#290: Creative ways to get more referrals - Tash Corbin, Heart-Centred Business Podcast
Heart-Centred Business Podcast
In today's episode, I'm going to share with you five creative ways that you can get more referrals in your business. This is an area where a lot of us just leave it to everyone else to do the work and get the referrals for us. We don't necessarily take an active role in encouraging referrals. But this can be a big mistake because you can get so many leads simply by creatively and non-aggressively encouraging people to send through referrals. I'm going to break it down for you in this episode. Show notes in full are at: tashcorbin.com/290 Follow Tash on Facebook: facebook.com/tashcorbincoaching Join the Heart-Centred Soul-Driven Entrepreneurs: facebook.com/groups/hcsde
#285: How to write copy that converts - Tash Corbin, Heart-Centred Business Podcast
Heart-Centred Business Podcast
In today's episode, I'm going to help you write copy that converts. This is something that I know a lot of people struggle with. It can be really difficult to understand how exactly to word things, what types of phrases to use, or how to really connect with your audience in writing in a way that's going to help them make a decision to buy from you. We're going to dive deep into this in today's episode, and I've got five juicy tips for you. Show notes in full are at: tashcorbin.com/285 Follow Tash on Facebook: facebook.com/tashcorbincoaching Join the Heart-Centred Soul-Driven Entrepreneurs: facebook.com/groups/hcsde
#278: How do you overcome a fear of success? - Tash Corbin, Heart-Centred
Heart-Centred Business Podcast
In today's episode, I'm going to break it down for you: How do you overcome a fear of success? And, first and foremost, do you HAVE a fear of success? I've also got a super juicy deal for you at the end of this episode! Before we work out how you overcome your fear of success, let's first check-in on whether you have a fear of success. Actually, we all do. We all have a fear of success at some level. There is a level of success that we could achieve, or a type of success that we could achieve, that we feel will have negative consequences - whether we are conscious of those beliefs around the negative consequences or whether it is a subconscious belief. Show notes in full are at: tashcorbin.com/278 Follow Tash on Facebook: facebook.com/tashcorbincoaching Join the Heart-Centred Soul-Driven Entrepreneurs: facebook.com/groups/hcsde
Today's episode is part of my Your Aligned Business series, where I interview inspiring people about their aligned businesses and the choices they've made to align their business with their values, goals and priorities.Tash Corbin is a business coach and marketing mentor for women who want to change the world. She specialises in high-connection, high-conversion business growth. She's the creator of the Heart Centred Business Conference and facilitates a Facebook community of over 34,000 entrepreneurs. Her incredible work can be found at tashcorbin.com.Tash breaks down how strategy needs to align with your individual strengths + shares some strategies that are working brilliantly right now.Here are some takeaways you can apply to YOUR business…Play to your strengths. Is your best space teaching a crowd? Incorporate it into your marketing strategy.Nurture your audience. Offer free information (quality content) that nurtures your audience along the way, building trust and intimacy.Reach your audience where you know you’ll find them. If your audience is on Facebook, focus on Facebook in your marketing strategy. Before you work on your reach though – know your niche!Come share your thoughts over at http://instagram.com/kerryrowett or http://facebook.com/awakenkinesiology. Connect with Tash at http://instagram.com/tashcorbin
How to improve your value proposition with Tash Corbin
The Emily Osmond Show
