Archive Monthly Archives: February 2020

Biz Bomb – Easily Create Content for a Year

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It can be difficult to figure out what to write about, post on Instagram, or what to say in your next video. We get it. In today’s Biz Bomb episode we have a juicy tip to help you schedule your content…not just for a week but for the entire year! It may sound intimidating and overwhelming but we promise it’s not.

In order to figure out what to write about, the first thing you need to do is divide up the type of content into 3 topic buckets and then within those buckets, create 7-8 subtopics. By doing this, you can then use those three main bucket over and over again, and it's just going to help to consolidate everything, to get some structure in there, and also for Google to pick up on those tags and to rank you higher.

Need an example? With Christine being an expert in the sleep realm, her 3 buckets are: psychology, physiology and generic. Then within the buckets, she created her subtopics: for psychology that included sleep anxiety, focus, depression, resilience, creativity, dreams, feeling of falling, and sleep paralysis whereas physiology included parasites, thyroid, food sensitivities, minerals, metals, neurology, pineal glands, and hormones.

From these, depending on your blogging schedule (weekly, biweekly, etc) you start planning. The first week is subtopic #1, then the next week is subtopic #2 and so forth. You can repurpose this content by then turning your blog posts into videos and batch record them (creating 1-2 months worth of content in one day of recording!)

Hope you found this helpful! Leave a comment below or DM us on Instagram and let us know what content strategy you use!

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@kendraperryinc
@sleeplikeaboss_

TRANSCRIPTS

Hello everyone, and welcome to the 360 Health Biz Podcast, Biz Bomb. So today I want to help you to schedule out your whole year in blog posts. What? All right, so this is what I use. I am very much still a pen and paper kind of girl, but if you like to type, then you can use that.

Now here's a fun fact. Count the weeks that you need in a year. It's 52 or 48, how many are left? I think it's 48 right now or something like that. And here's what you're going to do. Blogging is uber, uber important for your business. It's the way that you are going to get tracked by Google. And if you haven't yet listened to our first episode with Jamie Palmer, where we're talking about how you can post your videos and how you can turn that into a blog and create content and so forth. But one of the questions a lot of people have is what do I talk about?

So here's what you're going to do. What you are going to do is, well, what I did, is that I use my business blog for two different things. I use it on the one hand side for Sleep Like a Boss in terms of sleep, but on the other hand, also on Sleep Like a Boss in terms of business. So I literally have two different blogs, which means I only need half the content, but whatever you do, maybe you want to put it into two big categories, but whatever you do is you always have three subcategories. And the reason why you want to do that is because you can then use those three main bucket tags over and over again, and it's just going to help to consolidate everything, to get some structure in there, and also for Google to pick up on those tags and to rank you higher.

So what did I do? Basically I went to a spa, which you don't have to do obviously, but that's how I did it. But just take your time, take an afternoon off, have a cup of tea, and then write down your three categories. So I'm going to give you an example. For me, it is sleep. I used psychology, I used physiology, and then I used generic. And then in each of these three buckets, I needed eight subcategories. So for physiological, I want to talk about sleep anxiety, focus, depression, resilience, creativity, dreams, feeling of falling, and sleep paralysis. Physiological, I want to talk about parasites, thyroid, food sensitivities, minerals, metals, neurology, pineal glands, and hormones. And then generic, jet lag, sleep debts, circadian rhythm, bedroom environment, natural remedies, supplements, and naps.

So these came up fairly quickly, because I have these three main buckets and that's what I wanted to talk about. Now, this is if I want to blog weekly. If you only do it biweekly, then this would be enough. I do one week sleep, one week business, so I did the same process with business topics. So my three categories there were mindset, marketing, branding and copy. And then again, I have the subtopics. So if you structure it like that, it's going to be very easy to actually come up with those topics, because it's what you talk about with your clients over and over and over again. And that way you have your structure, you have your whole year lined up, and if you are at the beginning of this process, I would actually suggest to do it every two weeks. It's not going to be as overwhelming.

And what you do then is you batch. You basically use one day where you doll yourself up and where you get into the shower and put makeup on and so forth, or just make yourself presentable. And then you just shoot four videos. That's one month of content. Or maybe eight videos. That's two months of content. So that would be the process of what I would do, and it will help you to fill out your blog, to get [inaudible 00:03:43] by Google, and to put some content out there so that people can find you and pay you to help them with your specialty. Hope this was helpful. See you next week.

5 Steps to Get You to $5,000 a Month with Amanda Daley

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No matter how much marketing and sales experience you’ve had, marketing YOURSELF is so different, so much harder than selling a product that isn’t directly tied to you. Amanda Daley experienced this first hand. With 19 years of marketing experience for big corporate businesses, she struggled to sell herself as a health coach. In fact, the first nine months of her business she didn’t have any clients.

After some mindset work and doing the work to determine her ideal client, she went from $0 to $5,000 a month. And today she’s letting you in on what the 5 steps are to reaching that so you too can make $5,000 a month.

The 5 steps to making $5k are: mindset, finding the right business model, client niching, the perfect sales sequence, and saying yes/no to a client.

1. Mindset
There are 3 important mindsets that must be worked on when you’re a business owner: imposter syndrome, scarcity, and low value. 

2. Finding the right business model
Whether you decide to go with one-on-one coaching or group programs, the goal is to choose ONE and make it the best you can be. Depending on your capacity and what you’re trying to achieve there are some coaches that can make $5/month with one-on-one coaching and some that find group programs to be a better fit.

3. Have the right eyeballs on you
As we have discussed many times, niching your market is incredibly important. Determining your niche isn’t about how old they are, what job they have, how many kids they have. It’s about what are the pain points and desired outcomes.

4. Ask for the dance
No, this doesn’t mean you have to two step with your client (please don’t do that unless you’re a dance coach). What this means is that you’re being seen by your ideal client, you have your discovery call with them and then you’re able to deliver your program or services to them.

5. Soulful sales
This is them step where you decide is this client the right client for you, and are you the right coach for them? You shouldn’t take on all clients just because they are coming to you. If something doesn’t feel right during your discovery call, it’s likely not a good fit.

Amanda Jane Daley is a leading Business Mentor for Health Coaches worldwide. Renowned for her marketing expertise (with over 19 years of experience!) Amanda has earned recognition by the world’s top advertising awards, and has built her own 7-figure coaching business in under 5 years. Founder of the successful health coaching biz 'Fuel Urban Wellness', Amanda combines her business + coaching savvy to mentor other health coaches to start their businesses and learn to make $5K+ per month — and has been dubbed the 'leading expert' for Health Coaches who desire a heart-fuelled business and a freedom-based lifestyle.

Freebie: https://www.amandajdaley.com/360

Connect with Amanda:
facebook.com/amandajanedaley
instagram.com/amandajanedaley
facebook.com/groups/healthywealthysociety/

Amanda’s freebie: www.amandajdaley.com/360

Connect with us on social:
instagram.com/360healthbizpodcast
facebook.com/360healthbizpodcast

instagram.com/kendraperryinc
instagram.com/sleeplikeaboss_

TRANSCRIPTS

Kendra: Hey everyone. Welcome to another episode of the 360 Health Biz Podcast. I am here all by myself, sadly Christine is not with me today. We are recording with a very special guest who is on the other side of the world, managing three time zones was not possible, so you just have me but we have an awesome episode as always for you. I'm actually super excited for this episode because I am interviewing someone who I followed many years ago when I was starting out my business as a health coach, so it's very much a full circle moment and we have like a total OG, the OG business mentor for health coaches.

Kendra: So we are hanging out today with Amanda Jane Daley or Amanda and she is a leading business mentor for health coaches worldwide renowned for her marketing expertise with over 19 years of experience. Amanda has earned recognition by the world's top advertising awards and has built her own seven figure coaching business in under five years. Founder of the successful health coaching biz Fuel Urban Wellness. Amanda combines her business plus coaching savvy to mentor other health coaches to start their businesses and learn to make 5k per month and she's been dubbed the leading expert for health coaches who desire a heart-fueled business and a freedom-based lifestyle. Welcome Amanda.

Amanda Daley: Thank you, thank you. So great to be here.

Kendra: Yeah, I'm super excited to talk to you today and we're going to be talking about five steps to 5k months and I really love that because I think everyone's talking about the 10k months, but when you're only making 1k a month, 10k seems crazy.

Amanda Daley: Totally.

Kendra: I would love to know, why don't you introduce yourself and just tell us like how you ended up here and why you focus on helping health coaches?

Amanda Daley: Yeah, sure. Absolutely. It is so great to be here and so special to hear that you've been following, for all those years, definitely. Yeah, it helps me reflect where I've come from, but when I mentioned the 19 years in online business and marketing, that was my whole life really. My first job was in the startup team of eBay in the UK as a young 21-year-old. And that was all exciting, but I really followed that path through the digital startups and working actually mostly in design and art direction in TV stations and then in Sydney for many years in advertising. And honestly online marketing and everything was like the poor cousin for many of those years, there weren't many of us who were really specializing in it so it's pretty cool to see where the world is today in marketing.

Amanda Daley: That was my background and I love it, marketing is everything to me and the problem is that my body wasn't keeping up with working in that corporate environment. And I literally used to spend every cent I make and run off whenever I could to go heal myself, because I thought I wasn't enough to keep up in the corporate environment. I was struggling really badly with adrenal fatigue, just all a host of issues really. And I was doing energy healing and yoga training and all the things to try and fix myself and to a degree had life-changing results as many of us I think did have a health crisis to get into health coaching, and then at same time it wasn't working.

Amanda Daley: So when I heard about health coaching it was just like, oh my gosh, this light bulb moment. And so of course I jumped and I trained to be a health coach and rather naively in hindsight thought, "Oh, I'll just throw in my whole advertising career and be a health coach because that's going to be easy, isn't it?"

Amanda Daley: I don't know what I thought, but I was that burnt out really at that time. And I guess when you meant to be on a different path, you really will be nudged and I did leave. That was early 2012 that I left my advertising career and started being a health coach. And the first nine months I had no clients, that was the reality.

Kendra: Yeah. It's amazing that you had all this marketing background and still couldn't figure it out. Right?

Amanda Daley: Could not figure it out. And I guess there's many reasons for that. One, I will say straight off I think is because selling ourselves is so much different.

Kendra: Yes.

Amanda Daley: You mentioned, my background I was winning international awards for people like Coca Cola, not clients we're proud of now, but big international clients.

Amanda Daley: No worries doing that, so why could I not get even a client? I think the first reason is absolutely that selling ourselves is really, really hard when we're not used to that. And then two, of course I was just copying everything that the schools taught me, which was not wrong, I think I just didn't get it or wasn't able to hear it in that way. So it took me quite a while to piece it together doing any training, and there wasn't specialized health coaching training back then either so piecing together things and what did and didn't work.

