Your Dream Business

Today’s episode of the podcast is an interview with Krista Miller who runs Summit in a Box. We talk all about online summits including the power of them, how to run a successful one and some things to avoid!

 

KEY TAKEAWAYS COVERED IN THE PODCAST

• A virtual summit is just like an in-person conference, but it is done online. There is usually different speakers and sessions you can join and learn about different topics.
• You want to give people who attend a transformation and information to take away.
• Community is really important – Facebook groups work well for this.
• Love on your attendees and speakers.
• Virtual summits are great for launching your course, membership, product or service.
• Virtual summits can make an impact, no matter what the size of your business.
• It is not essential to have the huge influencers and names in your virtual summit – there should not be any minimum requirements in terms of email lists and social media following.
• Think about what you want your attendees to get out of your summit and what topics will be covered.
• Avoid just asking your besties to speak at your virtual summit.
• Influencers are not that helpful! They will do the bare minimum. Their audience will not hear a peep about your summit – Don’t stress about getting these big names.
• Look for people with the same audience as your summit and get specific on who you are helping.
• Make it as easy as possible for your speakers!
• If you can’t pay your speakers, give them a good affiliate deal – at least 40%.
• If you already sell something or have your own website already – you do not need to invest in a really expensive system to do your virtual summit!
• Adult brains only concentrate for around 17 minutes before they get distracted so aim for 15-20 minute presentations for your summit.
• Niche down for your summit and choose a topic that will create a transformation for them.
• When you know exactly who you are talking to and what you are going to help them achieve, it will be all-round easier to promote and get people to sign up.
• Speakers are the biggest thing for the promotion of your virtual summit.
• Give your audience a transformation they are going to care about and won’t want to miss the sessions about.
• The end goal of the thing you should sell should match up with the end goal of your virtual summit.
• Mention your offer throughout your summit in a natural way and make it clear there will be an offer at the end.
• Have your super fans as part of your summit.
• Give yourself 90 days to set up your virtual summit.
• Follow the process and do the steps!

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

Get specific with your summit audience and topic – this is more attention-grabbing and will add more value to your audience making them want to be a part of it!

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• An introduction to Krista 05:36
• What is a virtual summit? 10:25
• How to make money by hosting a virtual summit 12:13
• Getting speakers/guests for your virtual summit 14:26
• What do you need for a virtual summit? 23:47
• Marketing your virtual summit 25:47
• Making your virtual summit stand out 32:01
• How to sell at virtual summits 39:40
• How long does it take to organise a virtual summit? 48:08

 

CHECK KRISTA OUT:

 

Instagram

 

RESOURCES MENTIONED

 

Join me for my FREE bootcamp

Deadline funnel

Want the full transcript-click here!

In today’s episode of the podcast, I give you three things that are key to running a successful business.

 

KEY TAKEAWAYS COVERED IN THE PODCAST

 

• I’m running a FREE bootcamp – Create Your Dream Business Bootcamp. Running from Monday 17th May to Friday 24th. You can sign up here.
• A dream business for some people may be a 6 or 7 figure business, for others, it may look like more time freedom, doing what they love or having a business that works for them.
• Just because you haven’t turned over 6 figures in one year or had a 7 figure launch, does not mean you are not successful.
• Don’t judge your dream business against someone else’s idea of what a dream business should look like.
• You have to know what you want from your business and where you want to go.
• If your mindset isn’t right – you won’t be moving anywhere in business!
• You can have all the tools and strategies you need to have a successful business but your brain can still hold you back.

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

Your dream business may look completely different to someone else’s – you can decide what you want and put a strategy in place to get there.

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• My upcoming bootcamp 01:29
• What is a dream business? 06:09
• The tools and strategies to have your dream business 10:38
• Mindset in business 13:49

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

Join me for my FREE Create Your Dream Business Bootcamp

Join the waitlist for my academy

 

Transcript below

 

Hello and really warm welcome to this week's episode of the podcast. How are you doing? So in UK, we've had some pretty nice weather and we've been doing some updates to our garden. If you follow me on Instagram, you'll see the garden which is back, and I'm really enjoying it.

 

And also I'm growing plants and loving it as a way to turn off from work, which as you may know, if you've listened to this podcast for a while, I'm not very good at turning off. Cause I love what I do. And therefore it doesn't feel like work when I'm spending lots of time doing it, but obviously it's not healthy to work all the time.

 

So I am working on finding other things and I'm quite likening, quite likening, quite liking the gardening. Anyway, if you're new to the podcast, this isn't something I talk about all the time. So don't need to worry a bit but like hang on that we're talking about marketing and business. I absolutely talk about that.

 

So this week, although you have hit on a slightly strange episode, if you're new, because this week I want to talk to you about something I'm running and it's, and I've chose the subject to sit with what I'm running. So basically the whole thing is going to be talking about this new thing that I'm doing.

 

So I am running a free bootcamp. It's called Create Your Dream Business Bootcamp, and I'm running it from, Oh, I knew this was going to happen. Like I should have this stuff in front of me. I'm running it from the 17th of May to the 24th of May. And as the title would suggest, it's all about how you create your dream business.

 

But that's what I want to talk about a couple of things today. So I want to tell you what it's about and why you should come and join me. One because it's free. And two, because it's going to be brilliant. If you've never done anything like this with me before you are in for a three. If you have you know, the kind of effort I put into this and how much I love it and how much good stuff I give you.

 

And this is going to be like, you've been on a webinar. This is like a webinar on, I dunno, drugs. Is that a phrase? I just made that up, but yeah. Anyway. So basically the bootcamp is aimed at helping you find a dream business. So let's start by. In fact, let me just tell you where to go to sign up for the bootcamp first.

 

And I'll remind you again at the end. So you'd go to teresaheathwareing.com/bootcamp. So it's covering three main key parts and it wasn't until I planned out the bootcamp that I finally realized that actually these three parts of business are some of the most important parts. Like when I look at successful business owners, when I look at my success, when I look at people that I work with and whether they're successful or not.

 

These three things are like key to running a business that is successful. So basically what's going to happen on a bootcamp is you're going to join me for those days. We're not working weekends. It's fine. Don't panic. So Monday you're going to have a workshop and we're going to go through step one.

 

Tuesday, we're going to have a Q and A session. I'll go live in the group and it's a private Facebook group for anybody on the bootcamp. And I will answer your questions. Tuesday, not Tuesday, the Wednesday, the 3rd day, we're going to be doing another workshop session on 0.2. I'm going to go through these points in a second with you.

 

Then on Thursday, you get to come on a coaching call with me and you might be one of the lucky people that get to do a hot seat with me. So this is where we put things into practice because you know what I love about any training or no I love all training, but there is some problems with it. The problem with training like this is that you're trying to relate it to your business.

 

So those Q and A sessions and that coaching call and hot seat session is so important because you're going to be able to come to me with your business and say, "Okay, Teresa, you said X, Y, Z. How do I make that work for me?" And that is one of the most powerful things about this whole process that I've put together is that we're going to have those sessions.

 

Then on the Friday, we're going to go through and have a, another workshop with the third step. And then on the Monday, we're going to have a celebration party where I give away every amazing prize. Where we review what we've done. And we look at next steps. So that's the bootcamp. It's going to be ACE so much good stuff. But let me tell you these three steps.

 

So the first thing I'd say is when I first started my business, I never thought about these three steps. Okay. Because I don't think you do. I think, depending on how you get into business and mine was very organic and very quick. I didn't stop to think, you know, "Well, what do I want my dream business to look like?"

 

I just, all I could think about was what I really need to do is earn some money, so I can continue to pay the mortgage, my daughter and I, you know, that's what I was concerned about. So I don't want you to think that if you've never thought about what do you want your business to look like and gone down that process, that, or some of these things don't kind of. Or you've not given it that much thought don't panic, because like I said, neither did I. But then once I kind of got in about, I don't know six months a year, I started to go, "Do you know what, this is working." And actually, and then I'm starting to work at what I like and what I don't like. And start to look at other people's businesses. And you just change.

 

So I think it takes a bit of time. Now I'm not saying if you're in the first you know, months of your business, that this bootcamp's no good for you, not at all. In fact, if anything well done for jumping in and getting on straight away, but really, you know, wherever you are, I think this is really going to help you.

 

So that was the first thing. So I never really thought about these things to begin with it. It's only, now I've stepped back and had chance to review and look at where I want to go and what I want to do. That now I can kind of work it out and work out how good these three steps are. So. Let's just talk, firstly, about what do I mean about a dream business. Now, for some people that dream business is going to look like a six figure business or a seven figure business.

 

But I think the mistakes we made in the past that everyone assumes that's exactly what everybody wants. And that's not the case at all. And also they measured the success from that. Now, you know, if I don't have a six-figure launch, which I've never had a six-figure launch, I'm obviously not want to be bragging about sort of money and stuff, but from a launch I've never earned six figures like overnight.