Does it feel as though you’re coming up against a brick wall - or blank faces - when trying to help your audience to understand how brilliant the things that you believe in and sell are? You know how powerful your products, services or programs are: if ONLY your audience would see too, right? Well, in this episode, we explore why your audience may not be understanding the value in what you have to offer, why that is, and three practical ways to help turn that around. My guest is Tash Corbin: a business mentor who specialises in lean business and consent-based marketing. She is passionate about helping womxn to change the world through entrepreneurship, because let’s face it, when womxn build wealth, everyone wins. Her Facebook community, Heart-Centred Soul-Driven Entrepreneurs is one of the most engaged and supportive communities you’ll ever find. Tash also hosts the Heart Centered Business Conference - which is running as a virtual event this year from March 11th to 14th - and I’m honoured to be one of the speakers. Tickets now on sale at: https://www.heartcentredbusinessconference.com/virtual CONNECT WITH TASH: Website: tashcorbin.com Instagram: instagram.com/tashcorbin Facebook: Facebook.com/tashcorbincoaching CONNECT WITH ME: Register for my next live workshop: https://emilyosmond.com/free Waitlist for The Modern Marketing Collective: https://emilyosmond.com/join Website: https://emilyosmond.com/ Instagram: https://www.instagram.com/emilyosmond/ Facebook: https://www.facebook.com/emilyclareosmond
Welcome to Season 3 of The Simpler Business Podcast, where Marissa chats with her favourite entrepreneurs about how they simplify their biz, so you can simplify yours. In today's episode, Marissa talks with Tash Corbin about simplifying content marketing! Tash is an online business and marketing mentor for heart-centred, soul-driven womxn in business. She shows her clients and students how to create and scale a business that is aligned to them AND their ideal clients… one that is profitable and sustainable. Listen in as Marissa and Tash talk about why content marketing is so effective for business owners and entrepreneurs, what good quality content looks like, and how to structure content so that it helps you convert to subscribers or sales! See more from Tash: Access her free Nail Your Niche training here: tashcorbin.com/niche Listen to Tash’s podcast episode: How to structure content to do its job: tashcorbin.com/250 --- Enjoyed this episode? Please subscribe, rate and review us on Apple Podcasts or your favourite podcast platform: https://apple.co/2S3VTo3 --- Want to add passive income to your business? Download Marissa's free guide: https://www.marissaroberts.com/passiveproducts/ --- Bring more ease to your business: Learn the 3 simplest ways to streamline your business growth with Marissa's FREE audio class at https://www.marissaroberts.com/ --- The Simpler Business Podcast launched in 2020 and hit #68 in the Apple Podcasts - Business - Australia Top 100 charts in its first week! Want to do the same? This is how we did it: https://aff.podcastprofitlab.co/17187/59813 (when you purchase via our link we receive an affiliate commission) --- Follow The Simpler Business podcast on Instagram: https://www.instagram.com/thesimplerbusinesspodcast/ Chat about Simpler Business with Marissa on Facebook: https://www.facebook.com/thesimplerbusinesspodcast
PAP 85: Your Heart Centred Soul Driven Wellness Business – with business coach Tash Corbin
Primal Alternative Podcast
If your corporate job isn’t lighting you up anymore and the thought of ‘sales’ makes you feel yucky – you are in the right place. Tash Corbin is a business coach and mentor for women who are changing the world. Women who are opting out of the outdated patriarchal bricks and mortar paradigm – which was built by men for men, and redefining business – on their terms. This episode is THE BOMB if you have, or want to have a business in the health and well-being industry. We will cover: • The specific challenges of marketing as a health and wellness entrepreneur • Why it’s OK to charge money for doing nice things in the world • The importance of talking about your ‘tangible outcomes’ • Why it’s essential to niche when it comes to marketing • Why the patriarchal corporate world tends not to work for women – with examples of why, and why it’s OK • What stops women from moving ahead in their own business and what to do about it • How to get your health biz off the ground quickly Tash has a great free training called Fast Track your Start Up which you can access here: www.tashcorbin.com/fasttrack I totally recommend joining Tash’s FB Group: Heart Centred Soul Driven Entrepreneurs. Here are her page links www.facebook.com/tashcorbincoaching www.facebook.com/groups/hcsde The post PAP 85: Your Heart Centred Soul Driven Wellness Business – with business coach Tash Corbin appeared first on The Wellness Couch.