Amanda Daley: Yeah, but eventually I got it up and running 5k a month was a real for me turning point when I got to that, you could do that consistency, did that for a number of years. Many people were starting to sign up with me secretly to get business coaching because they could see what I was doing in the guise of needing health help. And I really was very anti it for a long time, moving into business coaching, all I wanted to do was help women, with their energy, with their... It sounds so cliche, but step into their power. What else is possible, expansion? And I did think marketing and business was the devil having come from that, I was so resistant for a number of years, but obviously one thing led to another and 2014 I yeah shifted to being... well during that year transitioned to mentoring.

Kendra: Yeah. Yeah. And now you just love the business and the tech. Right?

Amanda Daley: Well I love all of it. Now that was not of it for me, realizing, not shoving out that part of me. I do know marketing very well. I love it, live and breathe it, but at the same time I love that inner journey and I love all the healing work I've done and it was only when I realized that business was really going to be a conduit for me to do that work with women and I do find business is, as I'm sure you would agree, the biggest personal development journey on earth.

Kendra: Oh my gosh, yes. It is, it is.

Amanda Daley: So yeah, when I truly understood that I was still going to be able to do that work with women and realized what I was sitting on too. I wanted to be a health coach and I wanted to make a difference and I realized all these other people didn't know what I did and what I had pieced together. Yeah, so it all came together and I haven't really looked back, I'm still running the same program I started in 2014

Kendra: Really? Oh my gosh, I'm jealous because I lose interest after a year, I drive myself crazy.

Amanda Daley: Yeah.

Kendra: That's amazing. And I love what you said about thinking marketing and business was the devil probably because where you came from and I feel that a lot of health coaches have that same perception because maybe their experience with marketing and sales is like the shitty vacuum salesman who's tried to sell you a broken vacuum or this like in-your-face advertising where the commercials are on high volume and they're shouting things at you. But of course that's not really what we're doing with health coaches but I think there's such a slimy perception around it, that a lot of coaches don't even want to look into it. Right?

Amanda Daley: Totally. Totally. Yeah.

Kendra: And so I want to keep today super actionable because I know we're going to be going through those five steps. And I'd love to jump into that because I talk to so many health coaches and I know most of them are barely clearing like 2k, 3k a month. And like you said, that 5k was such a turning point for you and I know it would be such a turning point for our audience, like that's when you can start paying your bills, it's awesome.

Amanda Daley: Totally. Yeah. Yeah. Do you want me to dive in and...

Kendra: Let's just dive in.

Amanda Daley: Yeah. Cool. So look, step number one for me is actually what we started to talk about a little bit, is mindset and particularly, I often talk about money mindset. Now I'll give this a caveat, I personally feel that where I've grown my business to is 80% mindset, but without the 20% marketing... It's chicken and egg, you've really got to know the marketing steps to be able to do that. But I will start with mindset because we started talking about it.

Kendra: I would love to.

Amanda Daley: There's three particular mindsets that really stand out to me having mentored health coaches for the last seven, eight years. The first one is feeling like a fraud, not feeling expert enough. And I think we all felt that way and everyone can feel that way, but I literally see it from every single person who comes to me and they feel like they're alone. They feel like it's just them. So if we can see this as it's a mindset that's going on in you, but it's not you, it can really help us to understand, all right, this is a beginner thing and feeling like a fraud especially I think for health coaches, it's a new industry, it's not well-known. It's not like a personal trainer where everyone knows what it is. For me, part of this is cumulative when we're looking around at what is out there. I'm not a doctor, Oh, I didn't learn to do lab testing, Oh, I can't prescribe.

Amanda Daley: And I'm a big advocate of really understanding health coaching. Keeping in our lane, and that's a lot of the work I do with clients is my beliefs on health coaching are very much about prevention, very much about don't go to a doctor unless you can look them in the eye and say that you are doing movement, you are eating your veggies. And it's amazing how we beat ourselves up and just can't get in the game because of the fraud complex.

Amanda Daley: So that's probably the top one but equally up there for me is the scarcity. There's already too many health coaches out there, there's no room for me. Why would people work with me? All of that not enough-ness. And then I'd say the third one is low value, which is as healers we feel we shouldn't be charging a lot of money for our services. I mean this person's sick, how could I be charging? And ultimately that comes back to our own self-value, right? And how we value health coaching as well. So those mindset pieces to me got to be in place before we even...

Kendra: Oh yes, I totally agree. And it's funny because I saw so much mindset stuff when I was health coaching and sometimes I felt overwhelmed by it. And then when I went into business coaching I'm like, "Oh, it's going to be so different and we're just going to be talking about strategy and marketing and ads and it's going to be so easy." And then ultimately that's exactly what I was faced with. It's the fraud, which is the impostor syndrome and I think, how I see that manifest is coaches thinking they need to keep taking more certifications in more courses, right? They're just like, "Oh I need to take this training." And health-related trainings, they're not doing any business training. They're just like, "I need to take this certification in health and I need to get my gluten practitioner certification and then I need to learn about this and that." And it's like, well that one certification that you have is really all you need.

Amanda Daley: Totally. Totally. Yeah. The chasing of it and it's like trying to fill a hole that just won't go away if we don't look at these pieces.

Kendra: Yeah.

Amanda Daley: Yeah. And I personally, the program that I run is a group program, it's a mastermind program and I won't actually work with beginners one-on-one for the reason that I really believe you've got to be around other people and get, this isn't just you this is how we all feel and, you see Sarah yesterday felt like that and now she's putting herself out there and none of us... I work very hard on my programs for my clients to see, I'm not any different than you, this is what I've done, this is the mindset that it's taken. I just want everyone to know we're all in this together and we can make ourselves almost in a negative way too, special. Like, "Oh, it doesn't work for me," Or, "I'm not enough," and all these things and I just find, yeah working in group has been the biggest factor for me personally but also for clients in moving through that.

Kendra: Yeah, that makes a lot of sense. Yeah, because it's true and I think with new health coaches, they don't even realize that these are mindset blocks, they just hear it as truth. So they're not even aware, they're just like "This is how I'm feeling and this is real and this is truth." When it's like, "No, we all feel those things," and even at this level that me and you are at now, we've been in business for over five, six, seven, you 19 years. We still feel it sometimes.

Amanda Daley: Totally.

Kendra: But we just don't let it hold... We know it's not true. We're like, "Oh hello fear. It's you again. Cool." Like, "I see you but I'm going to keep going."

Amanda Daley: Totally, and who you surround yourself with is so key. I mean coaches, mentors, finding someone who holds a new belief but also the people, your peers and people who are masterminds and things like that. So just yesterday, a lady said she got off one of my free trainings buzzing, and got on the phone to a girlfriend and the girlfriend said, "Ah, health coaches don't make money. Don't go into that trap," like this kind of thing and she was down. And I was like, "Well, if you want me to share, this is my reality all day, every day." We find what we look for, don't we? And who we surround ourselves with is a choice and it's so important.

Kendra: Yeah. And it's so true with friends and family, they don't really understand what a health coach does and really they just want you to be safe. And in their opinion, trying to start your own business and be a health coach, that is not a safe path and not one that they understand. So people saying that to you is really just them trying to protect you, but it's because they don't understand. Right?

Amanda Daley: Of course, so that brings us back right to that fraud. It's a new industry and no one understands health coaching. And that's in my opinion, our job to get that out there and to be speaking up and educating people and that comes with being leaders in a new industry.

Kendra: Yes. And it's true. And I love what you said earlier about feeling like, it's a saturated industry and there's too many. It's actually not, because it hasn't been around for that long. We're all like early adopters of this, so there's lots of space.

Amanda Daley: There's so much space, yeah. Totally.

Kendra: Yeah. Okay. So that's your one step is the mindset. And I love that you start with this because I like to start with this as well because it's just like if you don't have the mindset, you're just going to self-sabotage.

Amanda Daley: Yeah. And really that's what you got to keep doing. Right? So that's why I put it there.

Amanda Daley: So the second to me is having the right business model or by right, finding the right one for you. So many people come in thinking like, I'm just going to start selling single sessions or the six-month package from my school or whatever, and they haven't really mapped out, what do you need? And when we want to look at a 5k a month model, for example, the plan that I share with everyone is three to four days a week, three to four clients, or two to three days a week, two to three clients. Now that's just an example, but what I find from most health coaches is they don't want to be millionaires. They don't want to hustle 24/7 and if you do, great but many of them, trainings or business models focused on, like you said before, 10k months, six figure years, whatever at the beginning are really quite intense and that might not be what you want.

Amanda Daley: So I find people either overshooting or undershooting by trying to sell all these single sessions all the time. So actually getting out your calculator and working out first, what's my blueprint? How many clients am I going to need? How to make $5,000 for example, maybe I need five one-on-one clients a month and then we can work backwards in how you do that. But I find that if we don't work that out, especially a lot of people are working full-time jobs and trying to do this on the side or have kids at home, it again comes back to mindset.

Amanda Daley: It's a little bit like, thinking this won't work. Oh I'm too busy, I don't have time. Just getting in the facts, what is it I'm trying to build? How many clients? What's my financial goal? Where will that fit in my calendar? The structural plan if you like, first.

Kendra: Yeah, I love that. And then I think it can be a big wake up call for people, they're like, "Okay, I want to make 5k a month and I'm selling single sessions for $80 an hour." Do the math and you're like, "Oh I have to do 60 sessions or whatever it is a month and I can't find all those clients, and I can't fit that in my schedule."

Amanda Daley: I should know this number because it's in a webinar that I've done probably 20 times. I'm pretty sure the number is 143 you would need, if you wanted $5,000 from one-on-one sessions a month.

Kendra: Wow. It's impossible, you're going to burn out or you're going to just give up.

Amanda Daley: No wonder our brain in the background, right, is saying, "I can't do this. I can't do this." But you think about it again, when comparing to people like naturopaths and chiropractors, they have that many clients. They see 14 clients a day, times five days a week, times four weeks a month, they do. And then they have to try and get them to come back and it just doesn't make sense. So for me, working in what I call purposeful packages and designing a package that then fits that model is just the important foundation to get first.

Kendra: Yeah, I think that's important. And again, it's not their fault because our audience, they probably only have experience with a naturopath, in terms of someone they've seen. But health coaches aren't naturopaths, and in terms at least in Canada, I don't know what it's like in Australia, but a lot of people's extended health will cover the naturopaths service, so they have that going for them. It's maybe a bit easier for them to attract because there's a lot of people who just aren't going to see a health coach. They're just going to go with what's covered and what's on the list of professions. Right?

Amanda Daley: Yeah.

Kendra: But I also think those types of practitioners burnout.

Amanda Daley: Oh I've got a friend who, top-top naturopath and now many years on she's starting to mentor naturopaths, which is fun. But she tells me, "Amanda, everyone wants to be a health coach." Every naturopath wants to be able to work in packages, this is what they see with the health coach industry coming through. So there's always both sides. And so getting that package right is part of the business model, it's like to me one-on-one. And just on that note, a lot of the schools will teach a six-month program and people come out and most beginners would be terrified to go sell a six-month program when they've never done it before.

Amanda Daley: So we've got to find the sweet spot, right, between single sessions are not going to get results and then you're going to feel like a fraud because you're trying to sell something that you know is not going to get results in one session. I don't want to charge, versus six months and I work with clients to find their own package, however, I do find around the 12-week mark, around $1,000 package, can be quite an average of what people come out with and that matches to the 5k model.