 

So people would, you know, when I look at the online space, lots of people would look at that and think, "Oh, you're a failure." Like, you know, your business isn't successful because you haven't had a six figure launch. But the truth is, I flipping love what I do. Like, I worked with the best people over the weekend actually, I went to see two of my members. Now, if you are not a member of my Academy and you're listening to this thinking "Wow she does that over Academy." I don't. Okay. Let's be honest. When you've got lots of people in the inner membership and all over the world, because we've got Australia and America and Germany and Europe, and then obviously the UK.

 

Like, I'm obviously not gonna visit locations. But these two members just happened to be local. And one of them was doing a particular event over the weekend and the other one had opened a new store and I haven't been to see it. So, and they literally were like 20 minutes from where I live. So I thought, you know what, I'm just going to surprise them and turn up and see them and, you know, go and support them because I can, because they're local.

 

And it was amazing. It was so, so nice to see them and to have that time with them. And you know, and when I talked to those people, when I talked to business owners, Oh, I completely lost my train of thought as to why I brought that up. But I brought it up because I, I have a dream business. I have a business where I get to do things on my terms. I get to work with people that I just absolutely love, help businesses that are brilliant, and I get to create my own stuff. And it's just brilliant. So, so this is where I want to touch on about the dream business thing, because it's, don't judge your dream business by someone else's like idea of what a dream business should look like.

 

So just because you haven't had a you know, six-figure year maybe, or just because you haven't had a launch with seven figures does not mean for one second that you're not successful and does not mean that you haven't got your dream business. So that's why the first step we're going to look at in the bootcamp, the first workshop is going to be all about knowing what you want and where you want to go.

 

Because until you know that. In your business, you could end up in any direction. You get distracted all the time "You constantly think, should I be doing that? Or should I be doing this?" And you haven't necessarily got a clear plan. Now I don't mean a clear plan as in like, "Okay on, you know, by this point, I'm going to have done this by this part I'm going to done that." I mean, a at least a destination vacation, you know what I mean? At least knowing where do you want to end up? Do you want a business that earned you lots of money. Do you want a business that only is part-time? Do you want a business that fits around children? Do you want a business that is a balance of the things you love and you don't have to do the things you hate? Do you want staff? Do you want building? Do you want, you know, all these things? So the first workshop is going to be all about How do you know what you want your dream business to be? And we're going to do this through a couple of activities.

 

We're going to have a look at things like your values and have a look at things that help you uncover. What does that dream business look like? So by the end of workshop one, Oh, and I should have said as well, this bootcamp is not a like sit and watch and just make a few notes. This bootcamp is we're doing the work.

 

I appreciate how valuable all of our time is. And as business owners, it is crazy valuable. So. I know that as luxury and as lovely as it would be to sit and just be motivated. And it is great sometimes to just do that and I will be motivating you, but also we need to do the work. So, and that's where the kind of gems are found.

 

So we're going to run through activity together. I'm going to give you the activity. You're going to do the work and we're going to work at what your dream business looks like. So step one, we're going to actually work out what that looks like. Step two then on workshop number two. And if you get stuck on it, then we've got the Q and A's on the next day.

 

So you can ask me and I can help you. Workshop number two on the Wednesday is about having the tools and strategies to get you there. Because now we know where we want our dream business to be or how we want to end up. And we might be a few steps behind. We might be a miles away. But now we know what do I need to do to help me get to that point as fast as I can.

 

So this is where the real marketing stuff comes in. This is my 16 plus years of marketing, working with hundreds and hundreds of small businesses. Doing 90 day programs where I worked one-to-one of my students and I literally help them go through every single step and help them, you know, put together their launch and their marketing and their even things they into like, you know, the hashtag strategy and, you know, some simple things like that.

 

So this is where we're going to get in the weeds of the actual marketing side. And I'm going to talk you through my roadmap that is about getting seen, getting people on your email list, getting people to them buy from you and then turning those people into raving fans. So I will walk you through the roadmap and we will then start plotting out what you need to do at each point of those roadmap.

 

Because often as well, I find that when I go through the roadmap with people, they look at one section and they just don't do it at all. And then they can start to see where their gaps are. Because it's all well and good if you are getting seen by your perfect customer. But then you're not asking them to go on your email list or, you know, asking them in a way that is convincing them.

 

So that's where we do a bit of the work around that. So we're going to walk through roadmap. You're going to have by the end of that session, have an idea of what your roadmap looks like in order to get your customers and to get to your business that you want. So, cause that's the thing I just wanna touch on as well.

 

I've got some members in the membership and one of them did a business and during lockdown, she couldn't do the business because it was very much reliant on something that was happening during lockdown, as in, it was in the wedding industry. And therefore, no weddings were going ahead. So, or not in the capacity that they were. So, she had to stop doing that, the wedding thing and pivoted to something different, the same skill set saying kind of using what she was good at, but pivoted. And now she's thinking, well, actually I really enjoy this more. So when it comes to her roadmap, her roadmap looks different for those two products.

 

So then we have to decide, "Okay, well, if you want to do more of this one thing, than the other, you need to change your roadmap." So, so that's why understanding your dream business is going to really help when we put your roadmap together. So that's workshop number two, working at how we actually get you there through my roadmap.

 

And then we've got the next day, which is the coaching call and the hot seats. So this is where you get your roadmap and if you're stuck and you go, "Well, I have been doing that Teresa and hasn't worked.", or "I have just realized that I'm missing X, Y, Z, at this roadmap. What could I do?" That's what I'm going to tell you.

 

That's where you're going to get me on a coaching call. We'll all be on screen as long as you're happy to be you don't have to be. And then I can answer your questions. So that's on day four. Then day five, workshop number three is all about mindset. Because, and I don't, don't grind if you grind or you're a bit like, "I don't, I don't want to talk about this thing." then I'm really sorry, but you know me now it's really important. Because it's all well and good knowing where you want to go.

 

It's all well and good having a roadmap to take you there. But if you have a brain that goes, "But I'm too scared." Or "What if I fail?" Or "What if I make an idiot of myself?" Or "Who the hell do I think I am to think that I could have a business that looks like that." if that brain sat there and your mindset is saying those things to you, it doesn't matter that you know where you want to go and you've got the roadmap.

 

You're not moving anywhere. Because your brain is so strong. I sat on a course. You've heard this a many times. I've sat in a course for a whole year. I had my goal. I knew where I wanted to be in my business. I had the tools, I have the strategy and the roadmap. I'd done it. I knew all that. That was easy. But I still sat and didn't launch it for 12 months.

 

I wasted 12 months because I was scared. So the mindset thing is so, so good. So in that workshop, we're going to go through a little bit of stuff about How our brain works with stuff, and I'm going to give you some of the tools and strategies that I use and that I teach in the Academy that help with these things.

 

So these aren't necessarily going to be, you know, some of the wowo stuff I love. This isn't going to be, let's meditate together. This isn't going to be those things. It's going to be really practical exercises that you can run through. That basically, you know, where we can help your mind start to shift and heart starts to look sort of, what's the word I'm trying to think of. Look logically at something rather than letting our fear and our Chimp brain take over and stop us. So that's workshop three that's on the Friday. And then on the Monday, we're going to tie it all together with this party and a prize and some other cool fun stuff.

 

And then look at what you may want to do then going forward. So it's going to be so, so good. I can't wait. I really hope. And I wasn't intending on doing this podcast like this. I was, I was just going to go back to something else and then go, "Hey, we've got a bootcamp coming." And it wasn't until I ran through those points.

 

And I was like, of course, all of that stuff makes perfect sense. They, those three steps are so critical to ending up with a business that you want. And some people won't do those steps not end up with the business they want by sheer, I don't know fluke or hard work, or I don't know, actually, I don't know if any of those right. But, but sometimes, and for me, for sure, I had to, had to really think about these things. I had to be really strategic. I had to decide....

Today’s episode of the podcast is an interview with the lovely Andréa Jones who helps businesses and podcasts build profitable online communities through simple social media solutions. Andréa is also the host of Savvy Social Podcast. We talk all about social media in general – including all the different platforms, what we should focus our energy on and how we can overcome overwhelm.

