The Part-Time CEO

“When you leverage your network, you leverage the places where you’re already visible.”

Ashley DeLuca (11:31-11:35)

Organic marketing is the backbone of any successful company. But entrepreneurs often struggle to gain traction in the early stages of their businesses, causing frustration and loss of revenue.

Ashley DeLuca helps entrepreneurs convert ideal prospects into paying clients through email sequences that lead to consistent and predictable profits. But she didn’t start out as an email marketing strategist. Her journey began in web design after teaching herself HTML and CSS. She made connections through online groups where she found others pursuing the same things.

“I knew I needed to have someone who was going to fully commit to my business. One of the biggest investments I made was investing in a committed coaching relationship with Janelle.”

- Ashley DeLuca (12:31-12:45)

After starting a marketing agency with a fellow entrepreneur, she transitioned into the world of email marketing. Eventually, she left the agency behind and found herself starting over again. That difficult transition hit her revenue hard, bringing her down to a monthly income of $300 in November of that year. She quickly had to figure out what she would do next.

Leverage Your Network by Serving Others

Ashley had already built the foundation for her personal brand, so she had people who were still seeking out her services and expertise. Leveraging her network was the best way to get up and running. But instead of going to others and just trying to sell her services, Ashley checked in with her network to see what people needed. By identifying the problems people had, she could offer the solutions that brought her paying clients.

Positioning yourself as a problem solver is the best way to leverage your connections. Your network is the one place where you’ve already established visibility and credibility, so it’s an invaluable resource for anyone looking to build their business.

Ashley couldn’t build a successful business alone. She needed support from a coach or mentor who was fully committed to her goals. So she invested in a coaching relationship with me. Our relationship had already started when I was looking for a “unicorn” marketer who could write the copy I needed and build the sales funnel that would grow my own business.

Ashley was that unicorn. She was now coming to me for coaching, and she soon went from making $300 online in November to earning $3,000 by December. She would eventually reach $7,000 in monthly revenue. At the core of this huge leap was her trust in her intuition and focus on serving people at the highest capacity.

“What does it mean for you to serve at your higher capacity, and what does that offer look like?” - Janelle Lara (17:07-17:11)

The Email Marketing Strategy You Need to Leverage Your Network

Many business owners build a list only to let it become stagnant. But this leaves money and connections on the table. Failing to deliver high-quality content doesn’t serve you or your audience. You have to identify the gap between your free offer and the end goal of having clients work with (and pay) you. That gap is where you nurture your relationships in a way that has a positive impact on your audience.

Start with a standardized welcome sequence for anyone who chooses to opt in to your list. It's a way of introducing yourself so they become familiar with you and your story. But more importantly, it should be about what you can do for them long before you pitch them on your primary offer. The right welcome sequence creates an engaged community. But you need to show up often.

Creating a two-way relationship with email marketing starts with understanding who you’re talking to. You need to grow a “clean” list, which means that everyone on your list actually cares about what you’re saying. Analytics let you see who’s opening your emails, and your Client Relationship Management (CRM) tool lets you segment your audience and tailor messages to the right people.

Beware of Vanity Metrics

The social media landscape puts a high priority on likes, shares, and other vanity metrics. These are measurements that don’t reflect your revenue. Be careful not to fall into the trap of focusing on vanity metrics instead of creating profitable content. You want to focus on serving people, but you also need to generate revenue to create a sustainable business.

The money you make reflects the impact you’re making. Having a system in place to measure your email marketing is key to getting the best results. Your metrics should be easy to understand so you recognize the opportunities to re-engage with members who may have dropped off along the way. Email marketing is a powerful tool for leveraging your network. Your list is the most valuable asset your business has. Use it wisely to create an engaging community that you impact with your skills and expertise.

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!

• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].
• If you’d like to learn more about Ashley, visit her website at www.ashleykdeluca.com or check out her Facebook page.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“When you leverage your network, you leverage the places where you’re already visible.”

Ashley DeLuca (11:31-11:35)

Organic marketing is the backbone of any successful company. But entrepreneurs often struggle to gain traction in the early stages of their businesses, causing frustration and loss of revenue.

Ashley DeLuca helps entrepreneurs convert ideal prospects into paying clients through email sequences that lead to consistent and predictable profits. But she didn’t start out as an email marketing strategist. Her journey began in web design after teaching herself HTML and CSS. She made connections through online groups where she found others pursuing the same things.

“I knew I needed to have someone who was going to fully commit to my business. One of the biggest investments I made was investing in a committed coaching relationship with Janelle.”