Kendra: Right. And it's a good starting point. And I think $1,000 for a lot of people's going to feel like a lot of money, but at some point it's going to feel like you're going to want to bump that up. Right? And at some point what you charge $1,000 for now you might be charging 5k for in the future. Right?

Amanda Daley: And when you've got that business plan, therefore, okay, you've got the plan, you know you're going to do $1,000, you're not confident now, great. Go out and start at $500 or $400. And I always say I'm much more interested in you knowing the plan and knowing the model than how much money you're making because that will come. Yeah.

Kendra: Yeah. And I think I started at $500, I think initially that was my starting point. And I think you learn from that because your $500 package may not always attract the most committed clients and so I got frustrated. So I started raising my prices and at some point I hit a sweet spot where I was like, "I'm not getting as many people but the people I attract are super committed and they're ready and they actually do the work."

Amanda Daley: Love that. Love that. And then obviously the same model scales up. I've got ladies in my mastermind now, my more advanced, mastermind, making up to $20,000 a month from the same one-on-one and then not burning out and they're not even charging super high. Sometimes they might have to book a month or two in advance and then make that bridge but just again on the business model, I don't normally talk about this, but I just feel to say it right now, stick with the one business model that's probably one of my biggest tips. It works and stop looking for the next magical, maybe I should do an eCourse, maybe I should do this. As long as you like one-on-one coaching, stick with that and then allow your prices to go up and do the inner work.

Kendra: Yeah, I love that. And it's true, yeah. You can do really well with one-on-one, and I think it's a good starting point for all health coaches even if your goal is ultimately to sell a course or a group program. That one-on-one stuff is what gives you confidence, experience and it gives you the ability to get people results so that when you sell your course you're not just talking out your ass. Okay, so number two is business model and what's number three?

Amanda Daley: Number three, I changed what I call this one, today I'm going to call it eyeballs. I just like calling it eyeballs. Basically we'll just start with it's, who's my ideal client? Ideal client to me is something that is taught so wishy washy. It's one of those marketing terms that every school, every marketing course has, but ultimately in a nutshell, to me, target market is pain points and desired outcomes and at least for us to be able to talk too, and understand what someone in pain on, what do they want the outcome from. I honestly don't care a lot about how old they are, what job they have, how many kids they have, et cetera. However, I will say it needs to be one ideal client. And by identifying that we can now make our marketing message magnetic, literally if I'm talking to you right now, like I'm talking to you and you can feel it, whereas if I start talking to... Actually, my words have to stop like if I try to start thinking, "I'm talking to 50 people at once."

Amanda Daley: You actually can't do it energetically or physically. So identifying your ideal client and then every day the activity becomes, how can I be seen by that ideal client and ask them to work with me? So there is a two-step within that. Obviously your foundations as a beginner getting player on this is my ideal client, pain points benefits my one client that I'm speaking to and not being scared like you will attract everyone else and that's okay. But really that question for me, once we get into business every single day when we sit at the desk, how can I be seen by my ideal client and I say ask them for the dance. So, that's where our marketing has to start from, so many people, I can't find my clients. I'm sure you must get the same question.

Kendra: It's crazy.

Amanda Daley: How do I find clients, I just need clients.

Kendra: Who are you talking to? This is honestly I've seen this is the biggest blocking factor with new coaches and what I see as one of the main reasons why they're stuck and they don't know what content to create and they just don't know what they're doing. I would love your thoughts on why do so many health coaches resist it? Is that a scarcity, a fear thing? Like they just resist, resist, resist and they're just like, "No I don't want to turn people away. I want to help everyone. I want to be a health detective. I want to help people optimize wellness." And you're like, "No."

Amanda Daley: I think there's so many reasons why we have resistance, because some people basically just don't want to be coaching. And that's definitely, for me to date at the moment anyway, I'll only work in live programs because I do find that resistance, eCourses, et cetera don't tend to work when you have resistance and we all have it. So I'm not saying that won't change in the future, but at the moment that's why I stick with my high touch coaching. There's so many reasons, some of us actually don't want clients. I was working with a top level VIP client yesterday and every time I said, "Okay put out your marketing," it was the response back to me with some jumble about messaging and I had to say, "What's going on here? You could get clients to..." but she couldn't see herself doing it.

Amanda Daley: It was like bouncing out, "Oh, I haven't got my message. Oh, but my website..." And so we have resistance, let's just be honest about that. But resistance is not there to say, "I'm broken. I need to go fix myself before I can be a health coach." We all have it, we've got to move through it. Sometimes I think it comes back to the fraud, we are scared if we get clients that we're not going to get results, so it's much safer if we get stuck in a tangle of, "Oh I can't... my target market," like that is safe. It's a really safe place to get stuck. Secondly though, I do think I'm back to the scarcity, people have in their mind if they only talk to one person that they're not going to get clients. They think it's too tight and they feel bad, "What if I want to help Harry, and Trudy is my target market?" It's great, you have a magnetic message and Harry will come and you're allowed to work with them. It's just actually impossible to have, what I call a magnetic message, if you're not talking to one person because your marketing and everything should feel like, just like the two of us talking right now, having a coffee together. And the biggest thing I see is people coming into this marketing jumbo words that they've come up with for their target market. I don't even understand what you're... this isn't English.

Kendra: Yeah, I know I call it nutritionists language, it maybe makes sense to other health coaches and nutritionists, but it's like when was the last time you heard someone say, "I really just want to create a mindful routine so that I can be the best version of myself."

Amanda Daley: That's the third thing I was going to say, when you ask the question, why do people get stuck there? I always say as health coaches we're a little bit smarty pants. What I mean by that, is we've the training and we know that when you say weight loss, you really have an issue with your relationship, or you really are stressed, and as health coaches... Or maybe we've done mindfulness and we've done all the inner healing work and we want to jump there. And so what happens is we start making these packages and target market that sound like you said, "I'm here to empower women into their most enlightened something." It's like, "Huh?" You and I probably want that but I'm not going to pay for that.

Amanda Daley: This is why I say target market and messaging is more old school one-on-one marketing pain points, desired outcomes. I want the pill, look at all my oils or whatever, what have I got? Like the energy pill, the insomnia pill, this is what we buy. This is how we end... So I always say you need that business brand that is actually boring and then we can see you. We do see if you're putting out content or showing up and getting in front of these eyeballs with your marketing, I'm going to see that your heart-centered. I'm going to see that you're about empowerment. I'm going to see that you're holistic and not a scam. We do see you in your personal brand, when it comes to messaging, people will buy something that they're in pain for, full-stop. And that needs to be the match for this ideal client.

Kendra: Yeah, it's all about meeting them where they're at, right? Like they just started experiencing insomnia and sure, you know that they need to balance their blood sugar, eat breakfast and stop looking at screens at night. But right now all they know is I can't sleep and I just want you to help me sleep. Right? You really just have to lead with that and then your content and obviously your paid offerings are going to educate them on these other things in your presence. But yeah, you just can't make your niche the way that you get them there, it needs to be exactly what they're experiencing.

Amanda Daley: Absolutely. Yeah.

Kendra: Yeah. Okay. So number three is niche and ideal client, which is so important and I love talking about that. So what's number four?

Amanda Daley: Number four is what I call, ask for the dance. My accent is probably funny how I say that.

Kendra: I love your accent.

Amanda Daley: Even here in Australia, they can't understand it. So look, I find in the model that I teach is three boxes. So you've got be seen by your eyeballs, like I said. And the middle one is your discovery session or your sales call. And the third one is your delivery of your program. But how do we get from, I'm seen by new eyeballs, which to me is 80% of your work every day. But what I specifically said before if you listened, was how can I be seeing my ideal client and ask for the dance? And that's the bridge into getting on a call.

Amanda Daley: A coaching business is actually really, really simple, there's nothing more than those three boxes. And actually your job is just to get people on the phone... Is pretty much the job now. People go off and they make websites and flyers and all these things because they're hoping that will get people on the phone and they're doing all these long steps. So actually ask for the dance really needs to be heard, as in ask people to get on the phone, ask people if they want to have a conversation. And it's not 2012 like when I started out and you started out a similar time, where we could just do a blog post with, "Hey send me... If you'd like to get on a call," now we need to still put the call to actions in our social media, and in our pieces like "If you'd like to book a discovery call, and let me know."

Amanda Daley: But we are in the age of DMs and reaching out to people and having authentic relationships. That doesn't mean jumping into someone's direct message and spamming them with, "Hey come work with me." But if you see someone engaging in your posts, you see someone watching your videos, et cetera, start a conversation, get to know them and Instagram's wonderful for this. We do have to go that extra step of actually asking and when you say before, people have the resistance about eyeballs, I see more resistance on this. It's like people just can't hear it.

Amanda Daley: And this is the number one area I've seen when people go that extra relationship building and actually say, "Would you like to get on the phone for call with me?" And to me when we're looking back at the marketing model, 5k a month. Okay you want a client a week? How many discovery sessions? Maybe two discovery sessions a week. That's your job. It might not sound very sexy, but if you're working for me, your job when you get to your desk every day is to book me those two calls a week. And I do find people doing the marketing, and feel like they're being seen but they're not asking.

Kendra: Yeah. Yeah, I agree. I see that a lot. And I see it with free opt-ins, I see it with all kinds of things. It's like they say it once and then they never say it again and people aren't even aware of that there's this option to take the next step. You've really got to have something there for your hot leads, so people who are like, they've seen your content, they like what you're doing, they like your personality, they want to buy, but they just don't know how and then they forget, they're gone.

Amanda Daley: Totally. And we are in business, the same plan I said yesterday I was talking to resistance, what was going on and of course it came up like, "Oh my family and friends might think I've been talk about my business too much." At some stage we've got to make peace with that, if you want to be in business, you're going to have to market. And I know that none of us necessarily got into health coaching to be marketers but to find the love for that I think, to find the creativity for that and the piece around it. God, the impact we could be having. And if we say we want to be helping others through our work, we can be doing that through our social and content we create all day, every day, if we truly do what everyone tells me, "I just want to help people." If you do, then go be of service with this content and getting visible and asking people, "Can I help you?" Because they're sitting at home, wanting to be helped.

Kendra: Yeah. And I love that you said creativity in marketing because I find marketing super creative, it's one of the only ways I feel like I'm creative because I don't have any other outlets for it. So I really enjoy it for that. And so I think you just got to find like, you know where your superpower is in terms of content creation and then go spread your message. Go help those people. Go give them value.

Amanda Daley: Absolutely. And we don't need big audiences. I know a lot of things out there talk about needing to build a big list I think you do if you're going to do an online program or something like that, but honestly we all have even just on our personal Facebook page or [inaudible 00:33:09] of things. We don't need big numbers to get two people on the phone a week, we just don't.