 

KEY TAKEAWAYS COVERED IN THE PODCAST

• Be on the platform(s) you enjoy, then it will feel easier.
• The top two platforms – Instagram and LinkedIn.
• There is a lot of opportunity on Instagram and part of the culture is to engage with others on it.
• LinkedIn is great for B2B for connecting with your target audience and it’s less used so there is no expectation of creating as much content.
• Twitter works well for activism, powerful messages, and conversation-based brands.
• If you produce a lot of video content, YouTube is a good platform to be on.
• TikTok is great for people to discover your video content and you can repurpose your content.
• Clubhouse is good for dynamic conversations but it can be a bit hit or miss.
• Don’t look at the new social media platforms until you are established on the main platforms.
• Facebook can be hard to use if you don’t have a paid ad budget.
• Facebook groups can be really good for interacting with others.
• You can have a presence without having to interact too much on some of the platforms.
• You do not have to be on every platform – just pick your favourite!
• We can’t focus our engagement on every platform – there is not enough time in the day!
• Content creator – your job is to create content and that is how you make your money.
• Business owner – your job is not to create content but you have to promote yourself on social media via content.
• Focus on the quality of the content you are producing as opposed to the frequency.
• Pick a time limit each week to create content for your chosen platform(s) and commit to it – see how much content you can create in that time.
• We can only do as much as we can at certain points in our business – we can’t compare what we do on social media to other experts.
• When you first start your business, it is HARD to be consistent on social media.
• Put on your blinders and focus on where you are right now – only improve yourself.
• We are all on our own timeline.
• The amount you can do depends on where you are in your business, team size, and income.
• Overwhelm comes from a lack of clarity around how social media actually helps our business.
• We don’t actually know the difference that being on social media is going to make to our business!
• Always make sure you are engaging intentionally – assign yourself tasks.
• Engagement idea – go to someone in your niche who is more established, go to their latest post and see who is liking and commenting on that post for you to then engage with.
• Reels are great for potential discoverability – Instagram are pushing them out a lot more.
• Reels are not as user-friendly as TikTok.
• The Instagram algorithm reduces the reach if you upload a video straight from TikTok but if it is a great video, it will still do well.
• The TikTok algorithm is one of the best as it learns your preferences, likes and what you want to see, then serves you that content! The potential for discoverability is a lot higher as you are shown content from people you don’t necessarily follow.
• Video is a really powerful way to connect with people on social media.

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

We can’t be active and engage on every single platform, every single day. We have to do what is realistic for us and where our business is right now.

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• An introduction to Andréa 05:37
• Social media platforms today 11:15
• New social media platforms 13:40
• Is Facebook effective anymore? 15:10
• Can we use the same content on each platform? 17:28
• How often should I post? 23:20
• Social media at different stages of your business 28:20
• How to avoid overwhelm with social media content 32:20
• Engaging on social media 35:58
• TikTok & Reels 43:07
• What should we be doing on social media right now? 53:40

 

CHECK ANDREA OUT:

 

Social Media Unwind Podcast

Podcast

Website

Instagram

 

In today’s episode of the podcast we talk about starting and growing your dream business. We cover what your dream business looks like and how it doesn’t have to look like anybody else’s!

 

KEY TAKEAWAYS COVERED IN THE PODCAST

 

·     In the early days, you don’t necessarily know where your business is going or have specific goals because you’re working it all out!

·     It also takes a little while to figure out what you like doing and what you don’t like doing!

·     Sometimes in our business owner journey, we look at other people and their businesses and think we should be doing the same – everyone’s journey is completely different and in those early days you just have to make it through and earn some money!

·     You will come across people who doubt what you are doing and don’t believe in you and your business - you have to surround yourself with the right people who get you and understand.

·     When people don’t know what it’s like to have your own business, they find it hard to understand.

·     Business ownership is a journey and we all might be on different stages at different times.

·     Identify where you are on your journey and be realistic with what you are managing and achieving.

·     Once you have been in your business for a good amount of time, you can then start to review different areas and look at moving forward to grow your business.

·     You have the choice to be whoever you want to be and go anywhere with your business you want to go.

·     If you don’t like certain areas of your business, you do not have to do it! Your work has to align with your values.

·     Your goals have to also be in line with your values so you can have a business you actually want!

·     The type of business you want completely comes down to you – it doesn’t have to look like anyone else’s.

·     Understanding what you want, what your goals are and what your dream for your business is, is so much more important than focusing on metrics such as “6 figure launches” etc.

·     Be motivated and not distracted by others in business. Do not compare!

·     Just because someone else says you can make more money a different way but you enjoy it, don’t be swayed.

·     We all have different things that drive us and we have to align our businesses with them.

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

You are doing the absolute best you can right now in your own business journey.

 

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

·     The early days of business ownership 03:21

·     Surrounding yourself with the right people 09:54

·     Growing your dream business 13:08

·     Aligning your business with your values 14:50

·     What business do you actually want? 21:40

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

NEW FREEBIE - My 5 key steps to successfully marketing your small business

Want the full transcript-click here!

Today’s episode of the podcast is an interview with Dr Nadia Brown who is a sales strategist, consultant, trainer and the founder of The Doyenne Agency. Dr Nadia works with business owners, companies and corporations to multi revenue and awaken the consistent closer in your sales team. In this episode we talk all about how to get over the fear of selling and how to close those sales!

 

KEY TAKEAWAYS COVERED IN THE PODCAST

 

• Think of selling as coming from a place of service – make sure what you are selling is right for that person (e.g. right product, time, price etc).
• Give people time and space to think about it.
• A lot of buyers are sceptical and may have been burned before – be understanding towards this.
• Walk them through the process at their pace, not yours.
• Qualify your leads – give your leads an application to fill out prior to your call.
• Ask what they want to accomplish and what their goals are.
• They need to understand what a difference you are going to make to them.
• Meet their objectives first, before you tell them everything you can offer.
• Objection handling can be on a call or on a sales page – this is when you talk about overcoming objections but this can be a little bit negative/overwhelming.
• Instead - Clarifying questions – people will always have questions and we can address them.
• It’s ok for people to say no if you are not the right fit for them – we have to help our customers to be comfortable with this.
• Have a level of confidence that shows you are detached from the outcome and gives them the space they need.
• We can’t control when people buy or if they buy – our job is to show up to guide them to that decision and nurture the relationship.
• It may take years to close a sale!
• If it’s a good fit, they will come back when they are ready.
• Make sure your copy tells the story and add videos so people can really get a feel for you.
• Email – add videos of you to allow people to get that connection with you.
• If you don’t sell – ask questions to your audience to understand. Review who your audience is and if the product is right for them.
• If you don’t have a large enough audience to sell a low ticket item – you will have cash flow problems.

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

You are coming from a place of service – your product/service has to be a good fit for your customer.

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• An introduction to Nadia 07:32
• Tips for selling 15:47
• Objection handing 27:30
• Closing the sale 29:50
• Selling low ticket items 36:14
• Understanding why you didn’t sell 39:10
• Value ladders 42:15

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

Bomb Bomb

 

Check Nadia out:

 

Instagram

Website

 

Transcript below

 

Hello and welcome to this week's episode of the podcast. How are you doing? We're in April which means we're getting closer to spring. I can't wait better one day in the UK. I think it was like. Last weekend where it was so lovely and it was so nice to be sat in the garden.

 

And if you find me on Instagram, there was a little sneak peek that may be garden and watches coming back. If you don't follow them on Instagram, you're thinking, what on earth is this woman talking about? So basically last summer I had my garden landscaped and changed and everything. And I followed it along on Instagram.

 

And I have to say, I never got such a reaction. Like this is what's really funny about things like social media is we spend hours creating this perfect content. And then I literally go onto Instagram stories and go, "Hey, I'm doing my garden. Want to see?" And people were like, they loved it. So we, um, ever a tweaker.

 

I am changing some things this summer and I've decided that a couple of the areas we designed it and worked very well and we're going to change them up and that sort of thing. Anyway, um, I haven't come on to history of gardening. Although I am getting into it, I have to say like, I've even planted some seeds.

 

My dad's planting some tomato plants for me and we're going to give them a go. And I'm denotes of Herb's. Cause I cook a lot with herbs and I spend a fortune, you know, if I can grow them great. So I'm obviously getting really old. Uh, that's my concern now I love gardening and indoor plants and things like that.

 

But anyway, let's get on with today's episode. So today we are talking about selling. And this is so perfect for this week because this, I don't know whether you've noticed, you may not have noticed, but basically I've changed up how I'm doing my social media. And I will tell you about this because I've got a whole series of things I want to talk about in terms of actual social media and what you do at what phase, because sometimes I think you look at someone who's a different level to you and thinks well or a different timeframe, or has more stuff or whatever. And you think "They do it like this? I should do it like this." It's like me looking at Gary V thinking "I should be on every platform every day."

 

Love all the content. Well, apparently he has a team of like 40 people that helps him. So when I have a team of 40 people that helped me with my content, then yeah, fair enough. I can send up on all these platforms. But right now I can't. So I'm not at his level. However, I am at a different level to where I was and we've changed of how we're doing. But you'll see.

 

Sorry. I'm like, Rambling on, but you'll see that basically now we have a focus to our content for the week. So I work with one of my amazing team. We work out what the focus is going to be, or I work at the focus is going to be, I then write some sort of big content that I do for the emails. And then from that, she's able to polite some bits of content and help me create some of the social media.

 

So that's really good. And, uh, finding that so useful, cause I'm kind of taking you on a journey. So, you know, at the beginning of the week I might talk about what something is and why you need it. And then towards the end of the week, I'll give you hints and tips. I might tell you a story. I might tell you something that really irritates me about it or something that like is amazing about it.