- Ashley DeLuca (12:31-12:45)

After starting a marketing agency with a fellow entrepreneur, she transitioned into the world of email marketing. Eventually, she left the agency behind and found herself starting over again. That difficult transition hit her revenue hard, bringing her down to a monthly income of $300 in November of that year. She quickly had to figure out what she would do next.

Leverage Your Network by Serving Others

Ashley had already built the foundation for her personal brand, so she had people who were still seeking out her services and expertise. Leveraging her network was the best way to get up and running. But instead of going to others and just trying to sell her services, Ashley checked in with her network to see what people needed. By identifying the problems people had, she could offer the solutions that brought her paying clients.

Positioning yourself as a problem solver is the best way to leverage your connections. Your network is the one place where you’ve already established visibility and credibility, so it’s an invaluable resource for anyone looking to build their business.

Ashley couldn’t build a successful business alone. She needed support from a coach or mentor who was fully committed to her goals. So she invested in a coaching relationship with me. Our relationship had already started when I was looking for a “unicorn” marketer who could write the copy I needed and build the sales funnel that would grow my own business.

Ashley was that unicorn. She was now coming to me for coaching, and she soon went from making $300 online in November to earning $3,000 by December. She would eventually reach $7,000 in monthly revenue. At the core of this huge leap was her trust in her intuition and focus on serving people at the highest capacity.

“What does it mean for you to serve at your higher capacity, and what does that offer look like?” - Janelle Lara (17:07-17:11)

The Email Marketing Strategy You Need to Leverage Your Network

Many business owners build a list only to let it become stagnant. But this leaves money and connections on the table. Failing to deliver high-quality content doesn’t serve you or your audience. You have to identify the gap between your free offer and the end goal of having clients work with (and pay) you. That gap is where you nurture your relationships in a way that has a positive impact on your audience.

Start with a standardized welcome sequence for anyone who chooses to opt in to your list. It's a way of introducing yourself so they become familiar with you and your story. But more importantly, it should be about what you can do for them long before you pitch them on your primary offer. The right welcome sequence creates an engaged community. But you need to show up often.

Creating a two-way relationship with email marketing starts with understanding who you’re talking to. You need to grow a “clean” list, which means that everyone on your list actually cares about what you’re saying. Analytics let you see who’s opening your emails, and your Client Relationship Management (CRM) tool lets you segment your audience and tailor messages to the right people.

Beware of Vanity Metrics

The social media landscape puts a high priority on likes, shares, and other vanity metrics. These are measurements that don’t reflect your revenue. Be careful not to fall into the trap of focusing on vanity metrics instead of creating profitable content. You want to focus on serving people, but you also need to generate revenue to create a sustainable business.

The money you make reflects the impact you’re making. Having a system in place to measure your email marketing is key to getting the best results. Your metrics should be easy to understand so you recognize the opportunities to re-engage with members who may have dropped off along the way. Email marketing is a powerful tool for leveraging your network. Your list is the most valuable asset your business has. Use it wisely to create an engaging community that you impact with your skills and expertise.

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!

• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].
• If you’d like to learn more about Ashley, visit her website at www.ashleykdeluca.com or check out her Facebook page.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“If you want to be good at sales, you need empathy, and the ability to solve problems and listen. Those are the key components to a good salesperson.”

Peter Frumenti  (26:16-26:25)

Entrepreneurs often have mixed feelings about sales. On one hand, your ability to compel audiences to say “Yes” to your offer is essential to long-term success. On the other hand, many people have had negative experiences with sales, preventing them from learning the skills they need to grow their businesses.

Peter Frumenti teaches sales to online service-based entrepreneurs. By learning the best practices that get results, business owners can sell in a way that feels authentic and puts the needs of their clients first. Although many entrepreneurs start selling at an early age, others can learn the skills that make a good salesperson.

“People forget to qualify. They’re so desperate for the sale and just happy to have someone on the phone.” - Janelle Lara (23:11-23:21)

The ability to sell supports your professional and personal goals while teaching you to listen, empathize, and identify the solutions people want. Effective selling comes down to understanding who you’re talking to and giving them the clarity and support they need.

Why “Sales” is a Dirty Word for Some Entrepreneurs

The word “sales” conjures up images of pushy or sleazy salespeople looking to profit at the expense of others. Reframing your beliefs around sales makes it an enjoyable, fulfilling, and profitable part of your business. At its core, selling is giving service. It’s the process of identifying a problem and delivering the solution. When you do it right, the people you serve achieve the transformation they want and you receive compensation for your service.

