarity on what matters to you.

One of the benefits of podcasting is something few people consider. Talking about your topic, your message, your ideas helps you develop them further. More importantly, you become better at communicating those ideas effectively, both inside and outside the podcast. Is that something that would help you right now?

A podcast helps you master consistency.

When you commit to doing something every week and people are waiting to hear it, it's a great motivator to get it done. This is true of podcasts. Consistency is key to a successful podcast, and the commitment you made will help you create more content by changing the way you plan your days and think about time. Paired with the clarity talking about your topic brings, you can become a content juggernaut. 

A podcast has the potential to create MORE content.

Writing blog posts isn't for everyone, so what if there were another way to generate quality content? If you're a verbal processor and you're bursting with ideas but can't seem to get them on paper, then podcasting might be perfect for you. You aren't stuck in the audio medium either. If you transcribe your podcasts, they become available for repurposing: blogs, social media, emails, etc. 

Podcasts fuel creativity.

The act of creating invites more creativity. It fulfills a need within us, and it's a creative outlet that you might not get otherwise. More importantly, you'll be creating within a new medium and learning to have conversations even when there's no one else there. This requires you to think differently and raise the bar on your thinking and communication.

Connection is what grows your success.

How you connect to others determines your success in almost every case. Podcasting offers a very frictionless way to connect with others, and to do so with a level of credibility. Your information is out there in a public way, and you can introduce yourself as the host of a podcast.

You're contributing to the world's body of knowledge.

You're creating information that others can access and moving the conversation forward. That's something to be proud of. You are showing that you're one of the people who care enough about the topic to commit to talking about it every week.

Recommended Actions

Think about the benefits of podcasting listed above. If they resonate with you, consider podcasting. Then record a few practice episodes with whatever mic you have.

Michael welcomes his dear friend, Kevin Monroe, and they engage in a revealing conversation about how they both have transitioned from six-figure consulting gigs to full time purpose consultants. Each brings a unique insight into how they're making it work, and how you can, too. Are you ready to make the same leap?

Don't burn the boat.

Kevin and Michael both have infused their lives with purpose and a mission, but that doesn't mean they quit doing what made them successful in the first place. If you're making a transition, you can take so much of what you've done in the past and retool it to serve the audience in a different way. Often, you need to make several attempts, or experiments, to learn what will work for you and your audience. 

Don't wait for your 'avatar.'

The people you want to serve aren't bodiless souls. They aren't an avatar or a niche. They are real, breathing people. And you don't find people by standing still where you are. If you want to find the type of clients you want to serve, the best place to look is the people you've connected with in the past. Who did you resonate with, and what do they have in common?

Purpose isn't easy to communicate.

When you work with corporations in standard consulting, the outcome you can deliver to the CEO is much more tangible. So how do you communicate not only the outcome but also the value of what you bring when you're purpose-focused? There's more than one bottom line: profit, people, purpose, and planet. And then what happens when the purpose-driven person isn't the CEO? It all loops back to the question: how do you find clients? Michael explains.

Don't hesitate to position yourself an expert.

You are an expert. If you're transitioning from a successful consulting business to a purposeful consulting business, you aren't leaving your expertise behind. You already have shown you can deliver great outcomes. Events are amazing for credibility, podcasts and social media platforms are meant to be leveraged for exposure, and the connections you have are the best referral system you can get. Use these tools!

Relationships make or break you.

Since referrals are one of the best ways to get clients, relationships are integral to that. Kevin brings an interesting point that you can often look locally for new relationships. The opportunity to meet someone face-to-face is one you shouldn't pass up. Michael also points out that nurturing relationships is the next step. Make the connections and nurture them.

Recommended Action

Make a list of the 5 people you know who really know you and ask them for introductions to other people who can help you. Then build relationships with them.

Free Downloads

If you find communicating your value to clients challenging, download the free Value Calculator that will change the way your clients see you, and give you the confidence you need when you talk to them.

If you want to get to the bottom of your clients' real problems and develop lasting relationships from the very start, you need the Ultimate Proposal Template. This is how you get clients to hire you again and again.

You might be your own worst enemy when it comes to getting and keeping clients. Chances are if you're doing one of these 5 things, you probably don't even realize it, so you'll repeat the mistakes over and over again. It's a provocative thing to suggest. You might even be offended, but it's time to ask some hard questions about why you're not getting, or keeping, clients. We'll also talk about how to address those problems.