 

So this week I'm talking about fear and getting over fear. And this is really interesting that this podcast is lined up with that week, because I think that one thing that people think when they think of selling is they're scared to sell and I get it. I totally and utterly get it. It can be a super hard conversation to have.

 

So I was so grateful today to be able to bring you Dr. Nardia Brown, who is an expert in all things selling. Now I have to say we had such a laugh. She was a scream. We had a really good fun and a really lovely chat. You know? Cause it is interesting, you know? Obviously when I started the podcast, I pretty much knew everybody I was bringing on, or if I didn't know them personally, I'd followed their stuff and seen their stuff.

 

And therefore I would know what type of person they're like. And now 180 whatever episodes in, I am lucky in the sense that I get lots of requests, which is lovely for people to come on my podcast. As, you know, lots of them, I say no to, because they're not the right fit. So when I do have someone on the, I haven't had a personal interaction with, I obviously do my homework, but it's always interesting to know, you know, well, let's see how this goes and what they like and, and how we get on, but she was just brilliant.

 

Loved it a bit, such a great conversation. So, let me tell you a bit about Dr. Nardia Brown. She's a sales strategist, a consultant, a trainer, and the founder of The Doyenne. I think I said that wrong agency, a sales agent that works with business owners, companies, and corporations to multi revenue and awakened the consistent, closer within your sales team.

 

Gosh, could I have said that any worse than I did. I, you know, I hate reading and talking because I'm not very good at it. So basically she helps people learn how to close and how to sell. And she brings over 15 years experience in leadership and powerful conversations and achieving goals and the respect for people to develop a comprehensive sales process, to increase closing rates and satisfied client retention.

 

So what I loved about Dr. Nadia, is that like, it wasn't that horrible. I'm going to share and bleach sales conversation. It wasn't that kind of like, you know, make him cry, pin him down, ask them if they got their credit card. Absolutely. None of the source. It was so like, a "How I would like to do selling." "How I like to kind of approach that process in terms of have a conversation. Is it a right fit?" Let's be honest about it. If it's not then absolutely no problem at all. So it was a really good conversation. I really hope you can get lots from it. We do talk about high ticket items, but we do also talk about general selling as well. So I think there's some great stuff you're gonna be able to pick up in this.

 

I hope you enjoy today's episode.

 

Okay. It is with my great pleasure that I get to introduce to you the very lovely Dr. Nadia Brown. Nadia welcome to the podcast. How are you doing?

 

Dr. Nadia: I'm great. Thank you so much for having me.

 

Teresa: My pleasure. Now my listeners know, we always talk about the web because like we're British, we're obsessed and you're over in Phoenix, Arizona, which is just amazing.

 

And couldn't be probably more different weather-wise from where I am right now. So you are enjoying the sun and I have to say, and I'll see you guys don't see this, but you've got such lovely, bright colors, but it's like, you are bringing the sunshine today. So thanks for bringing a bit of sunshine. We always start off with explaining to my audience who you are and how you got to do the thing that you do today.

 

So if you are cool, we will start with that.

 

Dr. Nadia: Absolutely. So. It's funny because I talk about, you know, people are like, "How did you get into sales? How did you start training?" And I'm like, "Because I absolutely sucked it."

 

And I'm like, if anyone can learn it, so can you. And, um, when I first started my business, I was really focused on helping women step into their leadership. You know, I have a book Shattering Your Inner Glass Ceiling with all, you know, women's empowerment, but when it came to the sales part, Oh my gosh, it was just one of those.

 

I'd rather cut off my wrist. Do you know, to have to talk about or invite people to work with me. And so, because of that, I made a commitment to myself that I would figure it out. And when I did it opened the doors to other opportunities that I didn't see coming. And I have some really good friends who were like, "We need to hear your voice about this in the marketplace, and you really should talk about it more and do more of this."

 

So yeah, that's how I got started.

 

Teresa: That's that's really cool actually, that you identified, you were very good at it. And also I love the fact that your friends, like your voice needs to be heard, because I think like, When I think sales, like an image of someone comes into my head, like, you know, a male in his forties, fifties in a suit, looking a little bit like, yeah, like this isn't very nice.

 

And I, and I also think, and I apologize to my male listeners. Like as women, like there is something about selling. Did you think, or I just made up did you think?

 

Dr. Nadia: Oh, absolutely not. It's very. In it, you know, when women don't buy like men, like we don't purchase in the same process. And then we also, therefore don't sell like men. But a lot of times we're women, when we talk about sales and I'll ask that question, like, we. But just like you said, when you think about sales, what comes to image comes to mind? And I have a PowerPoint with that guy, you just, suit. And he's like, yeah. And he was like, no, no, no, no, no, no, I don't.

 

I don't even relate. Right. He's not the right gender. I would never be caught dead in that sin. Right. How do I been embodied that that is me. How do I show up authentically as me and sell in a way that feels comfortable yet is also effective.

 

Teresa: Yeah. So did you say, uh, when did you write your book?

 

Dr. Nadia:  Out in 2013.

 

Teresa: So did you already started on this sales journey then, or was that prior to the sales journey?

 

Dr. Nadia: That was prior to the sales journey. That was probably while I was still in my, "If I build it, they won't   come." So very naive.

 

Teresa: Oh, do you know what that's so funny. I am you, I use that phrase a lot because of the fact that unfortunately there are lots of small business owners out there and business owners in general that think like, "If I just find my space on the internet and I put a website up and then I make up a Facebook page, I don't need to do anything else."

 

And they. Whoever they are, are going to come in droves knocking at my door going "Teresa, can I, can I buy your stuff? I don't know what you're saying, but can I buy it?"

 

Dr. Nadia: "I don't know who you are, but I still want to buy it." Right?

 

Teresa: Yeah. Yeah, exactly. So, how, how did you go about that journey of learning for about the sales and becoming comfortable with it? Was there someone that you went to that was like your go-to mentor or how did that come about?

 

Dr. Nadia: Funny story. So I did hire a couple of different mentors, which is several different trainings. And one of the challenges was How do I sell, like me? How do I be an effective salesperson and yet not be the sleazy sales girl, right.

 

That was like, I don't want to be hurt. And I had a mentor who actually hired me to join their team. I did not know Teresa that I was going to be doing sales. I did not know everyone to understand that I went in thinking I was going to be doing one thing. And I knew that I would get like some sales training and coaching, but I never thought like I would be in that role.

 

Right. I was like, "Okay, I can watch videos and do some things.", but never will I be the sales person? Teresa I became the sales person, like number one sales person. And, and I'm just going through this process. I'm learning, um, you know, having conversations, I'm doing my thing. And one day, one of the owners of that company called me and he says, "Nadia, Do you realize that within a past 72 hours you sold like a hundred thousand dollars or some really ridiculous number."

 

Right. And I was like, "I did?" I was totally wasn't even tracked at it. And I was like "What?"

 

Teresa: Are you sure? Is that another Nadia again? So people could be confused.

 

Dr. Nadia: People called me because I don't think that is accurate. Right. And so in that conversation and some subsequent conversations, you know, they were like, "You're the only person that has come within our team and has been able to sell at this level that wasn't like an owner."

 

Right. And so it caused me to really pause because he also pointed out, like my style was also very different from their style. And so then I put my researcher head on. Cause I'm like, "Whoa, let's take a look at this." Right. And so like, you're right. One, I'm selling, I'm selling at a high level, what is making it different?

 

And I was like, All I'm doing though, is having conversations. Like my husband would come by my office some days. And then when I would come out and say, "Oh my gosh babe, I just closed the deal." And he was like, "You did, like, I thought you were in there talking to one of your friends." I guess it kind of felt that way.

 

And so that was, that was the start. And, you know, within that team, they had been, I started doing trainings for the other sales team members and some of their clients. And that was kind of the catalyst that really put me out there because like, you know what, I can do this and I can do it my way and still do it.

 

Teresa: And so again, I think when people think sales, like they think of that guy and then they think of like all the horrible tactics and also I've seen sales training in the past or some sales training where it's like, As they feel desperately trying to convince someone to do something they don't want to do.

 

Like it's a bit like those awful tactics of like, I don't know if you have it home in the States, but you know, when a double glazing person or a bathroom person comes to your house and basically won't leave until you sign the paperwork and they keep reducing the price, they keep reducing the price.

 

Like that's, I think that's why I, and lots of other people think I don't want to do that. Cause I don't want to look like that. Is that, is that your experience?

 

Dr. Nadia: Oh, my goodness. Yes. And a lot of people I've had people ask, like, how do I convince people to work with me? I'm like wrong attitude, or how do I overcome objections?

 

I'm like, "Oh my goodness. Don't get me started. Oh my I hate that term." Right. And, you know, because it puts you in an adversarial relationship with the people you say you want to work with and you go into that conversation feeling like I have to twist their arm, or I have to overpower them and come out the Victor.