#205: How To Grow Your Business Even If You Can't Afford A Coach Yet - Tash Corbin, Heart-Centred Business Podcast
Heart-Centred Business Podcast
In today's episode, I'm going to talk about how you can grow your business, even if you can't afford to work with a coach yet. I understand that for a lot of people when you're bootstrapping it and starting lean, investing thousands of dollars in working with a VIP one on one coach may be a little bit out of reach for you today. That doesn't mean growing your business and getting results isn't possible for you. In fact, after today's podcast episode, I'm sure you will agree you can get the support, information and encouragement that you need without needing to invest big, especially not at the start of your journey. Being hand on heart upfront with you, when I first started my business, I had a very shoestring budget. I had bought into this belief system that to be successful when first starting a business, you must have a one to one business coach who walks you through that startup journey. This belief system says that otherwise, you'll be going around in circles for months, if not years, and will never succeed. And that if you invest, then your clients will invest. This is what the coaching industry wants us to believe about what it takes to start a business. When I started my business, I had a very limited budget. I maxed out my credit card before I started my business, pre-booking a VIP day with a one on one business and it was US$4000. That got me one day with a VIP coach, and that was all I could afford. I bought her signature offer after doing her free course - a low cost product, low cost course. I felt like the way they taught business was really aligned for me, and was building a business based on purpose. I found that to be very powerful and something I wanted to do. I was launching my business and going on holidays in the same timeframe that I quit my job. We had a three and a half week holiday booked in Europe. So I quit my job and gave a month's notice before the holiday so instead of going on holidays whilst on leave, I just left the organisation. I worked out my one month resignation window, rather than being on holidays during that whole full week, so that I could transition and hand over all the things I'd been working on. I wanted to look after the company I was leaving. To plan ahead, I pre-booked this VIP coaching day before we went on the holiday because I knew if I didn’t, we’d just spend all the available money on the holiday, which we totally would have. It was arranged so that when I came back from holidays, I would be working with this coach. And she reassured me that in our VIP day, we would craft an offer and get really clear on my niche. We agreed to come up with a marketing plan that would help me implement getting lots of clients right away, and that my business would flourish because I had invested the big bucks. And I was totally bought into this concept. I did that VIP one on one day with that business coach and at the end of that one day I had an idea of what my niche will be. I had three different offers I thought I could potentially sell to those people. But…I had no marketing plan. I had no strategy. Towards the end of the VIP day I was starting to ask questions about how do I find these people? How do I get this in front of people? How do I build an audience on social media? How on earth am I going to find these people who I am picturing, and I've done this amazing avatar description of? I knew every demographic of them, including what brand of yoga pants they wear, and had collected all of this information, and wondered now how do I go and find that person and attract them into my business? And she said to me, oh, yeah, we'll talk about that at the end of today's session. But we didn't quite get to it. Instead she offered for me to have a free 30 minute follow up two weeks later. So I had two weeks to get out there and find these people and make these offers. I went out and signed up some clients that were mostly friends of mine that I’d already been talking to before starting my business who were interested in working with me. Other than those people who were my friends, who’d already decided to work with me before my VIP coaching, I did not manage to sign up any other new clients. When I met with her again two weeks later I was able to say: I've put in all of the homework that you've given me, I've got it all worked out. Here's my offer. Here's my sales page. Here's my website. Here are the 10 posts I did on my Facebook page. I've done all of the homework now, so in this session, I really need you to tell me how do I get these people in the door as paying clients. Well, at the end of that 30 minute free session, it turned out there was a sales pitch for a six month mastermind that was 12,000 US dollars. Not once did I get any support around extra strategy. I. Was. Devastated. I had totally believed what everyone in the industry was saying - that you had to have a coach. But here I was, I'd spent all my money on getting a coach, and I didn't have any results. At the time, I really believed I needed to buy that $12,000 thing. I thought, if I don't have a coach, then I don't know what to do, and I'm not going to be successful. I was in tears on this call as I explained that we’d maxed everything out in Europe, that I had already paid her with all the money I had, and that I would need money to be coming in from clients to be able to pay her more. That I was the big breadwinner in our relationship. That I had quit my job to start this business based on us having a marketing plan coming out of this coaching session. Needless to say that jaded my experience in the coaching industry. Out of necessity, not really by decision, I had to decline. But if I’d had that $12,000 I would have paid her right then. At the time it was about AU$15,000. If I could have gotten a credit card for $15,000, I would have done it, because I was totally in this space of needing someone else in order to succeed. And I had been listening to coaching books and going to webinars and following a bunch of business coaches and life coaches. I was this close to doing another coaching qualification because I thought I needed to be at the top level because coaching was amazing. But I didn't have the money. Because I didn't have the money, I was on my own. I had to learn how to grow my business and make money and get momentum without a coach. Before I go any further - because I've likely offended all of the coaches listening along today - I want to say that I have since reconciled