Making the Maven Episode 123: Women dream all the time but they stop their dream right before they even try it.
Gloria Mayfield Banks is ranked the Number 1 Elite National Sales Director for Mary Kay Cosmetics and annually leads her international sales team to multimillion-dollar success. She is a motivational speaker, success strategist, and sales trainer. Her interview today will blow you away! Gloria Banks is just beaming with energy and on today’s show, she discusses how you can pursue your dreams WITH the support of your friends and family and not feel so alone when doubt starts to sink in.
Key Insights & Aha Moments
*Gloria found out she was dyslexic in 7th grade and really struggled with reading.
*How does Gloria Banks have so much energy and passion in her life?
*When did Gloria decide to be unapologetic and a go-getter for her life and career, despite all the naysayers?
*One of the benefits of being in network marketing is that you are surrounded by powerful, inspiring, and positive people … that believe in you!
*The biggest struggle for women entrepreneurs is that they’re alone.
*The angel of success is right around the corner.
*It’s hard for women to convince their families why they’re going into business for themselves; because of this, they lose out on their dreams.
*You can get buy-in from your family by setting tangible deadlines that they can understand.
*The definition of success for most people is progress.
*When you feel alone, that can turn into serious doubt and that can lead to a very cloudy vision.
*Confidence needs to be reestablished as you grow.
Let’s talk about how you can work on making money in your business. You should have the successful business you deserve so you can reach out to more people and make the different you’re looking for! That’s the whole reason you got into this business! You want to end the suffering, spread the good word and provide holistic and alternative options to more people. But first… it starts with you building a very successful wellness business, so don’t fall into these 3 Lies You Tell Yourself that are Sabotaging Your Business.
I’m specifically talking about the three lies you tell yourself about your target market. Stop surrounding yourself with myths! This is so foundational to successful marketing. Let’s talk about these self-sabotaging behaviors that you are subscribing to that are killing your business. But most important, let’s work on turning this around by focusing on specific action steps.
1. I’m Just Getting Started
This is you. You’re thinking you just opened your practice, you’re just getting started and you’re not sure who you specifically want to target. I’m brand new!
2. I Don’t Want to Turn Anyone Away
You’re thinking you can help everyone. You want to help a lot of different people. Well, I’ve got a lot of powerful words for that!
3. I Don’t Need a Target Market
You’re telling yourself you’ve tried it and it just doesn’t work for you. You get crickets. You’re doing “all the things”. Um, no.
First and foremost, marketing IS targeted! To have successful marketing, it has to be a targeted message. When you go out into the marketplace and try to be everything to everyone, nobody will even end up hearing anything.
You’re just like vanilla and people keep walking right on by.
What I need you to hear is that even if you’re not sure who you want to target and you’re just getting started, it can evolve and change. But, YOU’VE GOT TO PICK SOMETHING or nobody is going to hear you. You may have already experienced this. I’ve seen it time and time again.
Say you’re new. You go out and make an effort, which is fabulous. You’re out networking, you’ve put up copy on your website and you’re chugging along. But it’s all just so vanilla! It’s so much about YOU! It’s not about anybody else or what you can do for people, and as a result, nobody is responding. And now your confidence is going down.
Instead, make it targeted. Make it very helpful for that target because it’s going to build your confidence. You’re going to have a much stronger message and you are going to show up with more confidence, which people will respond to!
So stop telling yourself you don’t need this! Maybe you don’t even know you need this, but you do! I know it can seem limiting to just pick one lane. You’re not sure whom you want to target.
You can evolve naturally over time!
But you definitely need that targeted marketing message to get people’s attention. Once you get their attention, you can start talking to them a little bit more in-depth about what they’re looking for and how you can help them.
This can bleed into the other component that I hear people say a lot – “I can help more than one person! I would love to help more than one person!”
Fabulous! If the phone rings and they’re not in your target market and you want to take them on, I say abso-freaking-lutely! I’m not talking about who you’re going to say yes to in your practice. I’m talking about teaching you that you have to have a targeted and focused message to be more powerful for your business.
Because not being focused doesn’t produce long-lasting results. It’s a foundational step in your business!
The interesting thing about this is that you feel like you’re excluding people. But, because you’re showing up in the marketplace so powerfully, clear and consistent, more people end up being attracted to you outside of that market. It’s just the way it works and you’ll have to trust me on this one!
A colleague of mine has a brand that is “Leadership Girl”. She markets to women, but ends up having tons of guys come to her. It’s because she’s so effective at marketing and social media, and she can decide if she wants to say yes or no. But the key is the target!
This can ultimately bleed into you saying that you’ve tried it and it doesn’t work. You’re saying, Michelle, I’m still getting crickets! I’ve had clients in your shoes. I get it. But here’s the problem: You’re not going deep enough.
Let’s say you’re someone who went through a one-page worksheet on identifying your ideal client. You found it from some “guru” and was a free download. Well… you’re probably not going deep enough! Or you haven’t taken what you learned and crafted it into a powerful message that is consistent.