 

And it's like, no, no, no, no, no. We need to go in with a collaborative atmosphere and or attitude. We need to go in also thinking about "Is this someone I even want to work with?" Right. You, you know, like sometimes in this conversation you talk to someone and you can feel it and we sometimes ignore it, but you can feel it. And it's like, no, no, no, this isn't a great fit for whatever reason.

 

Maybe it's not now. Maybe it's just not a good fit. And so, you know, helping people to understand that, no, you don't have to go into that conversation that way. Um, because that's going to impact how you show up or how people feel in that conversation as well.

 

Teresa: So I've got some questions asked around that, but I'm interested.

 

How would you show up in the conversation then? What sort of things like, so when you were selling, was that a cold sell? Was that a warm sell? What was the sell that was going on in that...

In today’s episode of the podcast we are talking all about the online business space and how to move your business from a one-to-one model to one-to-many model.

KEY TAKEAWAYS COVERED IN THE PODCAST

 

• A one-to-one business model is where you sell you and your team’s time for money.
• There is only so much you can get your team members to do – there will always be a limit.
• When you have a one-to-one business model, the only way you can increase your income is by increasing your prices.
• You only have a set amount of hours in your day.
• You need to think about why you chose to start your business – was it to earn lots of money or was it to have more time freedom?
• If you want to have time freedom – you may not want to work 24/7 to be able to earn that amount of money.
• A one-to-many business model is about doing what you do, but to more people for a lesser amount.
• What you charge one-to-one has to be your premium, then your one-to-many option is usually more cost effective for people.
• A one-to-many business model could be that you offer a workshop, a course, a membership, a coaching programme – there are so many options!
• One-to-many businesses are not ‘get rich quick’ options.
• You can earn more money from a one-to-many model because it is scalable.
• It is not easy to grow your one-to-many membership.
• If you are not well known for your ‘thing’ or have an existing audience, you are going to find it difficult to have a successful launch.
• There are lots of courses and memberships out there that will claim to teach you how to be “Insta-famous” but the reality is, just because it has worked for them and their business does not mean it will work for everyone.
• You have to build a business that suits you and your life.
• Anyone can have an online business but it takes work and it is not easy.
• Don’t get frustrated by the numbers – it is not all about the amount of money you make and the amount of people who buy.
• Just because people enjoy your content doesn’t necessarily mean they will buy.
• A normal launch gets between 7-10% conversion.
• Once you have launched, it is important to review and do it again.

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

You do not have to have a six-figure launch to be successful. Success should be defined by the love you have for what you do and the impact you get to make on others.

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• What is a one-to-one business and a one-to-many business? 02:56
• Myths about one-to-many businesses 11:50
• Measuring success 30:46

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

How to get started building your list

Join my academy waitlist!

My 90 day program

 

Transcript below

 

Hello and welcome to this week's solo episode of the podcast. It feels like a long time since I've done a solo episode, because normally I batch and I haven't been batching as well as I would like at the moment.

 

So I'm recording this fairly close to when it's going out, trying to get a wee bit ahead for my team. Because bless them they are very tolerant of me when I fall behind. But anyway, trying to get back ahead now. And now we are not doing small business superstar podcast anymore. We can hopefully get back ahead.

 

Cause you know, me, I do like to batch content and batch activities in general. Because there's a science proof of this. And one day I will actually find the proof and share it, but our brain doesn't like jumping from one activity to the other. So going from like recording a podcast episode to then writing an email to then doing a live, those things are very different activities.

 

So your brain struggles to get or transition quickly, one into the other. I'm multitasking as a method. I've set this for a while. So anyway, batching is good, really, really good and things get done a lot quiker when you do it that way. So if you've not done it, maybe give it a try. Fairly sure I did an episode on batching.

 

Maybe I should do another one. I can't remember. Anyway. So what are we talking about today? Now, today I'm going to be talking about the online business space and moving your business from a one-to-one to a more one to many. Now I've talked about this before. I think this time I'm going to be really honest about some stuff. Might get a little bit ranty.

 

I apologize in advance if I do, because there are some parts of this world and this space that really winds me up. So I apologize if that comes out during this episode, I promise it will be a helpful episode. Because I want to talk about why you maybe want to look at going from a one-to-one to one-to-many.

 

I think lots of you have considered this already. I think lots of you are debating the options of it. Some of you might have already tried. Some of you might have tried and failed and therefore you might be in a position that things, this doesn't work and I want to, you know, help you out with that, that thought. But let's start right at the beginning, okay.

 

So. What do I mean one-to-one and a one-to-many business. So I had an agency that sold out my time and my team's time. So we did things like we manage people's social media. We, I was doing consultancy. I was doing training. I did things like Facebook ads. And all of that is trading my time for money because other than bringing on more team members, which, you know, we can discuss that. And in fact, I probably should do an episode about bringing on a team and growing your business. I have done stuff before, but, but maybe talking specifically about this. Other than bringing on more people to do your thing for you and bearing in mind, there's only so much you can get them to do.

 

So let's say you are a coach or a counselor or a therapist or a personal trainer or you teach painting or whatever those things are. There's obviously so many things where you are the thing, and if you're doing it, one-to-one, you literally can only ever increase your income by increasing your amount.

 

Now, obviously that's natural that comes the more experienced you get, the more well-known you get, the more confident you get, you can increase your prices. And I certainly did that. I started, when I look at where I started, it was kind of you know, laughable from a, uh, it came back to my confidence.

 

I didn't have the confidence to actually put myself out there at a price I deserved. So anyway, it wasn't laughable from a, you know, that's a ridiculous amount to charge because everyone starts somewhere. And so did I, but now I look at it and think I should have been brave. It's charged a bit more because you know, my experience, my level of education, my quality of my work, I should charge more. Anyway.

 

Uh, side note. So the only way you can increase that income is by going up with your prices because you only have a set number of hours in your day. Now there are absolutely things that you can do to help yourself get more organized. You can bring in team members, even if you are the one that has to deliver the thing. Because they can come in and they can do your admin.

 

They can do your financing, they can do your financing. I didn't, I meant to say that the financing, they can do your invoicing, they can do your appointment booking. You can get systems that will send your emails for you. That's an automated thing. So when someone books in for a training, maybe it automatically sends out the email that tells them what they need to do to prep for it.

 

So there are lots of things that you can do that can help you become more organized and stop you from doing the things that you've got to do. So as that salary increases or as the amount you're charging increases and the more you're getting booked, then you can get rid of some of that other stuff off your plate.

 

You can get rid of some of the marketing off your plate. You could get someone to do your social medias or send your emails. Um, But, like I said, that comes as you start to increase your, your cost that case. That's one option. But again, you're going to hit a ceiling. There is only so much someone will pay someone to do something.

 

So, you know, if you're charging, I don't know, let's say your a coach and you're charging a hundred pounds an hour at the moment. And you want to charge, you know, 10 times that. Well, you've gotta be really realistic about, well, how many people are gonna buy it that that amount. Okay. So, like I said, there's a ceiling that you'll hit because we only have so much time in a day.

 

And also let's be really honest here about like, why did you come into business? Did you come into business because you wanted to earn loads of money? Well, if that's the case, then cool, you're going to work really hard and you're gonna put your prices up and you're gonna be really busy and you can earn that money.

 

Or did you come into business to live a free life to work less, to spend more time with the family, to have control over your time. And if that's the case, you might not want to work 24/7 just to bring in that income. So that's where everybody's been for a long while. And obviously I've been in this game, no, the marketing game for ages. But that was pretty much it, like if you were a coach or if you were, you know, if you taught people to bake or music or paint or, you know, whatever the thing might be, it tended to be a very one-to-one or a one to a small group. And that tended to be kind of, you know, you might run a class and five people might come to the class or, you know, that's the thing.

 

So there, there are options, but that was it. That was our options. And then. The internet came and all these other amazing things that we have now. And then COVID really accelerated this. I've been in the online space for a long while, and I have done online training with courses and memberships and coaching programs for years for like literally, probably eight, yeah, seven, eight years now. And I've watched this space and I've been in this space for ages, but I think. When COVID came, it really accelerated that as options to people because suddenly they couldn't sit in front of people. Suddenly they couldn't run a small classes to people. So then it started to open up the option of the technology for starters, and then maybe the concept of, okay, well, I can either charge one person this, you know, a hundred pounds an hour, or I can do something in a group program that I can take 10 people and charge them 30 pounds an hour and therefore earn more money in that hour than I could have done. That's basically a simple and the crux of it. That's it. Okay. It's about doing what you do, but to more people for lesser amount. Now, when you look at the one-to-one to one-to-many, you've got to understand that obviously what you charge one-to-one is always going to be your premium.