my relationship with the coaching industry. But I also think that we need to stop blindly accepting this belief system that in order to be successful, you need to have a coach at all times. We can be a lot more discerning about which belief systems the coaching industry teaches that we want to take on board (and which ones we're happy to leave behind). One that I have left behind is: if you're not decisive and make quick decisions about who you're going to invest with, then you're going to attract people who are indecisive as well. That is not true. If you want to take 48 hours to sleep on whether you want to make a purchase or not, then take 48 hours and sleep on it. If anyone tells you that in some way makes you not a good decision maker, not a good business owner, not worthy of success, then RUN, don't walk, AWAY from them – That is a fear-based selling tactic! Some of the best decisions I have “slept on,” because I really needed to go through some analysis of where I'm going to get the return on investment from. And I've actually been way, way happier with my purchase by waiting to make that solid decision versus jumping in to buy while I'm in a heightened emotional state. I've gotten way better results from some of those things versus the things I did just jump in and buy out of FOMO or because I bought into the concept that “if you don't make a quick decision, you're not a CEO who's making great decisions and you're not going to have a successful business.” That belief system - I've totally left it behind. Another belief I have totally left behind is that you need a coach at all times. It’s actually why I have created this podcast episode for you. Because I believe that, especially when you're in startup, you can grow your business without necessarily needing to work with a one on one coach. I also believe in startup there are things you need mentoring on. But having someone trying to coach those things out of you is not necessarily the right approach when you're first starting out in business. So if you are in the camp of really wanting to start a business, but not necessarily having the funds to work with a coach, then listen up because this episode is going to help you work out a plan to get the information and support you need to grow your business without necessarily having to invest in a one to one coach. When it comes to getting results and growing your business, I believe there are three core elements. There is the learning you need to do, the skills and techniques and practices and strategies that you're going to need to invest time in learning. You also have to implement. It's one thing to learn strategies about webinars to grow your business. But you also need to actually implement those things. Then there is the mindset piece, and the commitment to getting some form of external support. Let’s go through each of them in detail. 1. Learning When you’re starting a business, there are going to be some things you don't know how to do or even which things to learn. You don't know what your options are. You don't even know the full landscape. There is so much amazing free content out there that can give you that information. You can search YouTube for how to start a business, how to get your first paying clients, how to grow your social media following. If you already know what to search for, then you will find free content that will lead you to information. But there is a lot of conflicting advice out there. And if you listen to too many gurus, (I have another episode about the many guru syndrome), or you listen to too many experts, you're going to get too many options. You’ll get stuck in this either vortex of not taking any action because there's just too many things to decide. If you’re like most women that I see, you're going to try and implement “all of the things” and then you end up half-implementing everything - and nothing really gets working. Then even if you do get a few clients in the door, you can't work out which of the 37 things you implemented actually resulted in that client! So what I recommend is picking between one and three people that you like based on the way they teach business, and the way they treat you. Have a look at the process they take you through when you first sign up to their mailing list, the types of emails that they're sending, and whether they are empowering you or making you feel this crazy fear that you're never going to succeed. And as you choose these three people, also consider using this: Person One - a clear business strategy person who works across most of the online industries. Choose one person who's very marketing and business strategy oriented, who doesn't necessarily specialise in your specific area. Person Two - someone from your industry. So if you’re a health practitioner, it’s another health practitioner, who teaches you how to grow your business as a health practitioner. Person Three – someone you just really vibe with. They might not necessarily teach hardcore business strategy or marketing but they have a really successful business. Maybe you'd love to emulate what they do, not necessarily in your industry, but you just really love the way that they do business. This approach allows you to get a great balance of industry specific advice. You’ll get core marketing and business advice that transcends industries and doesn't play into the mindset blocks of a specific industry. You're getting different viewpoints. And I would make sure that if those three people have a podcast or blog that comes out each week, you add it to your priority list to listen to or watch that every single week. If they do any free webinars or trainings, you are signing up to those and going to them. Since it’s just one to three people, you're not going to be overwhelmed with names, or thousands of things. Each of them may have one weekly piece of shorter content, and maybe one webinar a month, so you're not attending to eleventy billion things. You can focus on those core things, and then turn off, unsubscribe and clear those other people. Experiment. Maybe for a week or so, you are on 30 different lists, and you assess as you go. When you see something you don’t like, you can unsubscribe immediately, and avoid having all of this fear based language into your inbox. Don’t second guess your decision on who you're following. Pick your three and stick with them. Then focus on what you need to learn that is a priority for you and your business at this stage. Maybe you hope to create an online course eventually, but right now you're focusing on selling VIP offers one to one. So if someone