“You don’t want someone who wants results in the shortest amount of time. You want someone who’s willing to do what it takes to get the result. That’s the qualifier.” - Peter Frumenti (24:07-24:12)

Best Practices to Master Your Sales

The following are some best practices you can use to get better sales results:

Uncover and diagnose the problem. The sales process starts when you ask the right questions and listen. What are your prospects currently doing to solve their problem? What results are they getting? If you’re working with other business owners, ask questions specific to their work. How many leads are they generating each month? Out of those leads, how many do they convert to paying clients?

Understand your prospect’s doubts. Your audience may have tried to solve their problem without success and believe they’ll never achieve their goal. Uncover the limiting beliefs, doubts, and fears of your prospect so you can better address their needs.

Help the prospect see what their problem is costing them. Your prospect’s problems may be getting in the way of their financial goals, family, intimate relationships, health, or other areas of life. Helping them see the true cost highlights the urgent need for your solution.

Get a clear vision of their motivation. Find out what motivates your prospect to take action. What would their life look like if they were to overcome their challenges? How would success show up in their life? The more clear they are on their motivation, the more likely they are to follow through on their commitment.

Qualify the prospect. Not everyone is coachable. Find out if the prospect is the right person for you. Will they turn to you for support when things get difficult? Do they believe your service or product will work? Qualifying your prospect increases their chances of success, while demonstrating that you won’t just work with anyone.

Connect the dots from their problem to your solution. Help your prospect see how your solution will solve their problem. Address their concerns, fears, and objections directly. Always bring the discussion back to their desired result so they see that your offer is exactly what they need.

Entrepreneurs need patience and emotional intelligence to listen to their prospects. They need the verbal IQ to lead conversations while being empathetic to their audience’s needs. If you just focus on making the sale, chances are you’ll end up working with the wrong clients who won’t get the results they want. This reflects poorly on your business. Having integrity in how you work and developing the skills for effective sales is the key to authentically growing your business.

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].
• If you want to learn more about Peter Frumenti and his secrets to mastering sales, visit www.salesteam6.com or join his Facebook group.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“If you want to be good at sales, you need empathy, and the ability to solve problems and listen. Those are the key components to a good salesperson.”

Peter Frumenti  (26:16-26:25)

Entrepreneurs often have mixed feelings about sales. On one hand, your ability to compel audiences to say “Yes” to your offer is essential to long-term success. On the other hand, many people have had negative experiences with sales, preventing them from learning the skills they need to grow their businesses.

Peter Frumenti teaches sales to online service-based entrepreneurs. By learning the best practices that get results, business owners can sell in a way that feels authentic and puts the needs of their clients first. Although many entrepreneurs start selling at an early age, others can learn the skills that make a good salesperson.

“People forget to qualify. They’re so desperate for the sale and just happy to have someone on the phone.” - Janelle Lara (23:11-23:21)

The ability to sell supports your professional and personal goals while teaching you to listen, empathize, and identify the solutions people want. Effective selling comes down to understanding who you’re talking to and giving them the clarity and support they need.

Why “Sales” is a Dirty Word for Some Entrepreneurs

The word “sales” conjures up images of pushy or sleazy salespeople looking to profit at the expense of others. Reframing your beliefs around sales makes it an enjoyable, fulfilling, and profitable part of your business. At its core, selling is giving service. It’s the process of identifying a problem and delivering the solution. When you do it right, the people you serve achieve the transformation they want and you receive compensation for your service.

“You don’t want someone who wants results in the shortest amount of time. You want someone who’s willing to do what it takes to get the result. That’s the qualifier.” - Peter Frumenti (24:07-24:12)

Best Practices to Master Your Sales

The following are some best practices you can use to get better sales results:

Uncover and diagnose the problem. The sales process starts when you ask the right questions and listen. What are your prospects currently doing to solve their problem? What results are they getting? If you’re working with other business owners, ask questions specific to their work. How many leads are they generating each month? Out of those leads, how many do they convert to paying clients?

Understand your prospect’s doubts. Your audience may have tried to solve their problem without success and believe they’ll never achieve their goal. Uncover the limiting beliefs, doubts, and fears of your prospect so you can better address their needs.

Help the prospect see what their problem is costing them. Your prospect’s problems may be getting in the way of their financial goals, family, intimate relationships, health, or other areas of life. Helping them see the true cost highlights the urgent need for your solution.

Get a clear vision of their motivation. Find out what motivates your prospect to take action. What would their life look like if they were to overcome their challenges? How would success show up in their life? The more clear they are on their motivation, the more likely they are to follow through on their commitment.

