So this last portion we talked about the web strategy and I just pulled a few things out but obviously the three main things that michael spoke about was focusing on the fact that it's a siri's of pages and within each page we've got to think about who is coming to the site what we want them to do when they're on that page and then how we will get them to do it he said that many times and so any time a speaker is saying something repeatedly we know it's important got to remember it um so he also kind of emphasized that this number to what we want them to do it's sort of like our goal uh so I thought that was pretty important well he talked about social media the importance of it in different ways to think about it um I thought it was interesting that he said to focus on fewer platforms just get you know more of a following just kind of focus and to me that's sort of I don't know it feels good because I got so many things to do I'm sure you do too so I thought that was good and then pro...
bably my favorite thing that he said what's more important eating for a week or you know, refreshing your website so it was pretty funny um there's a lot of little a little things I added as well your website is never done um you know, we all just sort of it's it's difficult to get it to a point and you think you're done and you don't have toe work on it so much but that's so much so I wrote that down as well anything else? Great, huh? Pretty incredible what she did there don't you see how you could do more with others then you can do alone. Are you guys ready? Are you ready for the wrap up here we are. You ready for the wrap party tonight? Yeah. Wow. Okay, so here's the thing what we know is that marketing does not get you clients from a practical perspective when we look at the work that we do we do not focus on getting clients with marketing. We just focus on creating awareness. We also know there are certain people were meant to serve and others as my mother would say do it with me not so much. And we also know that book yourself solid is a love story disguised as a business book a love story between you and all of the inspiring clients that you'll serve and maybe even a love story between you and the whole concept of marketing and selling. So now we know that we have how many self promotion strategies six and we know that three of them are mandatory in three of them are optional networking is a mandatory are optional direct outreach mandatory optional referrals mandatory are optional how about speaking? How about writing? How about web strategies except of course a good web site that is a direct response tool that starts a conversation with the client good. Now, once we create awareness with these marketing strategies with these self promotion strategies under do this just to mess with the camera guys, they don't know where I am good now over here we've got our foundation and we built our foundation on the first day we know there are how many building blocks to this foundation and the reason we need to foundation is so that when people come and check us out, they know that this foundation was built for us that when they stand on it it feels solid and these four building blocks include the red velvet rope policy of working on ly with ideal clients clients that energize you inspire you most importantly allow you to do your best work because what happens out in the world when you're doing your best work? Two things people start talking about your best work and you love every minute of the work you do which inspires you to do more of it which compels you to do more marketing so you might actually like marketing as an opportunity for full self expression then of course you now understand why people buy what you're selling you have a target market you know the needs and desires of the people in the target market you know the single biggest result you help people get and you know, the deep rooted core benefits of that result from a financial, emotional, physical and even spiritually perspective. And now the third building block is my favorite, and I think yours too, developing a personal brand identity as confronting as it may be too stand in front of the people you want to serve and tell them what your stand for. Tu sei tutta I stand for this and the best thing for you would be me because you have a hoodoo what statement? So you could do that? I help you do this, you ever why you do it statement so you could tell them why you get up every day to do this work and you can turn that why you do it statement into a tagline so you decide how you're known in the world because you've got all three of these building blocks in place you could talk about what you do any which way till sunday three seconds, three minutes, three hours, three weeks, three years it doesn't matter, but because you also have to keep in touch strategy, you will keep in touch with these people and over time they will know that you help them get what they want, they will know your brand identity it will know why you get up every day to do this work and if this foundation is solid, then they will reach out. They will give you their hand. They will give you an opportunity to earn their trust trust built in an instant no it's built over time. So then what do you do? You gotta build have a plan for building trust and credibility. So what you do? You make sure that the standard credibility builders in place you make sure that your likability factor is high. You make sure that you feel cops say I'm an expert in this if you could do that, then you design the sale cycle no barrier to entry offer so it's easy to engage with you, and then you start to make other offers that are proportionate to the amount of trust that you've earned. That's critical sales offers must be proportionate to the amount of trust that you've earned that's the linchpin of the book yourself solid system and now we also master to keep in touch strategy so we know how to keep in touch with the people inside our sales cycle. And of course we've found we discovered a really, really easy way to organize our information products, lee generating information products, small ones just to get that lead and really big ones books, programmes, workshops, et cetera and that those information products will give you more offers they will help speed up the pace of your sales cycle and they will demonstrate more credibility and then yesterday afternoon we mastered perfect pricing you saw the different pricing models that you have available to you you learned about framing about anchoring about how to use incentives bonuses et cetera you also now understand that the way that you price yourself reflects how you val yourself and as a result you're raising your prices aren't you say yes if you are oh that was weak I gotta thank you thank you very much just say yes would be just to give me some energy for the clothes yeah thank you. Okay, so once you got the perfect pricing in place now the whole sales conversation gets super simple and you now have a four part formula that you can use to have a sales conversation it's not a script doesn't always happen like that but if you know what that potential client wants to achieve and if you know why and they know why and they can articulate why you can then say to them would you like help with that and if they say yes you could say would you like that to be me because I do my best work with somebody just like you say what do you mean so you're my ideal client what do you mean? Well I've noticed that your collaborative that you do what you say you're going to do, that you have a big heart, that you care about other people, and I do my best work with somebody, just like you. Who do you think she wants to work with? The person that honestly does her best, their best work with someone like her, or the person that will work with anybody? That's, poulsen, a checkbook, answer's obvious. And when you have all of this built, guess what happened, guys, what do you do? You book the business, and the process repeats itself again and again and again and again, and that, my dear friends, my lovers, is the book yourself, solid system. They like to book yourself. Sound system, yeah.