Kendra: No, we don't. And I love that and I talk about that a lot, especially these days because maybe 10 years ago, sure it was not that hard to build a massive email list and following because all these algorithms weren't in place and it wasn't as crowded and all this. But these days unless you have a big budget, it's really hard to do that. So it's really about having a quality lesson and just to give the audience some context. I've talked about this a bit before, but I think I had less than 2,500 people combined when I made my first six figures in business and that was across email, Instagram and Facebook. It wasn't that much. It's really not that much, I think anyone can do that.

Amanda Daley: Yes, yeah. And obviously the marketing pieces do need to start coming in of going back to meetings, back to the eyeballs. Even in my advanced mastermind still pretty much 80% is how do we get you seen by more? And one of my top tips there is how can you tap into someone else's existing audience of that [inaudible 00:34:08] can start from scratch and getting back to this, where are the clients, ask a genuine question, where are they? They're following Kendra. Okay, well how can we partner with Kendra? How can we get in front of Kendra's audience? I think we over complicate it, it is basically, can I be seen by my ideal client and then ask for the dance, so that step three and four.

Kendra: Yeah, and I love that you talk about collaboration because I think it maybe can come back to that scarcity mindset. The idea of there's too much competition, like what she does means that I don't get it as much, but it's like there's really room for everyone. There's so many people online and what makes you unique is really your personality and there's no one else who was a personality just like you. So we can collaborate, do this podcast together even though we have similar audiences and still benefit. Right?

Amanda Daley: Oh absolutely. You know, one of the things I've always been proud of in my stage one mastermind is I've never seen at least to my awareness, any sense of competition in there. But I definitely do see when people move on to the more advanced implementation stage that I have. By that level because obviously it takes a while to get your foundations and by year two of your business, I find it's the collaborations between them. Again, you don't need the whole world just a small group of women and I'm sure you have the same in yours, start sharing a podcast with each other and then get each other on as guests. You don't need to even know anyone else. And I see this work pretty well with Facebook live shows, for people starting up. I've got a beautiful woman who actually has a voice impediment and therefore was going to leave because she thought, "I can't do videos and I can't do content," and we set her up with a Facebook live show and she just interviews like all the other ladies in the mastermind. And she's in her element because she doesn't have to be the focus on her vocals for a full hour. And so the collaboration and there's just no need for a sense of competition and I think if anyone does feel that, that'd be a key thing. It's a sense of resistance too, I think, so.

Kendra: Yeah. Oh, I love that. That's such a cool story. Yeah. I mean, really, there is something for everyone and if people don't resonate with you, that's okay, they can go resonate with someone else. Like not everyone is meant for you. And that's okay. It's just like in real life, not everyone's going to like you, you can't be friends with everyone.

Amanda Daley: I remember a mentor saying to me once when I was getting a bit triggered by that, like so many new coaches and so many whatever, and she was like, "You don't want all those people. Amanda," and it really gave me a sense of, "Oh yeah, like we don't want every person in the world." It's like we just want our dream clients, just stay in your own lane. Like I said, get magnetic in your marketing, get really clear. This is where I want to work, get culture and boundaries in that and you don't need everyone. And my little joke too, paraphrasing what she said there, is you probably don't want to work with everyone anyway.

Kendra: Yeah, it's very true.

Amanda Daley: Let other people be the right coach for that person.

Kendra: That's awesome. And so that's number four. And that is, I guess the dance, to get people on the phone, right?

Amanda Daley: Basically. Yeah.

Kendra: All right.

Amanda Daley: So that leads me to step number five, soulful sales and systems. So I think most people are terrified of that sales call and it's definitely something I think, I don't want to quote wrong, but a number of the health coaching schools I believe still do teach something called a health history or something similar as a way of getting on getting someone to buy from you and a health history will not sell. There's a reason that there's a resistance to them. It's valuable information, I think it can be great in session one of your program or something like that, but a sales call, it's soulful when you don't coach, and this is backwards for people.

Amanda Daley: The minute that you coach, you're actually robbing someone of the opportunity, which is supposed to be a discovery of, am I ready to transform, and are you the coach for me? To me, that's the only energy we want in a discovery call. Is this client ready to transform and is this relationship right?

Amanda Daley: It's simple to say, I get it because we bring all our baggage and we need to pay our rent, we need to pay our this. So we bring our money stories to the call and then we bring our, am I good enough in. Often what can happen is we start coaching to prove ourselves, especially as new health coaches, or we start blushing off a whole lot of information to be expert. And we're making that about, "Oh, it's all about me. Am I good enough?" As opposed to a sales call should be 100% about the potential client, almost to the point where you don't even have a script, almost, I do have scripts. And is it true from the energetic process that I take someone through that I teach, which is allowing someone to go high into their dreams.

Amanda Daley: Most people live in what I call the gray zone, and they're too scared and they're trapped. Take someone on that journey, what do you really want? Have you even thought about it? And then take them low and be honest, what's this pain actually doing? Most people, again, shove it down, pretend it's not there and as we open up that we can see what's really going on for the person and if they want to transform. That in itself to me is one of the most valuable things you could gift someone. So you're still giving, you're still giving value. And then the simple question after that is, is now the right time? Are you willing to change? You want to know all of that before there's any conversation of your program or anything like that.

Amanda Daley: And this is hard for me to succinctly put in one point but ultimately what I'm saying is have a way of doing sales that will actually lead to someone making a commitment in themselves, not regurgitating what happened to their parents' health or their current stomach problems. We'll get there but really one of the key pain points... Back to sales messaging, right? Key pain points, key desired outcome. And do they want to go on that transformation? Is it with you?

Kendra: Yeah, I love that you really want to find the right people because if they're not committed and you sell them into your program, then they're not going to get results. You're going to be banging your head against the wall and it literally kills your soul when you have this client who you want to help and they can't help themselves. Right?

Amanda Daley: Yeah. And we've got to be really clear on that as well I think, that as health coaches, I think we all are in so much integrity of what we give. Most people will over-give but one of the biggest healing pieces of my journey was really understanding, that I can never make my client do that work. I cannot be responsible for that. Like in the early days of business coaching, myself and my assistant used to not sleep after a call. We're trying to work out Sally's issue, and why is Sally's business... And I really have come to a place of peace and I hope I can pass that to everyone sooner rather than later. As coaches, we're not meant to be God, we're not meant to be someone's savior, we're not meant to do the work for them and we want clients who want to change. It's part of that first call, if that's not there, why would you put yourself through that? It's going to loop you back to step one of feeling like a fraud and terrified of getting on coaching calls. Because of course, we've got to give everything and of course, we've got to do our best as a coach. But more often than not, we're actually sabotaging by trying to solve everything, especially on that first call instead of leaning back and seeing, "Hey, do you want to make a change?"

Kendra: Yeah, I love it. And I think I've started calling them... I'd tell people don't even call them sales calls, they're just qualifying calls or enrollment calls. You're just qualifying this person to see if they're going to be the right fit for your program and if you can actually help them. But I love what you said about, we're not their saviors. We can't save our clients, they have to save themselves, we're just here to guide them. And I think it's important to make that really clear that when we work together, I'm going to be giving you guidance, but you're only going to get the result if you actually do the work, right?

Amanda Daley: Totally. And not being afraid, once you are coaching. If someone's not getting the results, don't blame yourself, speak to it. Call it out, I mean in a loving way that, "Hey Sarah, how are you going so far? You know I've noticed that some of the pieces of homework that I've given you, you haven't necessarily taken action on. Do you want to go back and review why?" That is very different than sitting at home going, "Oh my God, Sarah's not losing weight." Well, why? The only reason can be that she's not taking action or don't take responsibility, and then lean in and say, "What else could we do here together?" You're going to be so much more connected in hearing what's needed, than if you're in your head going, "Oh my God, I'm not good enough, she's going to leave. She's going to..."

Kendra: Yeah.

Amanda Daley: But again, I know it's easier said than done, start with a really soulful sales process and systems. The three systems that I always believe need to be part of that are, how to book calls, how to take payment, how to do a contract. And I think just by having those smart pieces set up in the background, then we can relax when, "Oh my God, the shock, someone actually wants to buy from me," the first client, and then we're like, "Oh, how do I do this?" If you can just have those there, you can feel supported, you can trust the process and to me too, there's an energetic flow in that. When your pipeline is set up, you can just, "Okay, let's get on the phone and I know what to do, if they're the right person for me."

Kendra: I love that. That's awesome. Okay, so let's just quickly review those steps. I'm like already like forgotten them. So let's go through them just so the audience remembers and then we'll let them know how they can get in touch with you.

Amanda Daley: Absolutely. So first step is mindset, specifically the three, the fraud, the scarcity, the low value for health coaches, and who you surround yourself with. So mindset, mindset, mindset. Step two is business model, getting really clear, how much do you want to make? How many clients is that going to take? How many hours a week? Where's that going to fit in your schedule? Does that fit for you and your values and your lifestyle? Step number three is all about those eyeballs. So identifying the ideal client and then every day, how can I be seen by more eyeballs, into step four and ask for the dance. So step four is really about asking, leaning in, having the conversations, not waiting for someone to engage with you, you're going to them. And then step five was the soulful sales and systems.

Kendra: Awesome, I love it. I think that's great. And I hope this helps everyone make 5k a month. And I just see in her notes that you have a freebie for our audience. Hey?

Amanda Daley: Yeah, we've actually set up a page for you. So @amandajdaley.com that's the letter J in the middle of my name there, AmandaJdaley.com/360, we have set up some of my top health coach goodies for your audience.

Kendra: Awesome. Thank you so much. And I guess so your website is just AmandaJdaley.com and then your social media was Amanda Jane Daley. So we'll put that all down in the show notes for everyone if you want to connect with Amanda and have her help you because, guess what? I think everyone needs a coach and mentor.

Amanda Daley: Absolutely. I love meeting any health coach. I'm so passionate about where this industry is meant to go, and any questions anyone's got or anything at all. I also have a Facebook group, Healthy Wealthy Society, which is where I mostly hang out. So I might mention that, because that's if anyone just wants to ask everyday questions about health coaching, or I know a lot of people probably aren't even in health coaching yet. We get a lot of people in there just wanting to check out the industry. So yeah, it's my favorite place to hang out.

Kendra: That's awesome, I actually think I'm in that group. I just really have not engaged in there in a while, but I think I'm in there.

Amanda Daley: I'll keep an eye out for you.

Kendra: Well thank you so much, that was super valuable. That's really, really good info for the audience. So definitely go follow Amanda, everyone. And thanks guys for listening. And we will be back in one week with our quick episode, our Biz Bomb series where we give you a super juicy tip for your business and then your brain explodes because it's so good. So we'll see you in a week and thanks for joining guys.

Biz Bomb – The Importance of Niching

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Welcome to your Biz Bomb episode of the 360 Health Biz podcast where we provide a quick tip to blow your mind and help your business. And today’s Biz Bomb is about niching. We have talked about niching A LOT so this is just a refresher of why niching is so important for your business.

The truth of the matter is - if you don't choose ONE target market, you are going to struggle to get ANY clients. Here's why: think of niching as the difference between  a dollar store and a specialty store. The dollar store has a lot of cheap stuff, whereas a specialty store has a limited amount of high quality items. If you try to talk to everyone, your message won't be clear.