you're following is talking about how to have great sales conversations, how to sell VIP services, how they get leads for the VIP services, then that is content you will consume. If they're talking about strategies that are a bit beyond you right now, like launches and Facebook ads, and you're just not at that stage of your business yet, do yourself a favor and don't listen to it. You don't need to listen to that one right now. Not everything that they say needs to be consumed by you the minute that they say it. You don't need to worry and have fear and FOMO that you're going to miss out on some kind of important thing you should be collecting. In three years’ time when you’re ready to do those Facebook ads, you'll have the information there. It'll all be out of date by that time anyway. And chances are that person is going to create more and more amazing content that's fresh and up to date. Stop hoarding information - you're never going to go back to it! 2. Implementation So it's one thing to learn a bunch of stuff. But it's another thing to actually implement from the learning of that information. As a rule, for every hour of content consumption, I invest an hour in creation. I am balancing what I consume with what I create. If I listen to a 45 minute podcast, I will put 45 minutes aside to review what I learned from that podcast and what am I going to implement as a result, and I get in and start implementing. As an example of this, I was listening to a podcast about email sequences and buyer behavior. It was a 45 minute podcast. I set aside 45 minutes the next day to implement an update to my email sequences for my freebies. I actually sat down and went through my two most important email sequences. And I made three or four changes - it wasn't a huge amount. But I felt like I'd really implemented the thing that I'd learned. Implementation comes down to setting up a system and having that balance between consumption and creation. There's a difference between making a commitment to yourself to balance creation and consumption and actually committing to those three 25-minute pomodoro sessions when you’ll sit down and do the implementation. Finding ways to get that sense of accountability and implementation support for free can be really helpful, such as with a mastermind group. When I first started my business I reached out to three people who I really admired in a Facebook group. I said to them, I really want to do some form of masterminding with other women who are growing their businesses, I think you'd be a really great fit. Would you like to be in a mastermind with me? And two of them said yes, and one of them had another friend who was interested, and so the four of us met every single week, on a Monday. Every Monday we talked about what we did or didn’t do, and the things we’d committed to and did we do them or not? And then we made new commitments for the week ahead. It was so good for me, because we had time to talk through different strategies why some things didn't work for us, and also keep each other accountable to doing the things we said we were going to do. So a mastermind is great. I've also got a bunch of business buddies that I connect with regularly. So some of it’s more formal and structured, ie we meet once a month, and we spend half an hour talking about each other's businesses. Or it's just totally casual. I'll message them when I'm going for a walk and say, Hey, do you want to have a quick catch up? There are lots of different ways you can buddy up with people and get that sense of accountability as well. Particularly if you have a friend or someone else in business or someone that you know, and you're both launching at the same time, it can be really great to buddy up with them and be each other's launch support partners. It’s the same with running a webinar. When I first started my business, I would say to people, I need to run a webinar next month - what if we both ran our webinars in the same week? And so we're doing all of the things together in the lead up and the follow up to that webinar. I did that three or four times in the first year or two of my business, and it was so good because I learned from other people's systems and their primary strategies. They learned from mine too. Buddying up with people can be really helpful. You also want to set systems for yourself to make sure you have balance. Over the years in my business, I’ve perfected the way that I task myself and manage myself and reward myself. A lot of it is just experimenting with what works for you, what doesn't work for you, discovering where you’re letting things go and not following through. Identifying what the biggest wobbles are for you, and creating a system simple enough that you'll always use it follow through. Now in all of these examples, I've talked about free ways that you can do these things. But I also want to quickly acknowledge that sometimes there are group programs that get you exactly the same result for a minuscule percentage of the price. And I've had that experience as a purchaser but also as a provider. For example, if someone wants to work with me as a VIP one on one client, that is now upwards of 12,000 Australian dollars. However, they can come and join my TakeOff program for under $2,000. And in the program, there are learning modules and action items. But there are also systems and support that helps with the implementation part. So in the TakeOff program, there are three layers of implementation. One is being able to talk to me and actually discuss your business with me in the group calls. They are "hotseat" style calls. We talk about your business and I get to know your business. The second one is the Facebook group. You can create that accountability and sense of having people watch what you're sharing what you're doing. It keeps you on the ball with your implementation. And the third thing is we have pods in the TakeOff program, which are small group masterminds. So you've got small group visibility as well as visibility with a coach and mentor, and visibility with a large group. Here's the caveat on joining group programs for starting a business though. There are certain things that you need someone else's eyes on your business for, and this is why I don't recommend self-study group programs for starting a business because I've seen so many people pick the wrong niche. No one's actually checking their work or giving any feedback on that niche. Then they go running off for miles and miles thinking they've got their niche sorted, but they've never had any feedback on that niche, nor any discernment