 

Having used that inference of me. Teach me the thing I'm going to expect to pay the most that I'll ever pay for that. So your one-to-many option is normally a much more cost-effective space or much more cost effective option for people. So my one-to-many option is my Academy. You join the Academy. You still get a chunk of me. Now, it's not me sitting down with you for an hour going through your business, but it is me in a Facebook group on coaching calls, doing lives.

 

It is me motivating you and keeping you accountable. There are elements where you get parts of me in that membership. But because of that, because it's only parts of me and it's not working one-to-one when I'm on a coaching call. You know, my, my members asked me direct questions about their business. And I know their businesses because I love what I do and I can't help, but, you know, get totally involved.

 

And, and I do all my research and I look at who's in there and what their businesses are. And, and one of the beauties, I think of all the stuff that I've done is that I've worked with so many different sectors and so many different industries. And my experience isn't just based on the experience of my own business. Oh that I'd need to come back to that point, because that is something interesting when people go from one-to-one to one-to-many.

 

Yeah, it's my experience is based on the fact that I've done marketing for more industries than you can probably think about and strange, weird products and services that who knew they even existed. And I've had to work at how to market them. So for me, I love doing that in the Academy. I love doing that on the coaching call.

 

Anyway, I digress. So obviously because of that, the Academy is currently priced at $59 because obviously you don't get me one-to-one. If you want me one-to-one then the 90 day program is now priced at 4,997 or something that. Off the top of my head. But that's one-to-one you get me uh, and I only take a very small handful of these people because this is not something I can do a whole lot because of my time.

 

But you get me, one-to-one you get me on a call every other week for an hour, and we talk about your business and we move you forward. So that's one thing I wanted to kind of stress in terms of, can you see the difference in terms of what am I charging for one-to-one and then what would I charge for a one-to-many scenario.

 

So a one-to-many can be a course. It can be a workshop. It can be a membership. It can be a coaching program, a group coaching program. There are so many options. So basically you take the thing you do, and you just look at how you can do that at scale. But there's a few things I wanted like, be totally honest about.

 

And you'll see on social media, I'm talking about this as well and sharing a few of my thoughts. The first thought is this is absolutely not get rich quick. There are so many stories out there from big amazing entrepreneurs about their students and what they've done. In fact, I was scrolling through Instagram this morning and I saw someone I follow posting how someone did 160,000 K on their first launch. Now I'm not saying that that isn't true. I'm confident that they are telling the truth. What I'm saying is that is not typical. That is not typically what happens. Now I have been involved in lots of launches over the time, lots of my own lots of other peoples.

 

And I've seen some amazing successes. I've done a launch where in fact, I've done two launches with, with people where they've bought in. I think one was 250 and one was 300 members straight off the bat, their very first launch. But one thing you have to remember in that scenario is the two people or the two businesses I'm talking about in particular, they were both really well-established in their industry.

 

They had been around building their audience, showing their expertise out there on social media for a long time before they offered this product. So that's, so those kind of two methods come into the same one. So myth one is that it's a get rich quick. It absolutely isn't necessarily a get rich quick. Now, is it that you can earn more money doing that? Then yes, absolutely. Because whether I've got 10 members in my membership or a thousand members in my membership, Oh, I wish I'd have a thousand in my membership. Let's be totally honest here. Like that would be amazing. Could you imagine the maths on that? And this is what I do all the time. I do the math. So I've got my calculator in front of me two seconds.

 

Right. So let's say, and obviously not everyone in my membership pays $59. So. But let's say they do. Uh, they didn't, they don't pay $59 because obviously when I first started it, the price is cheaper and it's gone up as we've got more value as I've tweaked and improved and changed things. So $59 times that 10. And I really going to times up by 10?

 

Am I really gonna just do that? A calculator? I probably could have just done that in my head. I feel so stupid now. Anyway. Uh, so if you've got 10 members, that's $590 a month. That's cool. Great. You've just done $590 a month. But I do the same work for that many people as I would for a thousand. And obviously if I have a thousand people in there instead of $590, I've got $59,000.

 

So the scalability of this thing, that's where the money can be earned. But the truth is that is not an easy thing to do. That is not. You know, a press, a button, tell the world have done it. And suddenly these people are going to come flocking. It takes work. I'm not saying it's not cheap. Well, it totally is.

 

I have good friends in the membership space and one of them has 4,000 members in there membership, which is crazy amazing. But like I said, this is not a easy task. Okay. So that was the first myth that really irritates me. The second myth is, or the second annoyance slight rant is when people, like I said, launch, having not been in that space.

 

And they wonder why it's not work. So, as I mentioned earlier, I've done two launches that were super successful, but they were both really well known in there space. So what happens and what tends to happen is people think, "Oh yeah, I want this online business. I'm going to do a membership. I'm going to do a course."

 

What can I do a course on or membership on or what kind of workshop on. And maybe it's not what you normally offer. Maybe it's not a thing that you've been talking about for years and therefore no one knows you are good at this thing. No one knows that you are worth listening to and paying money for.

 

And that is a big thing. Like the credibility. Now I'm going to be totally, totally honest about my stuff. Because I do think there is way too much. I dunno, not BS. Cause I don't think all of it's BS, like just showing you the best bits. So when I opened my membership bearing in mind at that point I had, I think I have my podcast.

 

Yeah. I must've done how old the podcast is and how the membership is. So I had my podcast, I was very well known. Uh, I'd built up an okay audience. I probably had like, I dunno, 1,500 people on my list. I had spoken on lots of stages. I had done lots of things. And when I opened my membership, I closed the doors on 30 people. So 30 people join my membership. Right. And it's funny because at the time I remember doing it and I was all over the place being seen in lots of places. And I remember people going like, "Oh my God, you're so successful. Oh, this is amazing. Look at your Instagram. You're here, there, and everywhere you're doing this stuff."

 

And I would really honestly say to them, "Do you want to check my bank balance because I can assure you that does not match what you're seeing on Instagram." And that's the truth. That is the absolute, God's honest truth. That when I opened my membership, I had 30 people in it. So, uh, and also, Oh, actually I'll come to that a sec. Was just hell I'm literally just like talking...

This week’s Small Business Superstars is Darcey Clarke who is a hair stylist.

 

A little bit about Darcey’s amazing business…

 

Darcey has been in the hair industry for 5 years now and when the Coronavirus pandemic meant she had to close for months at a time, Darcey used the time to focus on getting her name out there online.

 

What one marketing thing made a difference to their business? 

 

TikTok! Since last Summer, Darcey has been putting videos on TikTok regularly all about hair and the products she recommends.

 

What difference did it make to them and their business? 

 

There has been an amazing response to Darcey’s videos on TikTok and her profile has continued to grow – it currently has 21,000 followers! It also helped build her Instagram profile as people would come over from TikTok. Darcey has also had amazing brand such as GHD, Cloud Nine and Love Hair reach out to work with her!

 

Where you can find Darcey

 

Instagram: @darceymariahair

TikTok: @darceymariahair

 

Want the full transcript-click here!

Today’s episode of the podcast is an interview with Vicki Jakes who is an online marketing and website optimisation consultant helping small businesses sell more stuff via their websites. We talk all about Google Analytics and how you can learn to love your data to help you increase conversions!

 

KEY TAKEAWAYS COVERED IN THE PODCAST

 

• Google Analytics is a free tool that Google gives everyone that you can use to track activity on your website.
• You can then understand how many people are coming to your website, where they have come from and what content they have clicked on.
• Google Analytics is built by developers, for developers.
• Try to check your analytics weekly or just after you have run a specific campaign.
• The first report you should be checking on a weekly basis is the audience overview report – this will tell you how many people have come to your site.
• Google Analytics can detect if people have returned to your site or if they are a new user.
• A visit to your website is called a session – Google Analytics can tell you how many sessions per user.
• Pageviews is how many of your individual URLs have been viewed such as blog posts, product pages, privacy pages etc.
• It is important to track your page views to see how long people are staying on your site and what pages they are viewing.
• If you want to increase the amount of page views per customer, this could be done by making your pages more engaging and more ‘sticky’.
• Another way to increase the amount of time people spend on your website is to add recommendations at the bottom of blog posts to take users to other blog posts.
• Keep an eye on your average session duration – how long someone is spending on your website.
• Have a look at your mobile report – this will show the type of device users are using to access your site. Make sure you are optimising your website for where most of your traffic is coming from (mobile).
• Over half of all website traffic comes from mobile!
• Your acquisition report will tell you where your traffic has come from – search engines, other websites, and social media.
• Tracking where your traffic comes from is so important so you can make sure you are spending your time in the right places to drive more traffic to your website.
• You can see what people are looking at on your website via your behaviour report.
• Your website should be organic – you should be re-writing content and trying new things all the time.
• The only comparison for website traffic should be your own. The metrics you apply to your site are relative to the amount of effort you are driving there.
• You can have small traffic numbers and make a lot of money – don’t think you have to have hundreds or thousands of visitors to be successful.
• Landing pages are great for campaigns so you can direct your traffic to them during campaigns to convert customers.
• You can still track your lead page traffic by connecting any third-party providers to your Google Analytics.