Qualify the prospect. Not everyone is coachable. Find out if the prospect is the right person for you. Will they turn to you for support when things get difficult? Do they believe your service or product will work? Qualifying your prospect increases their chances of success, while demonstrating that you won’t just work with anyone.

Connect the dots from their problem to your solution. Help your prospect see how your solution will solve their problem. Address their concerns, fears, and objections directly. Always bring the discussion back to their desired result so they see that your offer is exactly what they need.

Entrepreneurs need patience and emotional intelligence to listen to their prospects. They need the verbal IQ to lead conversations while being empathetic to their audience’s needs. If you just focus on making the sale, chances are you’ll end up working with the wrong clients who won’t get the results they want. This reflects poorly on your business. Having integrity in how you work and developing the skills for effective sales is the key to authentically growing your business.

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].
• If you want to learn more about Peter Frumenti and his secrets to mastering sales, visit www.salesteam6.com or join his Facebook group.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“You need to decide - I’m worth a 20-hour work week, I’m worth making money, it’s allowed to be easy, it’s allowed to be seamless, and I’m allowed to have it all.”

Janelle Lara (7:54-8:09) 

The value of balance, self-care, and systems in your life is not just for mothers. It’s for any business owner who wants to enjoy a lifestyle business.

Balance, self-care, and systems are so crucial, not just in terms of being a part-time CEO working twenty hours a week, but also in terms of the quality and level of work that we are able to bring to our clients and to our audience.

I’m going to explain, step-by-step, how I am a part-time CEO and manage a six-figure company and all of the activities that entails, from managing a small team, managing clients, fulfilling for clients, marketing, managing the finances, while also managing a household and a family.

“You need to figure out what works best for how YOU work best.”  

- Janelle Lara (10:33-10:38)

5 Steps to Reducing Your Work Week Hours

There are five very actionable steps you can take to reduce your work week if you want to be a Part-Time CEO or if you want to reduce your hours from what you are currently working. The purpose of all five of these steps is to increase your ability to serve at your highest capacity because that is where you are going to make the greatest impact as well as have the most enjoyment in your business.

“What does self-care mean for you? You need to decide that you’re worth it, design it, block it, and then commit.”   - Janelle Lara (32:32-32:38)

Step #1: Decide

The first step you need to take to maximize your ability to be a part-time CEO is to decide to do it.

You may need to work on whatever mindset issue you have between yourself and your ideal workweek, whether that be that you’re not worth taking the time, or that you have to work hard to make money, or that your sense of self-worth is connected to how busy you are.

Step #2: Design

You need to design your work week around your decision to limit the amount of time you are going to spend working.

I decided that twenty hours a week was my limit, so I designed my work week around those twenty hours.

The question you have to ask yourself is, “How do I work best?” I don’t do my best work when I’m constantly being interrupted. I need a full day of being a CEO and then I need a full day of being a stay-at-home mom. I realized I need to work in blocks of full days.

Some of you can’t do full eight-hour work days and need to work in chunks of fewer hours. So, you might design your work week to be four hours a day for five days a week, for example.

Step # 3: Block

Instead of reinventing the wheel every week, schedule blocks of time for those things you need to do every single week. Have a system that tells you what you should be doing and when you should be doing it.

My Google Calendar is the system I utilize to keep me on track. Every time I think of a to-do list item, I block out fifteen minutes to get it done on my Google Calendar.  When I find myself lost on Facebook or on my phone, I go straight to my Google Calendar to determine exactly what I’m supposed to be doing at that time and get back on track.

Step # 4: Commit

This is the hardest step for most people because things come up, like a client who wants to hop on the phone on a day you’re not scheduled to work.

In such cases, do what feels intuitively good at that moment. Ask yourself, “Do I feel like I’m bending over backwards for this person, or do I feel excited about getting on a call with them?” If it doesn’t feel good, don’t do it. This isn’t about being selfish, it’s about you showing up as your best self and at your highest capacity!

Step #5: Delegate

Take a blank sheet of paper and draw a line down the middle. Write “Optimized” on the left side and “Not Optimized” on the right.

Ask yourself, “What is optimized in my business? What do I absolutely love to do in my business?” Write your answers in the “Optimized” column.

Then ask, “What is not optimized? What do I hate doing in my business?” Write these answers in the “Not Optimized” column.

Look at the “Not Optimized” column and remove anything that isn’t necessary to run your business. Then delegate the rest. Do not do them yourself!

“Every single entrepreneur needs space to create. You cannot have that if you are constantly working, if you’re not respecting how you work, and if you’re not respecting the fact that you need time and rest and self-care.”