applied to that particular decision. So if you do choose to join a group program when you are first starting your business, the one thing I would recommend is make sure you get access to the person who's teaching the program. That can be through the group calls, or one to one support, or some form of access to them. Being able to ask them questions and talk through your decisions is really important to get some kind of oversight. When you're in startup, it's very easy to go running off in the wrong direction thinking you've got everything sorted because you're DIY. And then it takes three or four months of things not quite working before you go, Oh, actually, I think my niche was totally wrong. Oh, I think my messaging was totally wrong. If you choose to embark upon the group program way of getting that learning and implementation rather than working with a one on one coach, make sure the group program comes with some form of the expert’s eyes on your specific business and giving you feedback in some way. 3. Commitment You might not be able to work with a coach or VIP mentor for a period of six months, but there are certain decisions in your business where you do need to get some feedback on things. Make sure that you're committing to getting that support, and assess along the way where that feedback is needed. Use the free options that are available for you initially, and as you make sales, put portions of that money aside as you earn it, so that you can get the feedback you need at some point in time. I did this when I started my business. Once I realised, oh my gosh, I need to go out and make a bunch of money and start paying off these credit cards before I can invest in anything else - From that day, I put 5% of every dollar I brought in right into a business growth fund. And I was saving up to do a social media mentoring program, so as soon as I had $500 I knew I would join that program and learn some of the high level social media stuff because that was really my weakness in the sales process. If you aren't going to work with a coach or mentor when you're first starting out, make a commitment to at least putting some of the money you make aside so you can invest in getting the right support, mentoring and guidance as you get further into your business journey. Hopefully you found this interesting and informative in helping to create some kind of strategy to ensure that you’re growing your business - even if you can't afford to work with a VIP coach at this stage. If you've got any lightbulb moments from this or any questions, make sure you come into the Heart-Centred Soul Driven Entrepreneurs group and using #podcastaha, let me know you've been listening to episode number 205 and ask your question or share your comment, and we can continue the conversation over in the community. Remember all shownotes and relevant links are over at tashcorbin.com/205. If you would like to get some of that free learning with an implementation focus to help you get your business off the ground as quickly as possible, I also have a great free resource for you! It's my Fast-Track Your Start-Up training program. It’s totally free for you to come and join, and is at tashcorbin.com/fasttrack. So come on over and grab that free training, and let's get your business bringing in some sales as quickly as possible, so you can get the support that you need to really magnify that growth and get your business booming. Until next time, I cannot WAIT to see you SHINE.
#195: How to build your credibility - Tash Corbin, Heart-Centred Business Podcast
Heart-Centred Business Podcast
In today's episode, we're going to be talking about how to build your credibility as a business owner and entrepreneur. I understand that in times gone by, your credibility was measured by the size of the shoulder pads in your jacket, but those days are gone. I absolutely adore talking about this topic. And I'm really excited about this podcast episode as well because it allows me to be talking about something that we see online, and we "kind of" think we need to do it and we're not 100% sure. And I have some very specific advice in this space. More and more these days online, we hear about this need for credibility and creating "expert status" for yourself. We talk here about social proof and all of the things that help people to make a decision to invest with you. And people want to work with leaders. They want to work with experts. They want to work with people they trust and who are really credible. I totally understand that this can be something that we think is very important when we first start our business. But in today's episode, I want to actually talk about decreasing the need for projecting credibility and expert status and also creating a sense of expert credibility in an authentic, heart centred way. So first of all, let's talk about why we think we need to have this expert status or credibility. Why do people crave it? I find that, particularly for women in the online business world, it's because we don't want to have to sell ourselves. So we actually look to external validation in order to make us feel like we are a trusted source, we are an expert, we are valuable, we are worthy. But by trying so hard to keep seeking out all of this expert status and proof of credibility, we are often devaluing what we are actually worth. We are devaluing what we have to offer. We are saying to ourselves, the universe, and potential customers and clients: “I'm only valuable and reliable and a valid source for you because I've got this expert status, because of something that's outside of me.” You might feel that same resistance to selling yourself, you might feel that same resistance to just standing in your power, and being yourself and saying: This is who I am and this is what I have to offer you. I understand why that feels like a real safety net to have that expert status, to have that external validation, to have that credibility, and to say, I've got the certificate, or I've got this or I've got that - I totally understand. And there are better ways that you can create that credibility. But I want us to cover that off at the end of this podcast episode, once we have actually reduced the need for it, after we recognize that our desire for that expert status or credibility is just a crutch. It's a sense that because this trusted source says “I'm good,” or because all of these people give you social proof that it means "I'm good." So we're going to actually reduce the need for it first, and then we're going to build your credibility and expert status in a heart centred, very