When you have your niche client, you will be able to use specific wording, messaging and marketing strategies to approach your group. 

In this episode, Kendra walks you through an example of just how niching would work. Tune in now to take a listen!

If you're listening to this on the podcast and you found this helpful, just screenshot this episode, share it to your stories, mention @360healthbizpodcast, and we will share it to our stories. Just let us know in that story, what were your biggest take-homes and did this work.

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TRANSCRIPTS

What's up 360 friends. This is Kendra Perry, your amazing cohost and this is your Biz Bomb episode where we give you a super juicy tip for your biz that takes up almost no time at all. So in this quick episode, I want to talk quickly about the importance of niching. I have been getting on Instagram in my DMs, so many questions about niching. In my opinion, your ability to define your niche is the first step in running a successful business. And if you don't niche properly, if you don't actually choose a market segment, then you are going to struggle to get clients. It's going to take you a long time to build your business, and there's a good chance you may not be successful at all. There is so much fear around niching, so much fear, and I get it because you feel, "Well, I'm a new health coach and I need clients and if I niche, I'm going to be excluding certain people." And I'm here to help and I want to help everyone. You cannot target the entire market on the internet. Okay?

That is crazy. There are ... I don't know how many billion of people online, but maybe there's 3, 4 billion people online. You can't talk to every single one of them, that is impossible. You can think of niching as the difference between deciding to have a dollar store versus deciding to have a specialty store. So you really need to choose one segment of the market out there and talk to them. A big reason why coaches aren't able to get clients is because they haven't actually determined a proper niche, therefore their messaging isn't clear and it's not necessarily speaking to anyone. So let's say that I am a woman in my 30s and I've just gotten adult acne, cystic acne all over my face. I do not know where it came from, I've never had acne my entire life and I'm just so devastated about this. And so I'm like ... Go to the doctor and they recommend Accutane, and of course some antibiotics and I'm like ... Read up on Accutane and realize it has all these gnarly side effects.

I'm like, "Okay." Don't want to take longterm antibiotics, don't want to take Accutane. There needs to be another way. There needs to be some natural solution for this. So I start googling, I'm googling, I'm googling and googling. What do you think I'm actually googling for? Am I googling how to improve my health and wellness or am I googling solutions for adult acne? Right. So I know what I'm googling for, I'm googling for solutions for acne. And as someone who actually struggled with acne, all my searches were related to acne and none of them involved the words "health", "wellness", "nutrition". It was literally just like, "Natural solutions for acne." And that's what I was searching over and over and over again. And let's say I get to two different health coaches websites and one of them says, "I help you uncover healing opportunities and improve your health and wellness so you can be the best version of yourself." Versus this other health coach I find who says, "I help women in their 30s struggling with adult acne, get clear skin naturally." Who do you think I'm going to choose?

I will never pick the first one because I'm going to look at that and be like, "Well, my health is fine. Actually really good health. Went to the doctor, got my blood work done and they gave me a clean bill of health. So my health is fine, my wellness is fine, but my acne is the problem." Just because we know as health practitioners that all the symptoms that people are experiencing are connected to their overall health does not mean that they know that. And so if you cannot meet them where they're at and where they're at is struggling with a very specific symptom, then they aren't going to pay attention to you and that's just not going to mean anything for them. So this is why it's so important to be very specific with your niche, otherwise you will attract no one. I really cannot stress how important it is to niche. When I work with health coaches and they are telling me, "Well, I can't get clients, I don't know what's wrong. I'm doing all the things, and I'm just not making enough money."

I will go on their website and their Instagram and I will instantly see that they don't have a specific niche and that is why, because their messaging just doesn't appeal to anyone. You really need to think about how do people actually think about their health? How do they think about the pain that they're experiencing? I don't remember the last time I heard anyone say, "I want to be the best version of myself. I really want to optimize my health. I really want to take my health to the next level. I want to feel well and get well naturally." People don't say these things. When people are struggling with their health, they say, "I want to stop having this chronic joint pain." They say, "I'm so sick of these migraines." They say, "I'm so exhausted, I'm so sick of being tired." They say, "I wish I didn't have diarrhea every day, it's so embarrassing." So you really need to meet them where they're at and that is with that one specific pain or symptom that they are experiencing that they know they desperately want to change.

Now, of course, as they learn from you, as they follow you and as they maybe go into your paid programs or courses, they learn that, "Wow, my acne is really connected to my gut. Interesting." Or, "I had no idea my acne might be caused by my hormones or my blood sugar imbalance." But you cannot lead with that because if you're like, "I help you heal your acne and clear up blood sugar imbalances." They're going to be like, "Well, I don't have blood sugar imbalances. I have acne." So you really need to meet them where they're at. Niching is so important. If you decide to focus on anything in the next week for your business, I want you to audit your niche. I want you to look at it and determine like, "Is it clear? Is this actually speaking to someone?" And if you're confused and you don't know, please send me a DM on Instagram. I will help you with your niche. I've been helping a lot of health coaches with their niche lately, but I will tell you if that is a good niche or not. My handle is Kendra Perry Inc.

So please do send me a message and let me help you because if your niche is not clearly defined, that'll be that big blocking factor towards you having a successful business. Okay? Okay. All right. If you liked this episode and you are currently listening on your smartphone, make sure to screenshot it, share it to your Instagram stories, tag @360HealthBizPodcast as and let us know your biggest take home and that will help us know that you like this content and you want more just like it. I think that's all I got, so we will see you in one week from today with the next full episode, and in two weeks with the next is Biz Bomb. Bye guys.

Email Marketing Part 2: Why You Need a Nurture Sequence

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Welcome back to part 2 of our chat on email marketing! In part 1 we discussed WHY you need an email list in the first place and which email marketing platforms we like to us. We also discussed what your email should include and some click-worthy subject line ideas.

In today’s episode we dive into two very important topics when it comes to emails – the first part is the boring, but VERY important legal talk around emails - including who you can legally email  and opt-in protocol (and opt-outs for that matter)!

But the majority of our episode we are talking about the fun stuff, the sexy stuff…the stuff that will make you money!

That’s right we are talking email marketing nurture sequences! A nurture sequence is basically a series of automated emails that you send to new subscribers to help them get to know you and build a trusting relationship with them. The sequence usually starts when someone signs up for a lead magnet (like a cheat sheet, freebie, etc.) – they receive your first email which is the freebie..and then what?

If you start selling your product or services to them immediately guess what will happen? You’ll scare them off!

In this episode, we talk about the first 6 emails you should send before you even try selling to your new subscribers. This includes telling your story (sometimes over the course of a few emails), creating cliff hangers, establishing a schedule, tooting your horn with some testimonials, creating engagement with a “reply to this email”, plus more email marketing tips and tricks.

We also chat about micro-conversions and selling your method. What are those you ask? You’ll have to tune in to find out!

Be sure to listen to Part 1 of the Email Marketing series here.

Still not sure where to start? Download our Email Nurture Sequence template here to help you out.

Connect with us on social:
instagram.com/360healthbizpodcast
facebook.com/360healthbizpodcast
instagram.com/kendraperryinc
instagram.com/sleeplikeaboss_

Kendra's HTMA Expert Course is now open for enrollment! The course starts February 10. Enroll now: https://go.kendraperry.net/htma

TRANSCRIPTS

Christine H.: Hello, and welcome everyone, to this new episode of the 360 Health Biz Podcast. Today, you have your two favorite hostesses with the [most-esses 00:00:11] in the Health Biz Podcast world. Miss Kendra Perry from Canada, being snowed in right now. Then, Christine Hansen from Luxembourg, where it's actually pretty sunny for this, generally. We're really excited to be with you today, as we are recording our second episode on email. How to write your email, how to structure it. We already talked about it in the last episode, so check that out. Today, we're mainly going to talk about how to make it work for you to do sales.

Christine H.: Stay tuned, but before we dive deep into the nitty gritty of this, we have a lovely, lovely listener who we adore who left us a review. Here's what's been said about us.

Kendra Perry: Okay, so we have a review from Jennifer [Blaugh 00:00:58], and I hope I said your last name right, Jennifer. She is an FDM. The title of her review is, "Seriously on-point content." Thank you, Jennifer. She says, "I am a fellow FDM, and I am trying to ramp up my health pushing business. I've been listening to all sorts of podcasts and webinars. This one is legitimately chock-full of great content, relevant information and useful, actionable advice. Seriously great stuff. Thank you, ladies, for all your hard work." Well, you are welcome, Jennifer, and we fucking love you.

Christine H.: Yes. Yes, we do. We love this so much. My little heart is singing right now.

Kendra Perry: Yeah.

Christine H.: This is amazing. Thank you. We're going to do our best to spoil you rotten in this episode as well. As email marketing is a huge, huge thing. A tool that is not easy. I think a lot of it can go wrong, but it's also the first thing that a lot of us are confronted with. Today, we're going to basically pick up on our last conversation. To let you know, first of all, how can you stay on the legal side, and then how can you make people just give you their money like a buttery, sweet transaction leaving everyone happy? Kendra, let's begin.

Kendra Perry: All right. We're going to bore you a bit first, so stick with us. Then, we're going to get into the sexier stuff. We do want to address the legal stuff, just because it is really important. You want to make sure you're not breaking the law with email marketing. Then, we're going to talk about email nurture sequence. You may not know what it is. Actually, a lot of the coaches I've talked to don't know what it is. We're going to talk about what that is, and why you need one, and how to do it. We're going to give you a step-by-step process.

Christine H.: Yeah.

Kendra Perry: We're going to be talking a bit of the legal stuff. Christine is going to speak to the GDPR stuff, which is the European rules, because she's more familiar with that. I just wanted to speak to some of the Canadian and American rules. This is one thing that's across the board. You need to get people's permission to email market to them. If you have a bunch of people's emails from something else, and they didn't give you their email address knowing that you were going to send them marketing emails, you actually can't use their email. You're not allowed to do that. That's completely illegal, and it's against privacy. You don't want to do that. You always want to make sure that people know they're opting in, you have people's permission to use that email.

Christine H.: Yeah, so maybe to give you a concrete example, let's say you go to a networking event and you exchange business cards. You are not allowed to take those business cards and type that email address of that person into your email marketing software. First of all, it's not polite. People are going to be annoyed at you, because when it happens to me, I get furious. It's also illegal. Anyone who gives you their email address that doesn't explicitly say, "Okay, you are allowed to send me new, or regular updates," basically that's illegal.

Christine H.: The same is also, and i know that a lot of people do giveaways, or if you are having a fair, you have things where you can win something, and then the entry, not tickets basically, have the email address of the person as well. You do need to have it a disclaimer somewhere that really, clearly states that you are going to email them regularly. Otherwise, again, you're a criminal, basically.