If you’ve done some of this work and aren’t getting any responses, go back and look at the elements again!
Did you go deep enough?
Did you craft a message that was in their language? Not the “wellness speak”. In THEIR language.
Have you been doing it consistently?
It really does take some time.
I’ve done this. I’ve done it poorly, just like some of you. But now I’m rocking it! It works! I had to learn the hard way and I want you to avoid my mistakes. I’ve implemented it for my own business, for my clients’ businesses and I’ve learned from the gurus. The people whoa re getting real results, seven figure results, in their businesses.
So where do you start with this? Let’s talk about actionable information you can use. You need effective marketing and that begins with great targeting.
Do the research! I’m doing research day-in and day-out, week after week. Understand their language and what they are struggling with.
I know that can feel overwhelming, so let me give you one of two options that I want you to implement.
1. Go To Amazon
Look at the book section and type in your topic. Look at the bestselling books in that niche and head over to the review section to read what individuals are experiencing. This can be powerful and transformative to learn their language. I will copy and paste this language into a spreadsheet, so it’s readily available moving forward.
2. Forum Research
Head over to Google and type in the topic you are looking for. For instance, type in fibromyalgia, the plus sign, and the word forum to find forums related to the topic that you’re tagging. Now look for their pain points. Copy and paste this language into a spreadsheet and start looking for commonalities in there!
These are the first couple steps to do to really dig into your target market. It will put you in a position to understand what they’re struggling with, as well as to craft the perfect message to reach them. A powerful message that you can use when introducing yourself locally, one-to-one, at a networking group, speaker events, etc.
Use this information in the copy on your website! You will use it when you create an opt-in for your website. You’re going to use it on social media. You’ll use it to come up with topics on your blog.
You’re going to basically use it every single place you go and it will be the foundation to truly creating marketing that is effective in getting results for you and your business!
Making the Maven Episode 122: Don’t go in blind, get a recipe for your wellness business.
On this week’s show, it’s just yours truly, Michelle McGlade! Hello! Over the years of running a business, there’s something that keeps coming up again and again — there’s a process to all of this. Like baking (something I love to do), you don’t just go in blind and throw in a bunch of ingredients together and hope it works. No way. You follow a recipe and the same should be true with your business. Today, I want to introduce to you and announce my Hustle & Flow Framework™. It’s a recipe for your wellness business. I’ve made a lot of mistakes over the years and there’s no reason why you should go in blind and re-create the same mistakes. This is why I’ve built a framework to help you get those dream clients the smart way!
Key Insights & Aha Moments
*I’ve been podcasting for the last 2.5 years! Wow. Time flies!
*I try not to re-record something. I believe the first time is the real time.
*The cat’s out of the bag. I, Michelle McGlade, want to announce the Hustle & Flow Framework™!
*After listening to this episode, go to my Facebook page for Michelle McGlade and please, please tell me what your favorite type of cookie is!
*I love, love Annmarie Gianni skin care products.
*I really enjoy to bake, but I don’t like to cook. Do you have a preference?
*I love following the recipes. It’s relaxing and you don’t have to do all the guesswork, which leads to my second point…
*When it comes to your business, you gotta follow a recipe!
*Don’t reinvent the wheel.
*The recipe for success is out there, the only catch is you gotta get out there and do it.
*In the Hustle & Flow Framework™, I give you the recipe and help take all that guesswork out!
*I learned the hard way through trial and error and there’s no reason why you gotta do the same mistakes too.
*You need to hustle to grow your business, there’s no shortcut to that, but you can’t consistently hustle without burning out, which is where flow comes in!
*After hundreds and hundreds of client interactions, I know what works and what doesn’t.
*Everybody wants to jump directly into the flow and completely skip the hustle part. Doesn’t work that way!
*I’m sorry if I sound like a Debbie Downer, but believe me, this is not hard. However, if you’re struggling, you might be following only one section of the recipe and that’s why things aren’t raising for you.
*I’m sick of seeing you fail. Don’t overcomplicate it. Just make sure you’re following the full recipe!
Ready to focus on what really can get your next client in the door? That’s easy… Focus on THEM, not you! So what do I mean by that? Your #1 Focus To Get Your Next Client is easier than you think!
This business that you’re building isn’t about you. When you took the leap to follow this passion, you had your own struggles. Maybe you had a health struggle and now you want to share the message on how to overcome it. You want other people to not struggle with it! You want to show them that there are alternative, holistic, natural options to heal themselves, right?!
But somewhere along the way, you started to lose your focus on that. You lost your focus on the people you want to help and you started focusing on you!
Think about that.
It’s showing up day in and day out as you build your business. There are two things that I see.
1. People who totally withdraw
If this is you, it’s showing up in the form that you are afraid to put yourself out there. You are just sitting there waiting for the phone to ring, but it’s not going to happen.
2. People who focus on perfection
You’re spending hours, maybe a whole week, writing and rewriting content for your blog. Or you’re being rigid with your to-do list and won’t consider yourself “ready” until that list is checked off.