authentic, very connected way. So first of all, let's reduce the need for it. All that I've just explained to you may have worked in the past. For most people, after they've heard all that they think, "Oh my gosh, I'm totally trying to hide behind my 17 certificates." Or "Oh my gosh, I'm totally trying to use 45 testimonials in my webinars, because I don't want to say that I'm good. I want other people to say that I'm good." So even just knowing what's going on for yourself can often reduce that desire to have all of this external validation. People trust it less these days. You know yourself when you go to a sales page and you read the 25th testimonial, you're thinking to yourself, "Okay, I get it - other people like you, can we just move on? And can you just tell me what you're going to do? Can you just tell me what I'm going to get out of this? Can you just tell me what the value is of this?" Because that's what we really want to know when we are buying something, particularly when we're buying from a personal brand. We want to know that this person understands us, this person has something that can help us, this person is deeply committed to helping us get that outcome. And this person knows how to get us that outcome. We can get all of that reassurance and all of that information from you just speaking about what it is that you have to offer. We don't need to hear other people talking about you. And also, that external validation does not have as big an impact on our ability to decide whether you're good or not, whether you're going to have a good service or not, as a sense of connection to you. For example, when you go to a barbecue and you meet an electrician, and they say, "Oh, yeah, I'm an electrician." You don't then go and Google to find five other electricians. You don't ask them, "Do you have external references?" No - You met that person, you've created a connection with them. Often you've met them through someone that you already know. And so that creates that initial connection, but you trust them because you've had a conversation with them. And you choose them because you've got a connection with them. Not because they tell you, "Oh, yes, Jen over here actually had some lights installed by me a few weeks ago. Would you like Jen to tell you how amazing my light installation was?" That's not why we make these choices! So we want to make sure that in our business, we're not actually costing ourselves sales by focusing so much on the external validation that we're not actually talking straight about our products and services. It's not as big of an impact as we think it is. Actually our connection strategies will help us create higher conversion and get the results we're looking for and make the sale wayyyy more than testimonials, social proof, trusted recommendations, being seen as an expert, 45 different certificates, or that “as seen in” bar across the bottom of your website that has 14 publications that are no longer in print. So how can we increase connection to get that conversion happening rather than increasing your social proof, external validation credibility, or expert status? Connect via humans! Humans love buying from humans. You now have ads for banks on television saying, when you call our call centre, you'll speak to a real live human being - that is a selling point. So if you are a human who is selling services to humans, guess what, you already have a competitive advantage. Just connect and be human, allow people to ask you questions. When I'm in the mood to buy something, I am much more swayed by the ability to type an email to someone and ask for some clarification on something and getting an answer from them than I am swayed by the 45 fake testimonials that they've got on the sales page. Allow people to connect with you, be human, show your human side, and you might just find that you get way more results than you ever will get with any of that external stuff. Get good at talking to your outcomes. Instead of relying on other people to tell your ideal clients that you're good at what you do, instead of relying on other people or certificates to speak for your work, learn to speak for your work well. Learn to speak about the outcomes that you are able to create for your ideal clients. Learn to speak about the value proposition of your products and services. Learn to speak about the transformation that you are facilitating. Because all of that time you're spending on getting that external stuff, if you were to invest that on really nailing your messaging and your value proposition, you'll get way faster results anyway. Be transparent. I find it so connecting and so engaging when someone says, "You know what, I haven't got all of that figured out. But I'm really good at this, and if you need this, this is what I'm going to help you with." Or people saying things like, "This is this is my first year in business." I actually find that I'm more drawn to people who are in start-up. It might be because I love helping people in start-up and I love investing in working with people who are in start-up and helping them get their business moving really quickly. I'm very passionate about Women in Business, but often the things that you are hiding are actually part of your value proposition. For example, I was working with someone and she was in her early 20s, and she didn't have any photos of herself on her social media, or on her website. And when I asked her about getting some photos onto her socials and website, she said, "Oh, no, people are gonna judge me because I'm too young." She was worried that older people wouldn't buy from her because she thought they would perceive her as too young. And when we worked out who her ideal client was, it was actually women in their 20s and 30s. She wanted to work with young, vibrant, vivacious women. So the thing that she was trying to hide - her young age - was actually a value proposition in her work. I see this happen for a lot of people who say, "Oh, well, I'm not really qualified." They're trying to hide the fact that they're not necessarily qualified. But they actually could be highlighting that all of their abilities come from practical, grounded experience. So often the thing that we're trying to hide or the thing that we're worried about, or the thing that we don't really want to bring attention to is actually the full, transparent, authentic self. Another great example was when I was working with someone who has a chronic illness. And she said, "Well, I don't want to tell too many people about this illness, because then they might think that I'm going to