Kendra Perry: You're a criminal. A way that I do this that makes it really obvious. On all my landing pages where I'm offering something for free, the button always says, "Join my list, and you'll get the free guide." It always says that so it's very clear that they're joining my list. Yeah, you just want to be really obvious with that, because I have come across the people who are like, "Oh, I have all these emails from my personal training clients. Can I use that?" I'm like, "No." You could email them and say, I'm going to be sending out emails on this. Are you interested? Do you want to be on this list? If they say yes, then you can use that email but you do need to get their permission first.

Christine H.: Exactly. The same is true, actually, when you do sales calls, or preliminary sessions or whatever you call them. The people who leave their email address there to get a reminder of a call, they did not accept to be on your email list. Unless you tell them that they are going to be added, and have a checkbox to ask them whether they are okay with that or not, you cannot just connect your scheduler to your email software, and then automatically add them. It sounds so easy, and it wounds like, "Okay, I'm going to get a little leads," which I agree, but it's not legal.

Kendra Perry: Yeah. Something you can do, like what I do, is I do add my clients to my email marketing list if I ever have to send communication to my clients specifically, but I exclude them from all the marketing emails. They're literally just getting the occasional email, like, "I just raised my prices. Here is the information. This is changing." Anything that's specific to client communication where I want to email all of them, but they don't get the marketing emails. That's really important.

Kendra Perry: Now, in terms of opting in, there is something called a single opt-in, and a double opt-in. The single opt-in is when you literally just put your email into that landing page, or that pop-up. Then, they automatically get the thing. A double opt-in is where they put their email address in, and then they get another email that says, "Confirm your subscription," or something like that, so they have to double opt-in.

Christine H.: They have to click on that.

Kendra Perry: Now, from what I can tell, and I know it was like this. I can't tell if it changed. I went online and did some research, but in the US you can have a single opt-in. In Canada, you have to have a double opt-in. If you're a Canadian, you're going to go with that double opt-in option, because that's the law. In the US, you can have single opt-in.

Kendra Perry: You can get this set up. All the email providers will have this option. You can turn it off, you can turn it on. It's usually just the clickable button anytime you are building out your sort of little email sequence, or little form. If you are in Canada, and I don't know if you know that in terms of Europe. Do you need a double opt-in?

Christine H.: I am not sure, to be honest. I don't think so, but I would actually check on that in a second.

Kendra Perry: Yeah, so we'll throw that in the show notes.

Christine H.: Yes, exactly, but I don't think so. I don't think you need the double opt-in necessarily, no.

Kendra Perry: Okay.

Christine H.: There's different statistics as well that show that if you have a double opt-in, the people who actually bother to click that link are going to be much more likely to actually engage with your emails.

Kendra Perry: Yes.

Christine H.: Even if it's not a requirement, it might be a good practice to already filter tire kickers who are just going to take space in your email marketing software. Just to make sure that you have primo material in there.

Kendra Perry: Exactly, yeah. I agree. Just that extra step, because a lot of people just get shiny object syndrome. They're just like, "Fuck yeah, I want to opt in," and they just opt in for all these things. Then, they never actually go to their email and check that, right?

Christine H.: Exactly. This is something which, actually we can talk about this right now. If you do this, basically what happens, when people fill in their email address and they click submit, or get now or whatever, you usually have a choice from your email marketing software to either just reload the form, or to send them to a different page. Whatever you choose is fine, but there should be a little message popping up, telling them to check their inbox, check their spam box or their junk folder, to make sure that they get that second email.

Kendra Perry: Yeah.

Christine H.: If you don't, people might just be frustrated because they think it's not working, when it's actually in their spam. We always recommend to personalize, and customize that, and already do that in your voice. If you're someone like Kendra and I, we would probably say, "Woop-woop," or something like that. You're good, now go over to your inbox and make sure that we didn't land in your spam folder. A sad face, something like that. Make sure you-

Kendra Perry: Yup. You bring up a good point there, and I think it's also a good point. You know, so many of you guys just have forms on your website? Then, when people opt in, nothing happens. I've seen a few websites where it's like, you get the thing but there's nothing that tells me what's going to happen next, and just so remember, they're giving away something that's personal. You need to make them feel...

Christine H.: Protected.

Kendra Perry: ... protected by saying, "Awesome. You're in. That guide, or that checklist is on its way to your inbox. It's going to be there in five to 10 minutes, so make sure to check your promotions or spam. If you have any issues, this is my support email where," you know.

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: Sometimes, forms are broken, right?

Christine H.: Yeah.

Kendra Perry: If you have someone opt in for something and they don't get the thing, and they have no way of contacting you to be like, "This didn't work," that trust is gone.

Christine H.: Yeah. Agreed.

Kendra Perry: Just saying.

Christine H.: Totally. The second thing that I find will distinguish you from the crowd is that confirmation email that is coming then. A second email that is going to be, "Click here to..." I don't remember what they say, it's a confirmation email. Usually, your email software will allow you to customize that, so brand it. Brand it according to how the newsletters are going to look like afterwards. Write it in your lingo. Tell them, "You are our favorite. Now, just click this little thing and we're good to go." Something that you would say so that people immediately see that you're not a robot, and it's not just tack, but it's actually you behind your business. I find that really makes you stand off on the crowd. You can make it a bit funny.

Kendra Perry: I would say the other thing too, is in the subject line, what I always put is in brackets, "Download," and the name of the thing.

Christine H.: Yes.

Kendra Perry: Make it really obvious so they're like, "I'm downloading this free sleep guide," and it says, "Download, Free sleep guide." I'm not searching for it. It's not some fancy email subject that I don't recognize as what I just downloaded. That's really important. In that confirmation email, this is not a time to sell, this is not a time to offer anything. Literally, keep it short and sweet. Say, "Thanks for downloading the guide, this is awesome. Here is the download button." They're just warming up at that point, so it's not time to pitch a course, or pitch a service, or even your free call in that email.

Christine H.: No, no, no. Don't do that.

Kendra Perry: Before we get into email sequence, could you just briefly speak to, Christine, just the GDPR [inaudible 00:10:59]? I think that's important for, I think everyone. Not just your emails, right?

Christine H.: No, I agree. Yeah, so GDPR has been creating [inaudible 00:11:05] especially in that two years ago when it came out. Basically, what it is, you need to know that it was a huge problem that too many people got spam emails. The European Union basically made it illegal to collect data. Well, illegally as we've discussed it now, but also certain types of data, and you have to have a structure within your company. There needs to be a designated person who is taking care of that. You need to make sure that you're never going to give the information that you gather from your people to a third party. All of that was created, and thrown out there. It's easy if you're a huge company and you have a legal team taking care of it. If you're a small business, it can be completely overwhelming.

Kendra Perry: Yeah.

Christine H.: In the beginning you had all worst case scenarios. Truth is that there hasn't been a single legal case done yet, so there is no previous court case yet. Chances that someone is going to pick on your little company to be the first one is very, very unlikely. There's different things that you can do. The double opt-in is one thing that is going to protect you straightaway. The other thing that you need to do is, you need to have a little checkbox below the opt-in form, which means there's a little box that people fill in their email address. We've discussed this before, if you want to add their first name or not. This little box, they need to check the box where they really give you consent through that. There again, the wording can be, "I agree with terms and conditions," or, "I agree with your privacy..."

Kendra Perry: Policy?

Christine H.: Policy, privacy policy. You need to have that on your website. There needs to be a link to that on your website to that privacy policy. Every website needs to have that, and you can have templates that are GDPR compliant. It's just really to cover your ass, basically. To make sure that their email is just for you, and your company and not for anyone else, and so forth.

Christine H.: It used to be a bit tricky, because obviously the emails are being stored on your email marketing service. The questions was, is that a third party seller or not? I think no answer has really been found yet. There's a lot of nitty gritty on that. I'm not a complete legal expert on it. What I can recommend you to do, and I know that the Being Boss team, they have a podcast which I actually recommend, they have done tons of research on that. They spend a lot of money on that, and they have a great podcast episode on that too. Go, and check that out.

Christine H.: For the rest, I invested in a GDPR template that was developed by a lawyer here in Europe. I think she was German, I'm not sure. It's basically the linguistics, it's highlighting when you have to fill in your own things. It will ask you to have an office designated for all of this, but if you're a one-person company obviously you are going to be the officer. It just means that there needs to be a person that is good to be responsible for the information that you are collecting.

Christine H.: I think the little checkbox is the most important one. Personally, I also have to say that I'm a slacker, and I haven't done it. I also have to say that different email software is so much better at this than others. I know that MailerLite has one that is GDPR compliant. You just tick that box when you set up your opt-in box, and you just say you want your advert, and it is filled with GDPR compliant lingo. You basically don't have to worry about it.

Christine H.: The negative thing is that they can be off-putting to people. Every step that you're adding to the process of people giving you their information is going to put them off. It's literally the easiest, the quickest is the best. I also have to add that, of all the European websites that I've seen so far, there's not many that are actually doing this. Literally, none.

Christine H.: I think it was just a huge scare two years ago or so, and right now people are breathing again and it's loosening up again a little bit. What I would suggest you do is to have a double opt-in and to have a little checkbox next to your email box to make sure that people know that they are giving you their information, and where you say that you won't sell it, or that you won't share it with a third party. Then, you're good to go.

Kendra Perry: Yeah. Yeah, and I just want to mention that-

Christine H.: Have a privacy policy.

Kendra Perry: Yes.

Christine H.: Sorry. That's one thing that you need to have.

Kendra Perry: You do, and especially if you're running any ads. Facebook will disapprove your ad if you're sending people to a page that doesn't have a privacy policy, or doesn't have a GDPR link.

Kendra Perry: The other thing I just want to mention is, this is something that applies to more than just Europeans. If anyone is opting in from Europe to your page, that technically makes you need to have [crosstalk 00:16:01].

Christine H.: ... reliable.

Kendra Perry: Yeah. If you don't know where your people are coming from, and I guarantee there might be one person, a few people, or even an American or a Canadian who are just in Europe traveling.

Christine H.: Exactly.

Kendra Perry: I think the double opt-in is a good way to go.

Christine H.: It's a good way to go. It's not compliant... That's not what I want to say. It's not mandatory. It's not something you need to do, but I just think you are covering your bases a bit if you have it, and make it fun. It's a pain-in-the-ass, but make it fun.

Kendra Perry: Definitely.

Christine H.: That would be a good one. All right.

Kendra Perry: All right, let's stop with the boring shit.

Christine H.: We already gave some good shit there, on how you can it less boring, so that's fun.

Kendra Perry: Okay, we're going to be talking about email nurture sequence, which is basically... it is a sequence of emails that you send new subscribers. The whole purpose of it is to build trust, to have them get to know you and your sort of method, and also how you can help them, right?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: I can't remember the touch points, but usually before people invest, I read it was 36.

Christine H.: 36?

Kendra Perry: Yeah.

Christine H.: Crazy.

Kendra Perry: Yeah, that's what Chalene Johnson said on her Build Your Tribe. She said it used to be much smaller, but these days it's about 35 or 36.

Christine H.: Oh, wow.