Talking too much

When you meet with a prospective client, or even an existing client, it can be easier to talk too much. If you're doing even half of the talking, it's probably too much. If you talk too much trying to sell your solution to their problem, you're minimizing the chances of you getting the work. If you do manage to get the gig, talking too much hurts your chances of getting rehired. Michael explains how to ask and listen.

Not doing the work 

We want to buy lists, download freebies, find shortcuts that will tell us where to find clients. We want someone to point at who we should work with, and someone to tell us how to get them to say yes. There's an Internet full of freebies, lists, and advice, but the simple truth is that you are the only one who knows your expertise, and you're the only one who knows what kind of clients you want to work with. Michael gives you a few starting points. It's up to you to do it.

Not knowing the problem you solve

People often get caught up in trying to solve problems because they can, not because they should. Or worse, admitting that they can't do something. When you try to be everything for anyone, you're watered down and pulled away from the people who really need you. What are the top three problems you're best at solving? Figure that out before you approach another potential client.

Lack of confidence

Imposter syndrome. It's a buzzword. And it's real. It can sap your confidence, which saps your clients' confidence in your ability to solve their problems. With that said, you can't walk into a situation with the arrogant attitude that you know it all and no one else does. But if you can't guide your clients with a firm but respectful hand in solving your problem, they won't want to work with you again. Michael explains how to walk the fine line.

Overcomplicating things

We are bright and creative people. Sometimes we create problems, too. Have you ever gotten that blank look from a client when you're losing track of your own thoughts while talking? Or you asked them a super complicated question that required clarification from you? What you're actually doing is talking yourself out of a sale. Rather than solving their problems, you're creating more. And a simple truth is this: most problems people face will surprise you in their simplicity. Michael gives some advice for how to talk to clients and keep it simple.

Recommended Action

Review the last three conversations you had. How did you do on a scale of 1 to 10? Do you see any repeating mistakes from the list above? If so, how can you do better in your next conversation, using the advice Michael has given?

If you find communicating your value to clients challenging, download the free Value Calculator that will change the way your clients see you and give you the confidence you need when you talk to them.

Do you ever feel disconnected, like you're getting too little from the energy you pour into your work? Maybe you're approaching freelancing the wrong way. If you've listened to the podcast, you know by now that we aren't fans of 'drive-by impact' and chasing customers, living gig to gig. If you want another way to use your creativity and have stability and deep meaning in your work, this episode is for you.

It creates a more sustainable business where you spend your time doing what you do best.

Think about it: what part of your job do you enjoy the most? Is it getting clients, or getting your clients the results they want? When you have long-term engagements with clients, it takes the pressure off you to scramble for more and enables you to do your fulfilling work. The stuff you're good at.

Long-term engagements deepen your understanding of the problems your clients face.

There isn't a one-size-fits-all solution for every problem your clients face. If you aren't spending time with them, in their industry, learning their pain points, and the underlying issue causing the symptoms, then you won't be able to give them lasting solutions. When your understanding deepens, you gain the ability to deliver more impact, and you become an industry insider they look to time and time again. 

Longer term relationships allow you to leverage your expertise and experience to deliver more impact.

You have a pile of intellectual property: the things you've learned, the clients you've served, the mistakes and successes you've been through. You earned this intellectual property through deep engagement, becoming an industry insider, and taking the time to understand the problems. You have, in effect, become an authority, and it won't only be your clients looking up to you. It will be many of the people in the industry.

Long-term relationships build deeper engagement and connection with decision makers who will refer you to others.

Referrals are the best thing you can get. When you build a relationship with the people who decided with you and solve their problem, they become your greatest advocates. When they are talking with their peers, the ones who have the same problems as them, your name is one they will share.

Long-term relationships position you as a partner, not a vendor or salesperson.

This is an important distinction. In their mind, you become a part of your client's team. Rather than tossing them a solution and going on to the next client, you and your client work together to create a custom solution, then you guide them through implementation and upkeep. You are invested in their success, and that gives you every opportunity to knock their socks off. In your client's mind, you are no longer a cost. You bring value.