be unreliable." But in talking about it we realized, "If your ideal clients also are dealing with a chronic illness or something that stops them from showing up fully, wouldn't it demonstrate to people that you deeply understand what's going on for them?" If you start the relationship with people knowing your situation, then those people who choose to buy from you will be more understanding, and you'll be able to create safety nets and systems because you've been transparent about it. And once she started to embrace that, her business boomed. So connect to the human, talk to the outcome, and be more transparent in your business. Now, with all of that in mind, now that we've dialed down your need for this expert status and credibility, and dialed down your need for external validation, you can see that credibility doesn't come from externals, it comes from internals... So here are three things you can do that will give you that extra edge of credibility. Focusing And when I say focusing, I mean focusing on a very specific niche. A. Very. Specific. Niche. When you focus down on a very specific niche, you are instantly telling people you specialize in solving this particular problem for this particular group of people. So by creating that focus, what you're actually doing is putting yourself in the specialist category, very quickly, almost instantaneously, just by choosing to focus. Consistency And this is a really interesting one because so many people struggle with consistency, particularly when they first start in their businesses. But actually, the number one driver of trust in a relationship is that I can accurately predict how you are going to behave. Let me say that again: The number one driver of trust in a relationship is that I can accurately predict how you're going to behave. So if you say "I put out a new video every Tuesday," and then you don't put a video out every Tuesday, you don't do what you say you're going to do, you are eroding the trust that you are creating with that audience. And that is derailing your credibility way faster than you can rebuild it up with expert testimonials. So be really mindful about how you can ensure consistency in your business. That includes consistency in delivering what you say you're going to deliver to your clients - when you tell clients that you'll do something for them by a particular deadline, you hit those deadlines and exceed them. When you say you're going to do something for someone, you actually do it, you show up consistently, you provide value consistently. You send your newsletter consistently. All of those things actually give you way more credibility than a bunch of testimonials on your website. Pricing For so many women in business when they first start out, they price themselves so low that people see their prices and do a double take, like - Is this a trick? There must be something wrong with it. So by focusing on pricing that is appropriate, and consistently reviewing your pricing to ensure that it reflects the level of experience and qualification and the time that you've been in business, you can actually be insuring the credibility of your business as well. A lot of coaches have taken this message and run with it so far that they will say things like, "If you're charging under $3,000, you're wasting your time." And I actually do not subscribe to that model. When you're first starting out in business, you need to charge a price point that feels really comfortable for you. Because the early phases of your business are when your confidence is the lowest, and your worries and wobbles are most likely to come to the fore. And if you are also charging a huge price that you've never charged before, you have no idea if people will ever pay you for it, so when you don't make sales, it can create some really big wobbles for you. But something that I've seen happen that's even worse is: If someone gets convinced that they should be charging $3,000 or $5,000, and they put their price up from $1,000 to $4,000, and they make a sale - they're celebrating, they're going, Oh my god, this is so amazing. And then months pass before they make another sale. And they can't put their prices back down because someone has paid the full price. So then they start doing secret offers to people behind the scenes, or they're rocking in the fetal position in the corner because they don't know what to do – they’re stuck at an impasse. Because of that, I am a big fan of incremental price increases and consistently reviewing your prices. When I first started my business, I charged $97 for an hour. I'm now charging $2,000 for an hour, but I've gotten to that over incremental price increases over a period of time. And when I first started my business, it was very aggressive. It was consistent that I increased my prices as I developed my confidence and as demand for my products and services went up, and I was developing online courses and all sorts of things. But honestly, if I had jumped into it being $5,000 or nothing to work with me when I first started my business, I know that all the mindset stuff and all the money blocks that would have come up would have been very difficult for me to overcome. I also know that that predictability of income for me would have been so low that I wouldn't have been able to make some of the moves that I did in my business. Related to this, the higher you go with your prices when you're first starting out, the less people you're working with. When I first started my business, I wanted to work with as many people as possible. I needed to practice, I needed to work out my processes. I wanted to understand people really deeply and understand what their challenges were, what wobbles they had, who did their homework, who didn't do their homework. I needed to work with a wide range of people within my very specific niche, so that I could get really clear, really calm and really confident. If I'd gone straight to the $5,000 or nothing model, I wouldn't have got all of the experience that I got in the first six months, and the first year, and the first two years of my business, which is now the foundation of this rock solid business that I have today. So yes, pricing does give a reflection of your experience and your expertise and your credibility. But I don't want you to drive yourself up to a price point that puts you in wobble mode, robs you of the opportunity to work with a bunch of clients and build your confidence, and achieving that real deep knowing within that you know your stuff, you can get the outcomes, and you are here to stay with a sustainable business.