-Janelle Lara (20:32-20:57)

If you are not getting the self-care that you need, then you need to start the five steps all over again. Decide today to give yourself the gift of time and space to be creative, because that is when you will do your best work.

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“You need to decide - I’m worth a 20-hour work week, I’m worth making money, it’s allowed to be easy, it’s allowed to be seamless, and I’m allowed to have it all.”

Janelle Lara (7:54-8:09) 

The value of balance, self-care, and systems in your life is not just for mothers. It’s for any business owner who wants to enjoy a lifestyle business.

Balance, self-care, and systems are so crucial, not just in terms of being a part-time CEO working twenty hours a week, but also in terms of the quality and level of work that we are able to bring to our clients and to our audience.

I’m going to explain, step-by-step, how I am a part-time CEO and manage a six-figure company and all of the activities that entails, from managing a small team, managing clients, fulfilling for clients, marketing, managing the finances, while also managing a household and a family.

“You need to figure out what works best for how YOU work best.”  

- Janelle Lara (10:33-10:38)

5 Steps to Reducing Your Work Week Hours

There are five very actionable steps you can take to reduce your work week if you want to be a Part-Time CEO or if you want to reduce your hours from what you are currently working. The purpose of all five of these steps is to increase your ability to serve at your highest capacity because that is where you are going to make the greatest impact as well as have the most enjoyment in your business.

“What does self-care mean for you? You need to decide that you’re worth it, design it, block it, and then commit.”   - Janelle Lara (32:32-32:38)

Step #1: Decide

The first step you need to take to maximize your ability to be a part-time CEO is to decide to do it.

You may need to work on whatever mindset issue you have between yourself and your ideal workweek, whether that be that you’re not worth taking the time, or that you have to work hard to make money, or that your sense of self-worth is connected to how busy you are.

Step #2: Design

You need to design your work week around your decision to limit the amount of time you are going to spend working.

I decided that twenty hours a week was my limit, so I designed my work week around those twenty hours.

The question you have to ask yourself is, “How do I work best?” I don’t do my best work when I’m constantly being interrupted. I need a full day of being a CEO and then I need a full day of being a stay-at-home mom. I realized I need to work in blocks of full days.

Some of you can’t do full eight-hour work days and need to work in chunks of fewer hours. So, you might design your work week to be four hours a day for five days a week, for example.

Step # 3: Block

Instead of reinventing the wheel every week, schedule blocks of time for those things you need to do every single week. Have a system that tells you what you should be doing and when you should be doing it.

My Google Calendar is the system I utilize to keep me on track. Every time I think of a to-do list item, I block out fifteen minutes to get it done on my Google Calendar.  When I find myself lost on Facebook or on my phone, I go straight to my Google Calendar to determine exactly what I’m supposed to be doing at that time and get back on track.

Step # 4: Commit

This is the hardest step for most people because things come up, like a client who wants to hop on the phone on a day you’re not scheduled to work.

In such cases, do what feels intuitively good at that moment. Ask yourself, “Do I feel like I’m bending over backwards for this person, or do I feel excited about getting on a call with them?” If it doesn’t feel good, don’t do it. This isn’t about being selfish, it’s about you showing up as your best self and at your highest capacity!

Step #5: Delegate

Take a blank sheet of paper and draw a line down the middle. Write “Optimized” on the left side and “Not Optimized” on the right.

Ask yourself, “What is optimized in my business? What do I absolutely love to do in my business?” Write your answers in the “Optimized” column.

Then ask, “What is not optimized? What do I hate doing in my business?” Write these answers in the “Not Optimized” column.

Look at the “Not Optimized” column and remove anything that isn’t necessary to run your business. Then delegate the rest. Do not do them yourself!

“Every single entrepreneur needs space to create. You cannot have that if you are constantly working, if you’re not respecting how you work, and if you’re not respecting the fact that you need time and rest and self-care.”

-Janelle Lara (20:32-20:57)

If you are not getting the self-care that you need, then you need to start the five steps all over again. Decide today to give yourself the gift of time and space to be creative, because that is when you will do your best work.

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“When someone is ready to buy, they’ll either purchase from you or they’ll purchase from someone else.”

Janelle Lara (14:37-14:43)

CEO, I am so excited to share with you an EXCLUSIVE training from my Facebook Group, The Part-Time CEO. This beautiful, powerful community of entrepreneurs found it so helpful, that I just had to share it with you.

Knowing who you’re marketing to is critical to growing your business. But knowing how you’re marketing to them is even more important to the results you get from your business strategy.