Kendra Perry: I might be a bit off on that number. What that means is that they need to see 36 different pieces, or come into contact with your brand 36 different times before they're ready to buy. That might be that they listen to a podcast episode, and then they receive an email. Then, they see a social media post, and then they get another email. That's the thing. That's why it's really important not to pitch too quickly, because it can people a really long time to warm up. I had two touch points with certain people and me, personally, I invested really quickly in certain people's things because I just connected instantly, so it's not going to be true for everyone. For some people it's going to be longer, right?

Christine H.: Yes.

Kendra Perry: That email sequence really just helps them get to know you, and decide if they like you and just get familiar with who you are, what you do and how you can really help them. I've seen email sequences be three emails, I've seen it be up to 30-40 emails. Again, it's going to be different for everyone.

Kendra Perry: Again, it depends on your business. You may have to test different lengths. For new people who haven't done this before, I usually recommend a six-email sequence. I think that's enough time to sort of tell your story, introduce your method and gain a bit of trust with your audience. We've already talked about email number one, which the only purpose of email number one is to deliver your free offer, and also, I say, set the stage.

Kendra Perry: I always tell people, if you're sending them another email, I just say, "I'm going to be sending you a few emails over the next couple weeks that's going to teach you about this, this and this." Tomorrow, or two days from now, or in an hour from now, or however you set it up, "I'm going to be sending you an email titled," insert subject line, "Stay tuned for that email."

Christine H.: Yes, great. [crosstalk 00:19:09] The other thing I really quickly want to mention is that we call it either email nurture sequence, or an email funnel. I just want to say that these two things are the same. It's just different lingo in marketing. Then, also it really depends, as Kendra said, on what your business is. If you want to sell products, if you want to sell coaching services, which I guess most of you do. It also depends on the price point. What do you want to sell at the end of your funnel?

Christine H.: The first thing you should do, and I think we were already talking about that when we discussed the freebie, which is people actually want, and give you their email address that triggers all of this. It has to be created with what you want to sell at the end of the sequence, right?

Kendra Perry: Yes.

Christine H.: We talk a lot about this, but you need to have the goal in mind first. Then, reverse-engineer it. What is your end goal so that you can seed, slowly and subtly, without shoving it down their throat. Have that in your mind first, and then email number one in this sequence, or funnel would be where you just deliver the freebie. That is basically the end. If you reverse-engineer it, it's actually the last step, so to say. That's just a little clarification for newbies who have no clue what we're talking.

Kendra Perry: Yeah, and that's really important. It's like, if you ultimately want to sell them a program that helps them boost their energy, then your email nurture sequence shouldn't be about gut health, right?

Christine H.: Yes.

Kendra Perry: You keep coming back to one thing. This is the most important thing, and we know that most coaches are struggling with this. You need to have a clearly-defined niche. Not two, not three, not four, not 10. One niche that people actually know what it is. I see people niche-ing in metabolism. Nobody knows what metabolism is.

Christine H.: Nobody knows what it is.

Kendra Perry: Right?

Christine H.: Yes. Don't forget that your lingo needs to be what they speak, not what you learned in your education.

Kendra Perry: Yeah, absolutely. I know health coaches are super nerdy, and you want to prove that you're smart, and that you're knowledged. If you speak in words that they don't understand, there'll be no connection. You just want to make sure that everything is connected, which is a really good point.

Christine H.: You can have several of those sequences, or funnels in your business. If you have, for example, products, if you have a supplement line, or if you have DIY programs, or Evergreen programs, you might have different opt-ins on your website that will lead to those different product [inaudible 00:21:35]. You would have different funnels in your email marketing software.

Christine H.: What we're going to teach you today, you can basically take those emails and just personalize them to that product, or service that you are designing. The content, their personality, or the feeling that [inaudible 00:21:53] about is going to be the same.

Kendra Perry: Yeah, and guys, I have a template. I have an email nurture sequence template, and we will link to that in the show notes so that you guys can get access to that. I think that'll be really helpful.

Kendra Perry: In your nurture sequence, let's say we've delivered the freebie. You're going to send them another email, and you might send it an hour later, you might send it a day later, you might send it two days later. It depends, and you may have to play with that. You can set this up with any email marketing platform. This is going to be called an automation, I believe, in most email platforms.

Christine H.: In automation, or workflow I've seen it as well.

Kendra Perry: Yeah, right. I think I've seen it as workflow too, yeah. The first email that you sent after that confirmation email, this was email number two... You want to tell them your compelling story about either why you struggled with your own health that's related to your niche, or maybe why you're so passionate about it. I guess not all of us have personal stories with our niche, but if you do have a personal story, tell it. If you don't, there's obviously a reason why you decided to niche in this, and you obviously feel passionate about it for a reason. Tell that story, and you want to make it compelling, okay?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: People want to know your story, but you also want to refer back to them as much as possible.

Christine H.: Yes, certainly.

Kendra Perry: I like to do, can you relate? Does that make sense? Have you had that experience? Is this familiar? Always coming back to them. You really want to spend some time on this. You want to make sure your story is compelling. Then, what I do with this is, I basically end the email in the middle of the story climax, or that most dramatic part of the story. That's going to be... I think I've heard it called a few different things, and I'm gapping on it, but literally it's that darkest point, or that vague transition point in the story where everything changed. Usually, we can tell a story somehow in that way, where you maybe were interested in health and then suddenly you realize, you're like, "Oh, my God," or in your own personal story you were like, "I was struggling so hard, I hit rock bottom. Then, I discovered this thing."

Kendra Perry: End that story in the middle of the climax so they're like, "Oh, my God, I need to know what happens next." Then, you're going to say, in one day, in two days, in three days, whatever, "I'm going to send you the next email titled..." Give them the title, "where I'm going to share this, this and this." The rest of your story. Yeah.

Christine H.: Exactly. That's something that happens too much, and it depends, I guess, whether your clients are confronted with this a lot or not, I personally can see through this now. I don't like it if I get too many emails at once. Yeah, sometimes I recommend to start with one a day, and then space it out every two days. I like that, actually, but just tell them in a couple of days you're going to get the next [inaudible 00:24:42] or something like that.

Kendra Perry: I think I send my note every two days. That seems to work for me.

Christine H.: I think that's polite. Yeah, exactly. The other thing that you can do is, while you are talking about your story you can already sprinkle in a testimonial. What you can say is, which later on have my client X, Y, Z with their da-da-da. It's just going to be read fluidly. People don't really realize that they've read this testimonial already, but they are ready to connect with you with success stories about their problems. That's a good way of doing it. Then, I think what we do a lot in our emails is, can you relate, or if you have a question reply to me now. Just say, "Reply to this email," and actually those people do that.

Kendra Perry: Yeah, and I do that in pretty much every email I send out. I say, "Reply to this email and let me know." It's great, because if they actually do reply to that email, your emails are probably never going to end up in their spam, or promotions ever again, which is great in terms of deliverability. You can also get a lot of research. You can learn a lot about them. I store all these email replies in my Gmail, and then when I'm going to writing a sales page, or creating some sort of training I literally go through, and I look at the words they're using, and how they're describing their problem. You can actually learn a lot about them. Then, people are pretty excited when they reply, and then you actually reply back and help them.

Christine H.: Yes. Exactly.

Kendra Perry: They're like, "Oh, my God, I can't believe you responded." That's a really good way to do that. Now, I often add that in a PS. I'll be like, "PS: Reply to this email with," blah-blah-blah, or at the end of the email. Then, in your email number three, that's where you're telling the part two of your story, where you're basically telling them exactly how you solved your problem, or you solved someone else's problem. You basically teach them how you're going to show them to do the same with their problem.

Kendra Perry: You just sort of pick up on that story, and then what you want to do is, again, tell them, "I'm going to send you another email in two days," or whatever and, "This is the title of the next email."

Christine H.: Yeah.

Kendra Perry: Yeah.

Christine H.: Those would be a couple of things. Run through your sequence, and I'm going to go and do other things as well, so we're going to see.

Kendra Perry: Yeah. All right, so email number four, I call this Aggravate the Problem and Surprise Them. Remember, they have a problem, I'm just going to use fatigue as an example. When I say aggravate the problem, you really want to make them feel like, this is a problem. I'm tired all the time. I wake up and I'm tired. I walk through the day like a fucking zombie because I'm exhausted. I come home and I'm even more tired. This is causing me pain. I'm missing out on all these other things I want to do in my life because I'm so fucking tired. You really want to speak to those pain points. Pain points are basically the problems that your ideal client has. If we use fatigue as an example, it might be, "I wake up in the morning and I feel like shit, even though I slept for eight hours." That's a pain point, right?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: "I crash in the middle of the day at 2:00 PM, and I need to have a nap." That's a pain point, right?

Christine H.: Exactly.

Kendra Perry: Try to think of all those issues that they have in relation to the one bigger problem that they have.

Christine H.: Great. Okay, surprise them.

Kendra Perry: With Surprise Them, it's kind of like empower them that they have the power to change their situation. That's how you surprise them, because they may have been told by doctors that, "You're just a middle aged woman, and you're just getting older," right?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: They've probably been disempowered with their health. They may not actually really know, or feel that they can change their problems. Surprise them by telling them that, "Hey, your health is your responsibility, and you can change this. I changed this, and I've changed this in all these other people I've worked with," if you have. You're surprising them to be like, "You know what? This is in your control, and you can change things." That's how you surprise them.

Kendra Perry: I also like to throw in there to tell them it's not their fault. You know? You don't want them feel bad.

Christine H.: Yeah. Oh, my God. Yeah, huge one.

Kendra Perry: Most people have been given terrible information about their health, or they've been told...

Christine H.: This is it.

Kendra Perry: ...You're just a woman, this is normal, you're just getting older. Oh, it's because you're in your late 30s."

Christine H.: Exactly. Here's your diagnosis, now live with it, you know?

Kendra Perry: Yeah.

Christine H.: Exactly. Just saying, if you don't have that story... For example, I don't have personal stories, I use my clients' stories. I would, for example, describe what they tell me when we are on our first call together. Especially with them, I really use similar language. Then, for the surprise factor I would say something, "What he didn't know," or, "What she didn't know was that..." Something that I know when I tell it to my clients their eyes light up, and they're like, "What?" This is actually one of these little things that will already make people feel like, "I knew that there was a link there, but nobody believed me," something like that. That's the surprise element. I just use someone else's story and it works really well. You can write a beautiful narrative.

Kendra Perry: Yeah, and I love that you're saying narrative. People really connect to stories. Stories are very much in our DNA. Our ancestors shared stories to spread information. If you can make it like a story, then people are going to be really engaged, and really into it. Then, always at the end of this email you tell them the title of your next email coming, and when you're going to send it.

Kendra Perry: Then, in email five, this is where I like to devote a entire email to a testimonial. Where you share, and if that person has given you permission to use their image, put an image in there. Just tell the story. The whole email is of [Gemma 00:30:36], who was able to reverse her fatigue even though she'd been diagnosed with chronic fatigue, and had it for 10 years, right?

Christine H.: Yeah.

Kendra Perry: How were they able to solve it? Using your particular method, right?

Christine H.: Exactly.

Kendra Perry: Yeah.

Christine H.: Perfect.