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

Google Analytics helps us to validate all our marketing activities and track what is working and what is not so we can keep on improving and increasing conversions.

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• An introduction to Vicki – 09:00
• What is Google Analytics? – 26:59
• Using Google Analytics to find out who is visiting your website – 28:13
• How to make a website page ‘sticky’ – 33:20
• Using Google Analytics to find out where your website traffic has come from – 37:00
• Using Google Analytics to find out what people are looking at on your website – 42:50
• How many visitors should I be getting to my website? 48:40
• Should I use landing pages? 51:10

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

Check Vicki out!

Want the full transcript-click here!

This week’s Small Business Superstars are Danielle from Red Beau Party Box and Jenette from Hardy Soft Play.

 

A little bit about Danielle’s amazing business…

 

Red Beau Party Box sells eco-friendly crafts and activities for children. Prior to the pandemic, Danielle had a lot of business for children’s birthday parties.

 

A little bit about Jenette’s amazing business…

 

Hardy Soft Play Hire offers a hire service for bouncy castles, soft play and fun stuff for party events.

 

What one marketing thing made a difference to their businesses? After the pandemic struck in March 2020 and both businesses were hit hard due to no parties being able to take place, the pair decided to contact lots of local businesses and ask them to create a small video about their products. Danielle and Jenette then packaged up the videos to promote these small businesses and their amazing products. They then set up a Christmas virtual fair via a Facebook group where businesses could showcase their products to potential buyers.

 

What difference did it make to them and their businesses? 

 

They had 230 stalls within their Facebook group and nearly 7000 shoppers to shop! All the people in the group wanted small businesses. The majority of the stallholders found their sales had increased since joining the group. Lots of stallholders also collaborated to form new partnerships. Danielle and Jenette are now so much more visible on social media since lockdown which will help them later on with their businesses.

 

Where you can find Danielle

 

Instagram: @redbeaubox

Facebook: @redbeaupartybox

Where you can find Jenette

 

Instagram: @hardysoftplayhire

Facebook: @hardysoftplay

Join the Virtual Fair – Virtual Fair – Support a Small Business

 

Transcript below

 

Hello and a very warm welcome to this week's Small Business Superstar Podcast. How are you doing? Uh, you'd think have to all these episodes. I don't know how many Small Business Superstar's podcasts I've done, but you'd think I would find a much easier way of saying it. But anyway, I still stumbling my words every single time.

 

So this week I'm not just bringing you one guest, I'm bringing you two. So please welcome Danielle Barker and Jenette Hardy to the podcast. Hello ladies, how are you doing?

 

Jenette: Hi, Teresa.

 

Danielle: We're doing well. Thank you.

 

Teresa: Good, good. Just so you know, obviously I know people get. Like a little bit freak about different social distance stuff. We are all on zoom. The ladies are in their own, their own homes where they are. So ladies, let's start by introducing what you do separately because you're very similar, but then you came together to do something hands so got two of you on. So Danielle, let's start with you first. Tell my lovely audience who you are and how you got to do the thing you do today.

 

Danielle: So I'm Danielle and I have a business called Red Beau, spelled B-E-A-U, and I make eco-friendly crafts and activities for children. And before COVID, um, it was primarily for children's birthday parties. Um, hence why we found a new Avenue.

 

Jenette: And I'm Jenette, and I'm in a half an hour away from Danielle. I'm also going to Party based business.

 

Called Hardy Soft Play Hire. So predominantly we hire out bounce castle, soft play and all the fun stuff packed in events. So come sort of March last year, 2020. Um, obviously our business went a bit wrong because no events and parties were happening. So yeah, we needed to concentrate on something else. Keep our minds active, keep the money coming in and yeah, just, just to keep us maybe forwards.

 

Teresa: So did you two know each other when you started your subsequent businesses or do you meet through your businesses?

 

Danielle: Yeah, we met through our businesses, although we do have some personal connections that we found out that later. But we've, we happens to go to the same network and events locally.

 

We're both farm-based, um, both rural in the North West of England. So yeah, we, we came together with a lot of similarities. We both got two children, um, and now we have lots of mutual business friends.

 

Teresa: Love it, love it. So you both have these party based businesses, which like you said, literally fell on its backside when COVID hit. What was your first initial.

 

Like how did you first think about it? And what did you think you were going to do about it?

 

Danielle: Well, I have no, no doubt that Jenette find a way to do it. She's very creative, very inventive when it comes to business. Um, so I knew there was, would be a, a thing that she could find to move forward. And, um, Jenette can tell you about this, but at the right, at the beginning, we, Jenette had a great idea that we collaborated on.

 

If you wants to tell them about that Jenette?

 

Jenette: Yeah. So all I have a Facebook, they're all of these funny little videos and all the young farmers and stuff were doing, whether they were passing things between each other and sharing them and getting great engagement. And I was like, there's so many brilliant small businesses.

 

But have so much to offer even in a global pandemic and I'm really wanting to showcase that. So, um, I put my head together with Danielle and we've contacted loads of local businesses across our area. And they all made these amazing little video clips for. It was just a few seconds long where they showcased one of their products and such of three weeks.

 

Took us off screen while we, and then we parceled it out to show that, you know, just because it's locked down and you can't go to a shop and you can still send amazing, wonderful gifts for local businesses in your area. You know, this is the array that's available locally, get in touch with these businesses and do it.

 

And that's where our subsequent idea stemmed from all around the local businesses. Been able to still offer amazing products and services, just not in the normal way.

 

Teresa: Yeah. Yeah. Was there ever a thought of, you know, cause then guessing you both said you live on farms, so that, that was going to continue obviously, no matter what. Was there ever a point where you thought "Do you know what we're going to be homeschooling the kids, the farm still carrying on? I might just put my feet up for a locked down and well see where we'll go." What was that never really a consideration.

 

Danielle: Well it never occurred to me, it's just, I would keep going, keep working and see what I could. The more you work at something, the more things that open, open, the more ideas you have.

Um, and I thought at the very least I could educate myself more on business processes and refine how it work, refine a product at the very least, but we still found a way through.

 

Teresa: Yeah. Yeah, no, that's awesome. So we're loceked down. You've put together this awesome thing, which again is amazing. This is what like, saying I love about locked down that is really hard because obviously no one really loves it. But you would never have done that collaboration.

 

You did never contacted those businesses. You'd never have done that networking. If it hadn't been for the scenario that you were in, would you?

 

Jenette: No, it was, it was brilliant. It really gave us the opportunity that connects us businesses and build those relationships. Yeah, it was really good.

 

Teresa: And do you think as well? I'm just thinking about this, like pre COVID. I think I've had this conversation with someone literally this morning about how pre COVID we would have been like "We'll keep everything close. We're in our own bubbles." Where, or "Our business isn't the same as the are them, or we aren't the same type of people as then." And then I think what COVID did is it made everybody just go, "Oh my God, we are all in the same boat for the first time."

 

Probably ever. We were all experiencing the same difficulties and that I don't know about you too, and what you think. But that, for me, felt like it opened up the door to just be like, "Come on in everybody, you know, we're all friends here." Is, did you feel that when you were contacting those businesses?

 

Danielle: Yeah. Yeah, yeah, definitely. Yeah. And we noticed once we, um, we found this other wrapping you, and we're speaking to all these different businesses, it became even more apparent because we knew for a fact that the role in the same boat and all trying to scramble to find the same outlets.

 

Teresa: Yeah.

 

Jenette: It was just a September time, but you know, still this whole idea of small business juggling and having an offering and ourselves will in June, how we can grow our businesses and grow out of reach that we came up with the idea of running a virtual Christmas fair air on Facebook.

 

And we're like, you know, it gives everybody the chance to really showcase what they're doing. And for shoppers to buy, you know, great items. So we started contacting those small businesses that have been involved earlier in the year. And we got most of them involved. They were, there was so key and then it just grew and grew from there.

 

I mean, at the start we set ourselves a target of 50 stalls and we thought if we can build a community of about 50 stalls, that would be brilliant. I will have plenty to offer. Everyone can get together, really bond and help each other. That. But by 20th of December or whatever it was, we finished the Christmas. We have 240 stalls. It's everybody wanting to be part of it. And what needs to be on board.

 

Danielle: On top of that, we had nearly 7,000 shoppers as well to shop with them. So, you know, we had both sides and all those people wanting sports, small businesses. It was just, well, it was a great match and, um, really nice thing to be part of.

 

Teresa: That's so cool. And I think, like you said, for me, especially as well, I bought a lot of Christmas presents from small businesses this last year, which not that I wouldn't normally do, but of course, normally I wouldn't do it online. Normally I would say that I would shop from a small business because I would go in the store.

 

Whereas I made a conscious effort to search out things and look for things that I maybe wouldn't have done in the past. But right let's just come back a little bit. So you'd never done a virtual fair before?