Growing your client base and increasing your revenue depends on your ability to send the right message to the right prospects at the right time. Understanding the buying stages that everyone goes through helps you deliver the messages that resonate with your ideal clients and compel them to take action.

“When your clients are in the pre-buying stage, that’s not the time to make hard calls to action. The pre-buying stage is the opportunity for you to plant seeds.” - Janelle Lara (7:50-8:17)

There are three stages in the buying process. Every single person who will ever work with you will go through three stages of buying. The time frame varies, but the stages don’t. Many entrepreneurs are still in the dark about how to market to each one. As a result, they struggle to get clients consistently while their prospects move on to competitors who are marketing more effectively. Does this sound like you? You aren’t alone! Keep reading to learn more about the stages, and how to market strategically in each one.

The 3 Stages of Client Buying

#1: The Pre-Buying Stage

The pre-buying stage is when your prospect has yet to discover they have a problem. They don’t know about you or your business, and they don’t realize they need your services.

The first stage is when you plant the seeds that will bear fruit down the line. This isn’t the time to use hard calls to action (CTA). Instead, plant seeds by creating marketing assets that deliver value to your future clients.

Ask questions that help prospects become aware of their problem and shift their thinking about the goals they want to achieve. Use the marketing assets you create as lead magnets you can offer to anyone who might benefit from your expertise. Spend time in Facebook or LinkedIn groups offering value to others. Again, you’re planting seeds of awareness that primes your prospects for the upcoming buying stages.

#2: The Recognition and Search Stage

In the second buying stage, your prospect recognizes they have a problem and need help solving it. This is the stage where they begin to look for someone who can help them. They look for an expert, coach, or other service providers with the skills and expertise they need.

Marketing in the second buying stage is equivalent to nurturing the soil after you’ve planted the seeds. Nurture prospects by building relationships, reaching out to them, and offering support. Give them the resources that get them closer to their goal while thanking them for being a part of your community. Continue to deliver value so they can move to the third client buying stage.

“If you’re not getting clients consistently, it’s probably because you’re skipping one of the three client buying stages in your sales funnel.” - Janelle Lara (3:57-4:09)

#3: The Ready-to-Buy Stage

The third buying stage is when the prospect is aware of their problem, and they have an urgent need to have someone help them solve it. Imagine your prospect standing there with their credit card in hand, begging for someone to make them an offer.

This is when you make hard calls to action that compel prospects to take the next step into your sales process. Entrepreneurs often struggle with making offers and letting people know how prospects can work with them. You need to remember that the ready-to-buy stage doesn’t last long. Your prospect is ready to buy, and they’ll either buy from you or from one of your competitors. So create powerful calls to action and invite your prospects to enroll in your services.

Too many entrepreneurs are skipping one or more of these buying stages. They’re not planting seeds, nurturing their prospects, or making direct calls to action often enough. When you understand the three stages and how to market effectively in each one, you create a customized marketing strategy that aligns with each stage at the right time. You’ll reach prospects who’ll benefit from working with you while making sales an easier and more profitable part of your business.

How to get involved

• Follow The Part-Time CEO on Instagram for special, podcast related updates!
• If you haven’t joined The Part-Time CEO community on Facebook yet, what are you waiting for?! Join an army of empowered women who are creating the life and business they desire, without sacrificing the time they desire to spend on either.
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“When someone is ready to buy, they’ll either purchase from you or they’ll purchase from someone else.”

Janelle Lara (14:37-14:43)

CEO, I am so excited to share with you an EXCLUSIVE training from my Facebook Group, The Part-Time CEO. This beautiful, powerful community of entrepreneurs found it so helpful, that I just had to share it with you.

Knowing who you’re marketing to is critical to growing your business. But knowing how you’re marketing to them is even more important to the results you get from your business strategy.

Growing your client base and increasing your revenue depends on your ability to send the right message to the right prospects at the right time. Understanding the buying stages that everyone goes through helps you deliver the messages that resonate with your ideal clients and compel them to take action.

“When your clients are in the pre-buying stage, that’s not the time to make hard calls to action. The pre-buying stage is the opportunity for you to plant seeds.” - Janelle Lara (7:50-8:17)

There are three stages in the buying process. Every single person who will ever work with you will go through three stages of buying. The time frame varies, but the stages don’t. Many entrepreneurs are still in the dark about how to market to each one. As a result, they struggle to get clients consistently while their prospects move on to competitors who are marketing more effectively. Does this sound like you? You aren’t alone! Keep reading to learn more about the stages, and how to market strategically in each one.

The 3 Stages of Client Buying

#1: The Pre-Buying Stage

The pre-buying stage is when your prospect has yet to discover they have a problem. They don’t know about you or your business, and they don’t realize they need your services.