Kendra Perry: Again, if you don't have one yet, you could use yourself if you have that personal information, or you could use a friend, a family member, a mentor. Someone who... just anyone.

Christine H.: Yeah, yeah, yeah. At this point, you can actually include your first more pointed call to actions. What that means is, ask them to do something. Before my email sequences were, at the moment I don't have one because I'm too lazy. I am going to do one for this year, and I'm going to record it so stay tuned, I'm going to accomplish that. In the beginning you don't ask them, you just give. You literally just give them. You give them your best story, and something you can maybe do is, "Oh, by the way, here is one of my most popular blog posts. Maybe this can help you to get started straightaway." Something that you already have, they can just click through.

Christine H.: You spoil them, basically. You give them stuff, "Here's a free training that I did. Maybe this can be helpful," and it talks about what I've just talked about in the email. Then, by the time you have the email with a client testimonial, that's when you can actually start asking for something from them. Which could be, "Why don't you book a call and see? If you have questions, just reply here, or just book a call with me." I think this is a good time when you can slowly start to ask for something. Still, don't tell them about a paying program yet.

Kendra Perry: Yeah, I agree. Amy Porterfield calls this micro-conversions, which I really like. You can do this sort of through your email sequence, and my micro-conversions are always in the PSs. I'll be like, "PS: I have an Instagram account where I share business training for health coaches. Make sure to follow me if you're interested." Then, the next might be guests, have a YouTube channel, blah-blah-blah.

Kendra Perry: It's these micro-conversions where they're just small. They're not really asking much of anyone. There's just letting people know that they can click here, get more information. It gets them used to clicking. I always throw those in the PS. I throw them in pretty much any email that I sent out. There's always a PS that tells them to check to something like, "Do you know of a podcast? Check on my podcast. Subscribe if you're interested." Sometimes, people want to binge your stuff. They want more. They're loving it, and they want to see more of your content. If you don't tell them it's there, then they're not going to go and find it on their own.

Christine H.: Exactly. You want to draw them into that rabbit hole of content of yours, into your universe, basically. You want them to gush about you. You want them to know you before you pitch them something. Oh, yeah.

Kendra Perry: Totally agree. Then, the sixth email, this is where I do the full pitch email. I don't just start by saying, "Hey, here's my thing, sign up." I actually explain the method, and how it has really helped me or the client. Again, you're seeding in more testimonial. You're like, "This is my method." I do recommend that, for whatever you do, create some sort of method, or some sort of step-by-step...

Christine H.: Always.

Kendra Perry: ... because there's certain people who make decisions based on knowing that there is a step-by-step process.

Christine H.: Yes, that there's logic behind the madness. [crosstalk 00:34:03] the process.

Kendra Perry: Yeah, they want to know that you can get them from A to B to C, and they want to know that there's a process. Not everyone makes decisions like that, but some people do, right?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: There's a really interesting assessment called Colby Assessment. I actually use this with my sales page, because it tells you how people make decisions. Some people are quick start, so they make really quick, impulsive decisions. They're just super fast. There is the fact finders, which need all the information. They need to do all the research. Then, there's the... I can't remember the name of it, the one that wants the A, to B, to C. I can't remember the name of it, but you can look it up. They're the ones that want the step-by-step. That's why I think, regardless of what you're doing, turn it into a method, or a step-by-step process.

Christine H.: Always, and it has to be yours. Your signature method. For me, it's the Sleep Like A Boss method. It's signature, it's proprietary. Get a patent [inaudible 00:34:58], actually, and trademark. That's what's going to make you money, and maybe give you the possibility to even license it out later. Just be savvy about this, even if you're at the very beginning. If you think you're onto something and you've created something amazing that works, just keep it in mind.

Kendra Perry: Yeah, or even if your method is, you're like, we talk about diet, then we talk about life sell. Then, we talk about whatever. That's still a step-by-step process, right?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: It doesn't need to be complicated.

Christine H.: No, no.

Kendra Perry: Just call it something, because that's what will draw people in. Then, it's easier because you're like, "This is my method. This is how it's helped. This is the process of my method, and this is the solution that I can help you achieve." You really want to focus on in the pitch email. Don't list out the features of your program, and what they're get. Features just meaning, you get a 60-minute consult, and then you get access to this app. Then, you get a Facebook group. Then, you get testing, or whatever. Those are features, and that's not what sells something. People buy because of the outcome you can help them achieve. You really want to go through, what are they going to feel like if they decide to invest in you? What's that going to look like? How is their life going to be better? How is their life going to be worse if they don't take this step, right?

Christine H.: Exactly. Exactly. Then, you literally just tell them, "Click here if this is for you," or something like that.

Kendra Perry: Yeah, and for a lot of you guys, I know a lot of you guys are doing one-on-one programs. You're just going to send them the link to your free sales call, or enrollment call, qualifying call, whatever you want to call it, where basically... We should do an episode on sales because I think a lot of people really fuck up sales calls. The sales call-

Christine H.: We will, we will.

Kendra Perry: It's not a health history. It's not a coaching call. It's literally you inviting them to see if they're ready to transform. You see if they're ready to change.

Christine H.: Exactly.

Kendra Perry: You just want to qualify them, and see if they actually are a good fit for your program, and if they're someone you can help.

Christine H.: There's something you can do as well, especially with health coaching. Our clients are not necessarily who are like us, or like Kendra and I at least, who do a lot of marketing geeking. You can actually tell them that you only work with a certain number of people, or are opening a certain number of spots. With me, that's actually true. I only work with five people at a time. Even if it's not true, it will help those who are on the fence finally prioritize.

Christine H.: It's not just like I'm pokering, or I'm lying. Essentially, [inaudible 00:37:22] game time, and this is time to change your health. When you just tell them, "I'm opening up my schedule for a certain number of people, so make sure you don't miss it," I think it still works. When I'm interested in something and I stop someone and I see it, it still triggers that FOMO in me, you know?

Kendra Perry: Yeah, yeah. I think people need urgency, right?

Christine H.: Yeah.

Kendra Perry: They need a bit of pressure to take action. Don't be upset if, at this point the person still doesn't book the call. Remember, we said 36 touch points, right?

Christine H.: [crosstalk 00:37:59] sometimes, yeah.

Kendra Perry: Exactly. It will depend on how many touch points they've had with you before they opted in for your freebie and went through the email sequence. Maybe they were only four in, so they might not be ready yet but that's why we're sending out weekly emails. That's where you want to email your list weekly, and provide them with value. For each one of those emails that you send out, that's another touch point. It's getting them closer to the point where, if they are interested in investing, that they're going to want to invest.

Christine H.: Agreed.

Kendra Perry: Yeah. If you want to get into more complex stuff, if people don't book the sales call you can follow up with more emails, reminding them or whatever. Obviously, that gets a bit more complicated, and I know a lot of you guys probably just have really basic email marketing skills. Just so you know what the possibility is, right?

Christine H.: Mm-hmm (affirmative)-

Kendra Perry: You can track people who book a sales call, and then follow up. Sometimes, people are interested, but then their baby starts crying and they go to the baby, and they've forgotten about it. It happens all the time, right?

Christine H.: Exactly.

Kendra Perry: What do we have? Four-second attention span? Less than that of a goldfish? There you go.

Christine H.: Yeah. Yeah, yeah. Absolutely, agreed.

Kendra Perry: Yeah.

Christine H.: I think that's it. Is there anything that we have?

Kendra Perry: Yeah, so that's our email nurture sequence. We will make sure to link to the template, if you guys want to grab that in the show notes, which basically just explains out all these sort of steps in detail that you might find helpful. Then, you can be on our email list.

Christine H.: Exactly. There's different things. I know that we say a lot of the times that I'm actually just [inaudible 00:39:29] playing around with it at the moment. I'm seeing staggering numbers, but just like before we said you shouldn't use any pictures or so forth in your email. Actually, I'm using a new software that's called FlowDesk, and it's really pretty. It's in beta, so it's not sophisticated, it doesn't have bells and whistles yet, but it's beautiful. I have to say, my conversion is up in the 50%s, which is a lot, but you make conversion. It's doing really, really well. I know it's glitchy with other people sometimes, but it's actually shifted my perception on whether you should use photos or not. I can see that my crowd really likes, and responds to pretty, which makes sense because my whole branding is built on doing that [crosstalk 00:40:16].

Kendra Perry: I always recommend to keep images out of that first confirmation email. Right?

Christine H.: Oh, yeah. Don't do it on the first one.

Kendra Perry: That's when they're not engaged. Later on, once people have gone through my email sequence, and then I'm sending them weekly emails I might actually have images in those, because at that point they're engaged. They've opened up a few of my emails and told their email service provider that actually this is not spam.

Christine H.: Exactly. It looks just beautiful. We get so many ugly emails, and just having something pretty in your life, it's just going to help them to at least have a longer glance. Then, what I like about this one is actually that you have a little Instagram feed of your last three posts at the bottom. Which I really like, because it gives you an insight into what you do. It's just more personal, and I feel that as coaches we sell based on emotion. We sell based on, yes, people want the logic, but the first thing they're going to see is whether they can connect with you.

Christine H.: It's a bit of a different game than when you're selling an Etsy store or something like that. It's a different ball game. You have to keep that emotion in mind, which is also why the sequence we've just presented is based so much on story. Much more than if you sell underwear, or I don't know, something else, a product. This is just why it differentiates a bit from what you've seen in other podcasts, or marketing courses or so forth. It's just what we see works well with the people we want to help.

Kendra Perry: That's great. Is it an app that you use to add your Instagram feed into the bottom of the email?

Christine H.: It's just part of their software. It's just a drag and drop thing, and you just drop the Instagram feed and it connects to Instagram. It's a pain sometimes to use, switch it off, switch it on again. Then, every email that goes out, which is every week for me, has the last three posts of my Instagram feed.

Kendra Perry: That's awesome.

Christine H.: Yeah, it's pretty cool.

Kendra Perry: If you guys don't have FlowDesk, I'm sure there's a third party app out there that will do that, you know?

Christine H.: Yes. I'm sure there is.

Kendra Perry: I guarantee it. Yeah, I put all kinds of weird things into the bottom of my email. Especially during launches. Put little timers in there, and all that stuff.

Christine H.: Exactly.

Kendra Perry: I'm sure something exists. That's all we got for you guys, and I really hope that was helpful. If you are listening to this episode on your phone, make sure to screen shot this episode, share it to your Instagram stories and tag 360 Health Biz Podcast, and let us know your take homes. We would love that.

Christine H.: Love, love, love.

Kendra Perry: Yeah.

Christine H.: Anything new, leave us a five-star review, let us know. Yeah, thanks for listening, I guess.

Kendra Perry: Yeah. Again, we're always shocked when anyone wants to listen to us.

Christine H.: I know. You just think it's a conversation between the two of us.

Kendra Perry: Yeah.

Christine H.: [inaudible 00:42:58] It's weird.

Kendra Perry: We're out there.

Christine H.: All right, you guys. Have a wonderful day. Make sure you listen to these other episodes that we have, and talk to you very soon.

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