Recommended Action:

Sit down for an hour and map out a year-long engagement. It can be an existing client or one you're interested in working with. You don't have to use the plan, but notice how it changes your thinking. What would you do up front? What would you do to support them along the way? How can I make sure they get the results you promised? Once you've wrapped your mind around it, implement it! 

If you want to get to the bottom of your clients' real problems and develop lasting relationships from the very start, you need a proposal that goes above and beyond paragraphs and bullet points. This is how you get clients to hire you again and again.

Get the FREE Ultimate Proposal Template

When you sit down to plan your resolutions for the new year, what's your mindset? Are you focused on a 'to-do' list of things to check off for the year, or are you planning with the intention of creating not just the best year of your life, but also the best decade?

As you listen to this episode make sure you take notes of the 7 Cs Michael shares, but also, the action he recommends. Not only will you be crystal clear on the big picture, but staying in touch with it will help you make all the smaller decisions without needing an overwhelming to-do list.

The 7 Cs for 2018 and Beyond

1. Calendar - if you don't have a great system for managing your calendar, get one in place. Just as importantly, be protective of your time.
2. Challenges – you will face them. But the most significant challenges you will face will come from within. Confront them with the attitude of 'whatever this is, it's here to teach me something.'
3. Clients – customers is a popular word, but in truth, when you think of people as clients, your whole mindset changes. Position them as clients, and it also changes the way you see yourself. In addition, get very clear on who your clients should be.
4. Colleagues – who are the people you're hanging out with? Choose them carefully; they influence you directly. Take it further and get five people together for your own, small mastermind where no one is paying each other.
5. Commitments – nothing will cripple your business faster than overcommitting yourself. Michael explains the concept of white space in your schedule and how it will help you. Saying no isn't bad. Do it more!
6. Conferences – block out space for conferences each year. They are a chance for you to network and grow, so make sure you choose the top three or four that will benefit you. And before you go, formulate a plan to get the most out of them.
7. Courses – January is launch season. Online courses, workshops, and the like will be coming in from many different sources. Michael explains his one question when considering which courses are right for you: is this the next right step?

Recommended action

Get clear on where you're taking your business in 2018. Write your vision, your destination story. What does life look like for you on December 31, 2018? Using the 7 Cs above, how can you plan out your year to make it a reality? Then read it every day for the next year.

If you find communicating your value to clients challenging, download the free Value Calculator that will change the way your clients see you, and give you the confidence you need when you talk to them.

This template reflects a mindset and process shift that Michael experienced nearly twenty years ago when he was in a meeting with a CEO who was unable to think broadly about the impact he wanted and the problem he had. Michael realized that this person was trying to treat symptoms instead of fixing problems. He was thinking EVENTS instead of ENGAGEMENT. Learn what that really means.

Get the FREE Ultimate Proposal Template

Events vs. Engagement

In event thinking, the client identifies the problem, finds an expert, and invites them to come and speak or consult. But what if the client doesn't understand the problem? In engagement thinking, the client identifies the problem, reaches out to you, and you conduct a pre-planning process. You assess where things are and what the real problem is. Then you're able to deliver support that will make a real change. 

When you can tailor your support and services to your clients' real needs – not just what they think is wrong, you set yourself up to be hired over and over again. The client recognizes you understand the company, the issues, and the implementation and maintenance of solutions to accomplish more each day, quarter, and year.

How Do You Do It?

You use the Ultimate Proposal Template. Michael's started as a simple spreadsheet, and it's become more streamlined and robust over the years. One of the most powerful features is that you have in a single document a synopsis of the entire project laid out: the activity, the timing, the participants, and the objectives.

Unlike an overview, the Ultimate Proposal Template helps you uncover the real problems plaguing the company, and the steps you intend to take to solve them, and more importantly, continue to provide support and follow up. 

The Three Parts of the Template

First, the pre-planning section, where you identify the real problem. Second, the events section where you're delivering the right solution. Finally, the post event section where you're providing results-focused support. When you put all three of these parts together, you have the Ultimate Proposal Template that immediately communicates your value to your potential client.

Recommended Action

Download the Ultimate Proposal Template, take a look at it and create one for yourself in the spreadsheet of your choice. Think about how you can use it in your next project, cement the ideas in your mind, so when you sit down with a client, you're prepared to ENGAGE rather than just putting on an EVENT.

Get the FREE Ultimate Proposal Template