The first stage is when you plant the seeds that will bear fruit down the line. This isn’t the time to use hard calls to action (CTA). Instead, plant seeds by creating marketing assets that deliver value to your future clients.

Ask questions that help prospects become aware of their problem and shift their thinking about the goals they want to achieve. Use the marketing assets you create as lead magnets you can offer to anyone who might benefit from your expertise. Spend time in Facebook or LinkedIn groups offering value to others. Again, you’re planting seeds of awareness that primes your prospects for the upcoming buying stages.

#2: The Recognition and Search Stage

In the second buying stage, your prospect recognizes they have a problem and need help solving it. This is the stage where they begin to look for someone who can help them. They look for an expert, coach, or other service providers with the skills and expertise they need.

Marketing in the second buying stage is equivalent to nurturing the soil after you’ve planted the seeds. Nurture prospects by building relationships, reaching out to them, and offering support. Give them the resources that get them closer to their goal while thanking them for being a part of your community. Continue to deliver value so they can move to the third client buying stage.

“If you’re not getting clients consistently, it’s probably because you’re skipping one of the three client buying stages in your sales funnel.” - Janelle Lara (3:57-4:09)

#3: The Ready-to-Buy Stage

The third buying stage is when the prospect is aware of their problem, and they have an urgent need to have someone help them solve it. Imagine your prospect standing there with their credit card in hand, begging for someone to make them an offer.

This is when you make hard calls to action that compel prospects to take the next step into your sales process. Entrepreneurs often struggle with making offers and letting people know how prospects can work with them. You need to remember that the ready-to-buy stage doesn’t last long. Your prospect is ready to buy, and they’ll either buy from you or from one of your competitors. So create powerful calls to action and invite your prospects to enroll in your services.

Too many entrepreneurs are skipping one or more of these buying stages. They’re not planting seeds, nurturing their prospects, or making direct calls to action often enough. When you understand the three stages and how to market effectively in each one, you create a customized marketing strategy that aligns with each stage at the right time. You’ll reach prospects who’ll benefit from working with you while making sales an easier and more profitable part of your business.

How to get involved

• Follow The Part-Time CEO on Instagram for special, podcast related updates!
• If you haven’t joined The Part-Time CEO community on Facebook yet, what are you waiting for?! Join an army of empowered women who are creating the life and business they desire, without sacrificing the time they desire to spend on either.
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“If you want to be featured on a podcast, you need to give in order to get.”

Janelle Lara (6:59 - 7:01)

Learn the right way to grab the attention of a podcast host and become a guest speaker on their show.

Every entrepreneur wants their business to be seen and heard. But lately, I’ve been rather surprised and disappointed by the great lengths people will go to increase the visibility of their business. I’ve recognized a trend where entrepreneurs think it’s okay to just pop out of the woodwork and ask to be featured on my podcast. Let me be the first to tell you, it’s not okay and to be frank, it’s quite rude! To ask a podcast host for the ability to speak on their show is no small request. Most podcasters, like myself, stream one episode per week leaving just fifty-two episodes a year to share expert knowledge and guidance. A podcast host’s time is precious. If you’re hoping to become a guest speaker, you’re going to have to do a little more than just ask. You’ll need to invest some time and energy establishing an online presence before you can get what you want.

“Don’t just come out of the woodwork, out of nowhere and say, “Hey, I want to be featured on your podcast.” - Janelle Lara (6:50 - 6:56)

Before even attempting to reach out to a podcast host, you need to make yourself known to them and their community.  Instead of focusing on what the podcast host can do for you, instead add value to what they are doing. Give first, before you try to get.

Follow these five tips to get started and potentially be featured on a podcast.

• Listen to the podcast. Only a handful of entrepreneurs who reach out asking to be featured on my show can relay their favorite episode. Do your homework to avoid looking like a fool. Listen first to see if the podcast coincides with your message and speaks to your intended audience.

• Engage with the host and their community. Leave a review on iTunes, converse on the podcast group page, or share a favorite episode on your Instagram story! Make sure to tag the host and explain why their podcast is so inspirational to your audience. You’ll make the host’s day and build a noticeable online presence.

• Shoot the podcast host an email saying how much you love their podcast. If you really want to go above and beyond, reach out to the host directly. Go into detail of the impact their expertise has provided. A direct message of this caliber could get you on a first name basis and inspire the host with direction for meaningful content.

• Be interesting. I admit I only want to invite people on my podcast who can give me and my audience valuable information. The goal is to expand upon knowledge. Offer something so savory and unique it can’t be passed up.