In any of these situations, it’s simply not true!
There is the other side of the spectrum, too. Maybe you’re putting yourself out there, but your pain point is a bit different. You’re using all of the “me” language instead of the “you” language in everything that you do.
You’re hustling, you’re networking, you’re putting yourself out there. Awesome! But when you introduce yourself, you’re focusing on you and not on them. You’re talking about your credentials, your modality, all about the fabulous things you can do. It’s not about what the client wants or desires!
It can also show up in your online channel. On your website, for example. When a potential client lands on your website, they see tons of examples of what it’s all about, and they are learning all about you. But… they are not seeing what they want or what they desire. They are unsure of how you could actually help them.
Same thing with your writing in your blogs or emails. You include a lot of wellness speak. People may not know what that is! It’s not plain English. It’s not speaking to your client about what they want and desire. You’re using “me” language.
They want to know how you can solve their problem!
If you can talk about their problem in their language it’s going to be so much more powerful!
But why do you do it? You’ve forgotten about your passion and you’re not showing up in the right format for potential clients, but why?
It’s the fact that you’re new. You haven’t seen the level of success that you want and your frustrated. Sometimes you just don’t know what you don’t know!
If you’ve never done certain things before, it challenges your confidence. You’re looking around trying to compare, but you’re just not sure how to do it! I get it. You’re letting fear take over. You don’t want to look stupid in front of peers, colleagues, to potential clients. You’re afraid of making a mistake or of failing. But you can turn this around!
You have to start thinking about how bad you really want this! It all starts with ending your self-sabotage. Stop the language in your head telling you that you can’t do this!
Introverted? I don’t want to hear it! Most of us are introverted in the wellness business. That’s the profile! Many people are shy. Everybody is challenged with money. Everybody is challenged with time. Stop the self-sabotaging behaviors and look for where those negative thoughts live in your brain.
So how can you overcome this? Stop thinking about your limiting behaviors. Stop the self-sabotage. Get yourself out there!
Get targeted with your message and get rid of the “me” language!
To do this, you need to understand and define that target market! Do the research and understand what they want and desire. Than you need to craft your message. Just a few simple sentences of how you’re going to introduce yourself. And I promise you, it’s not this:
“I’m a licensed acupuncturist. Acupuncture has been around 3,000 years and the needles are hair-thin”
This is all “me” language. It has nothing to do with the clients that you want to attract!
The last thing to focus on is to work a little seed to plant for yourself. I know many of you are disappointed because you’re not getting the results you want and it’s affecting your confidence. Reset your expectations!
I really want you to think about who you are comparing yourself to. If you’re investing 10hours a week and building your business and you’re comparing yourself to someone who is only spending 8 hours a week, that’s not apples to apples. Stop setting unrealistic expectations for yourself!
Building a business takes way ore than six months. Start thinking about this as a long-term play that you’re in for the long haul. You want to look for the trend of growth in your business. Give yourself three years. I’m serious!
At first, you’re trying to get a few clients. Than, you are working to get consistent clients. And consistent clients equals a longer-term game. It doesn’t happen overnight! Nobody talks about how long it can take, but it does! Set clear expectations for yourself and your business!
Making the Maven Episode 121: Marketing can be icky and filled with misleading information but it doesn’t have to be! There is an ethical and authentic way to sell your services.
Dr. Glenn Livingston is a veteran psychologist and was the longtime CEO of a multi-million dollar consulting firm that serviced several Fortune 500 clients in the food industry. Glenn is also the author of Never Binge Again, which has helped thousands of people reprogram themselves on their relationship with food. On the show, Glenn discusses how health practitioners can market themselves authentically and ethically and dives deep into the psychological reasons why we have food addictions.
Key Insights & Aha Moments
*Glenn is so passionate about his line of work that he self-funded a study with over 40,000 participants and today, he will be sharing his personal journey out of obesity.
*Both Glenn’s parents were psychologists! It really helped him become an introspective thinker and it inspired him to become a Ph.D., himself.
*Glenn has experienced some failures along the way, the worst one was when his business failed, he became $700K in debt and had lost $2 million in the business.
*What do practitioners need to be thinking about from a marketing perspective?
*You don’t have to lie to your client in order to be effective at marketing. In fact, that’s not even considered ethical marketing. There is a way for you to promote yourself truthfully and authentically.
*If you feel icky about marketing, then take a step back and ask yourself, what you believe about your product. Do you believe people out there are suffering and you have the solution? If yes, then market with pride. Go all out! Embrace it!
*How can local practitioners best market themselves ethically?
*What was Glenn’s journey from having their own practice to marketing consultant to writing the book Never Binge Again?
*Addiction targets the lizard brain, and our lizard brains are not prepared for food addiction.
*Is binge eating common among men?
*Practitioners can get certified in Glenn’s methodology to further help their clients who are struggling with weight and eating issues.
*Never Binge Again isn’t a diet plan, it’s a way to structure your brain so you can regain control and combat impulse!