 

Danielle: No.

 

Jenette: No, no.

 

Teresa: Okay. I want you to explain, because I know for sure someone is going to be sat there, goin, "I don't get it."

 

Like, what do you mean a virtual fair stalls? Shoppers are not entirely sure, like, explain the logistics of what that looks like, um, how you got to suddenly become and do this. Like, was it just second nature or did you have to learn it? Learned it? That's terrible English. Did you have to teach yourself it? I'll still look better, but you know what I mean?

 

Danielle: Oh, go on Jennete.

 

Jenette: It was to my expect. Yeah. We had to learn and yeah, just a few things, quirky things with Facebook, we had to get our heads around. But generally operated the same way as a bill fair in real life for online. So a stall holder would pay a very small fee to have a stall. And every day they could post one of their products, items, or one of their ranges to really showcase it to the members in the group. And alongside that they could have their albums.

 

So that would be their stall table where the kind of all the items on there. So, if you wanted to go on and have a look for, I guess your mom, you could just go on and browse through all the stalls in the albums or through the news feed and see what items were popping off. And you could search, you know, if you wanted to buy a new hat or some soap or make up, you could, you know, you could search for that within the group. I could just ask a question, just say, you know, "I need something for my mom for Christmas. She loves dogs and she loves going for a walk and she loves wine. Anybody got an ideas?" And then the stall holders could give you recommendations.

 

Teresa: I love it.

 

Danielle: We also put up suggestions for people as well. So we said, "You know, if you're looking for something for your grandparents, um, you know, stall holders post below, and then there was lots of suggestions from all the stall holders." So that was a great prompt for people, you know, so that they could think, "Oh, well I need something from my best friend." You know, "I'll look through this thread." And then there was the topics tab within the group that they could go there, see all of the options, um, and just easily shop through through that way as well.

 

Teresa: So this was a brand new group that you just opened for this purpose?

 

Jenette: Yes.

 

Danielle: Yeah.

 

Teresa: And how did you market? I'm, I'm sat here thinking the, the members coming in effectively did the marketing for you.

 

Um, how did you market it? It was that a strategy or.

 

Jenette: Yeah, most, most of it was, we invited the first 50 maybe stall holders, in businesses that we knew. And then they invited all the stalls that they knew and their friends to become members. And from there, we started to obviously get seen on Facebook. So people would start joining of their own accord. Now somebody recommending us. Um, and a lot of those people were small businesses themselves on there are small businesses. And it'll go that way. Uh, we did get featured in the local press, helped as well. So that was great. Um, but yeah, most, mostly just word of mouth people going "I like what I see, I'm going to invite my friends to join."

 

Teresa: Yeah, that's amazing. Isn't it? So what about the sale? Well, two things. So one, what about the sales? How did they go? Did you get good feedback from the stall holders? And then I'll come back to my next question.

 

Danielle: Yeah, the majority of people found that the significant increase their, um, their sales through the stall. A lot of people collaborated as well, different stallholders together. Um, so that increased their visibility because they were working with, um, new partners. Yeah. Because they just, you know, for a nominal fee that we're reaching nearly 7,000 people that they weren't reaching before and people that were ready to shop as well.

 

Um, the, they took the sales personally through their own usual avenues. So the website, so however, they usually took the sales. And we didn't take part in that. We just encouraged people to shop with those stallholders.

 

Teresa: Okay, cool. So that was good. So what about your business then. So obviously as we speak, we are still in lockdown and parties are still a non-existent thing.

 

Danielle, first, would you like, is this a route now that you're thinking I'm going to use this as a part of my business strategy or what sort of effect has this had on you and your business?

 

Danielle: Well, I already had started to put together packs for birthdays and different occasions. Um, particularly occasions work well with the virtual fair.

 

And what we've done is we've continued it on, um, from, for when we reopened on the 1st of January, people could rejoin until the 31st of March. And we're highlighting particular occasions within that. So there's, Valentine's day, mother's day. And there's the usual birthdays and anniversaries and things like that. You don't normally buy gifts for. Um, Well, for me personally, um, having been able to help these other businesses and getting a small income from that, um, has really helped me still helping you reach nearly 7,000 people with my products. Um, it's just opened up this whole other avenue where I can promote my work.

 

Um, it's great because we have it now have a stallholders group as well, just for the stallholders where we can support each other, help each other, give each other tips and advice. And we also have an email group. Where we often give out help and advice to other businesses from our own experience.

 

So it's, it brings all of your knowledge to the forefront because you're telling other people about it, um, as, as well as yeah having the, the usual shopping, having you available to me.

 

Teresa: Yeah. What about you Jennete?

 

Jenette: I think for me, it's most of the connections I've made with people. So now they know who I am.

 

Um, they know me more, especially in stallholders, as a person, as a business person, as a real person, as a mom, as a entrepreneur. So when I go forward, you know, I'm sharing stuff that I'm doing, you know, they can resonate with me and support me on my journey as well. And a lot of our stall holders and members have kids.

 

Now services I offer are geographically based in the area, a lot are in this area. So I think once things get back to normal, you know, I will be their first thought when they were raging kids parties and getting some books. But I mean the other, the other side of it, I think as well, it's just the whole mental health side, you know, having something to focus on something positive and, you know, everybody's so supportive and encouraging with each other.

 

It's absolutely amazing. Now people want to be involved. They want to help you. You want to help them and you can all work together. And not be like, "You know what? I'm just going to binge watch movies and eat popcorn and chocolate and get fat and that's going to be my life." There's something more important to do a focus on.

 

And I think at the moment, especially when it's locked down keeps continuing and you really need something positive to focus on to keep...

Today’s episode of the podcast is an interview with Jeremy Enns who is CEO and story teller in chief of Counterweight creative – a podcast production and marketing agency, helping health and wellness experts leverage podcasting to become the go to authorities in their space. We talk all about how to be a guest on someone else’s podcast and podcast sponsorship opportunities!

 

KEY TAKEAWAYS COVERED IN THE PODCAST

•  Want to win an iPad? All you have to do is go and leave me a podcast review on Apple podcasts or where you listen to this podcast. Screenshot your review and post it on your social media tagging me!
• Podcast guesting is a great way to grow your own audience and get in front of people who are highly aligned with your messaging.
• You don’t need to have a podcast of your own to guest on someone else’s.
• When pitching to guests on a podcast, focus on what you can offer that audience and their interests.
• Before pitching, listen to the podcast and make sure the host has the same vibe as you, they cover the same content and there is an opportunity to share what you are an expert in.
• Get clear on who you can offer some sort of value to.
• Before you start pitching, brainstorm 3-5 topics you could talk about for 60 minutes. Make sure you can speak confidently on these topics and answer any questions. Then start researching podcasts you could talk about these topics on.
• There are over 1 million podcasts out there right now! Limit the scope of your outreach so it doesn’t get overwhelming.
• Who am I speaking to and what do I want to become known for?
• Podcast hosts get a lot of pitches, that means you need to find a way to stand out – lead with as much personality as possible.
• Most podcast hosts want to interact and engage with someone they are going to have fun with!
• It is hard to track sales/conversions from your podcast – anecdotal data is good. Ask your audience how they found you or survey your audience.
• A good level of podcast downloads is around 1,000-1,500 per episode.
• One way to make money through podcasting is sponsorships.
• There is no right podcast size – it depends on your niche, your personality, and what you talk about.
• It takes time to grow a podcast – 9-18 months before the snowball really starts to roll – keep going!
• Podcasting is not just talking to someone or having a conversation, it needs to be engaging and interesting for your audience. It takes time to figure out what your audience wants to listen to and get comfortable.
• Generally, you should look at sponsorship for your podcast – the sponsor that makes the most sense is for your own business to sponsor your podcast to promote your own stuff!
• Podcast ads should be fun and have personality – be enthusiastic!
• If you do bring on a podcast sponsor, make sure it is a brand/company you are enthusiastic about, would genuinely promote, and will benefit your audience.
• Podcast sponsorships – the narrower your niche, the more you can get.
• Try to think about add-ons you could offer to podcast sponsors such as newsletter features and social media features – package it all up to be more appealing to them.
• Think about your podcast as your trust-building system - you still need your exposure system (social media, paid ads, guest podcasting).
• When you have a podcast, you have to be consistent and keep on showing up.

 

THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…

 

There is no right podcast size – it depends on your niche, your personality, and what you talk about.

 

HIGHLIGHTS YOU SIMPLY CAN’T MISS

 

• An introduction to Jeremy 10:55
• Pitching to be on someone else’s podcast 13:40
• Making an income from podcasting? 25:30
• Podcast size/success 31:19
• Should you look at podcast sponsorship? 35:05
• Client launch success story 51:10

 

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

 

Jeremy’s FREE 5 day workshop!

How to get in front of other people’s audiences podcast

5 Steps to get started with podcasting podcast

 

Want the full transcript-click here!