• Ask the host to be a guest on your podcast first. If you don’t have a podcast yet, that’s okay. You can ask to interview the host and stream it live on your Facebook group instead. Create an opportunity for the host to recognize what the chemistry would be like conversing with you on a smaller scale, before asking for a larger scale.

“If it sounds like gaining visibility through a podcast will take a long time… it will. You need to establish a relationship with the host first, and building a relationship does take time.”  Janelle Lara (12:30 - 12:50)

Visibility is a key component to the success of any business. As with everything else, results take time. There are no shortcuts or back alleys to cut through. Yes, you will need to dedicate a great amount of time and energy to establish a presence and relationship with a podcast host and community.

If your main purpose in being featured on a podcast is to increase your business’ visibility, let me save you some time. Check out my free Six-Figure Challenge!Over the course of seven days, I’ll be sending you everything you need to set the foundation for a six-figure business.

If you feel like podcasts are the best platform for your message, use the five steps above to appropriately make yourself known to the podcast host and their community. Stay persistent and soon enough you will be seen and heard!

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“If you want to be featured on a podcast, you need to give in order to get.”

Janelle Lara (6:59 - 7:01)

Learn the right way to grab the attention of a podcast host and become a guest speaker on their show.

Every entrepreneur wants their business to be seen and heard. But lately, I’ve been rather surprised and disappointed by the great lengths people will go to increase the visibility of their business. I’ve recognized a trend where entrepreneurs think it’s okay to just pop out of the woodwork and ask to be featured on my podcast. Let me be the first to tell you, it’s not okay and to be frank, it’s quite rude! To ask a podcast host for the ability to speak on their show is no small request. Most podcasters, like myself, stream one episode per week leaving just fifty-two episodes a year to share expert knowledge and guidance. A podcast host’s time is precious. If you’re hoping to become a guest speaker, you’re going to have to do a little more than just ask. You’ll need to invest some time and energy establishing an online presence before you can get what you want.

“Don’t just come out of the woodwork, out of nowhere and say, “Hey, I want to be featured on your podcast.” - Janelle Lara (6:50 - 6:56)

Before even attempting to reach out to a podcast host, you need to make yourself known to them and their community.  Instead of focusing on what the podcast host can do for you, instead add value to what they are doing. Give first, before you try to get.

Follow these five tips to get started and potentially be featured on a podcast.

• Listen to the podcast. Only a handful of entrepreneurs who reach out asking to be featured on my show can relay their favorite episode. Do your homework to avoid looking like a fool. Listen first to see if the podcast coincides with your message and speaks to your intended audience.

• Engage with the host and their community. Leave a review on iTunes, converse on the podcast group page, or share a favorite episode on your Instagram story! Make sure to tag the host and explain why their podcast is so inspirational to your audience. You’ll make the host’s day and build a noticeable online presence.

• Shoot the podcast host an email saying how much you love their podcast. If you really want to go above and beyond, reach out to the host directly. Go into detail of the impact their expertise has provided. A direct message of this caliber could get you on a first name basis and inspire the host with direction for meaningful content.

• Be interesting. I admit I only want to invite people on my podcast who can give me and my audience valuable information. The goal is to expand upon knowledge. Offer something so savory and unique it can’t be passed up.

• Ask the host to be a guest on your podcast first. If you don’t have a podcast yet, that’s okay. You can ask to interview the host and stream it live on your Facebook group instead. Create an opportunity for the host to recognize what the chemistry would be like conversing with you on a smaller scale, before asking for a larger scale.

“If it sounds like gaining visibility through a podcast will take a long time… it will. You need to establish a relationship with the host first, and building a relationship does take time.”  Janelle Lara (12:30 - 12:50)

Visibility is a key component to the success of any business. As with everything else, results take time. There are no shortcuts or back alleys to cut through. Yes, you will need to dedicate a great amount of time and energy to establish a presence and relationship with a podcast host and community.

If your main purpose in being featured on a podcast is to increase your business’ visibility, let me save you some time. Check out my free Six-Figure Challenge!Over the course of seven days, I’ll be sending you everything you need to set the foundation for a six-figure business.

If you feel like podcasts are the best platform for your message, use the five steps above to appropriately make yourself known to the podcast host and their community. Stay persistent and soon enough you will be seen and heard!

How to get involved

• Follow @theparttimeceopodcast on Instagram for special, podcast related updates!
• For more resources, information on my coaching services, and a whole community of Part-Time CEOs, find me on Facebook at Janelle Lara, my website, or email me at [email protected].

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!