How To Get Great Testimonials (Without Pressuring or Badgering)

I’m often asked, “How do you get good testimonials?”

Of course, the truest answer is, “Do good work.”

Without that, nothing I am about to say holds much water.

But, if we don’t acknowledge that it’s possible to do wonderful work and not be furnished with written testimonials from the very people you served, well… then my advice wouldn’t hold much water either.

There is a fear that underwrites this question: a deep concern about not wanting to burden, pressure or bother people with the request.

It’s a noble, if misguided sentiment.

The assumption that underwrites these concerns is that ‘we have to ask everyone’.

And so, having said all of that, I’d like to offer an approach to getting testimonials that I have used over the years, that feels good to me and that seems to result in the appearance of fine words of endorsement on my site.

Step 1) Deliver your product or service. There are four levels at which this can happen.

Step 2) Ask for feedback. This is the main secret. After most programs or after offering any new service for which testimonials would be useful, I ask people these two questions:

Question 1: How would you rate this from 1-10? (1 being low and 10 being high).

Question 2: If this wasn’t a 10, what would it have needed to be a 10?

Those two questions tell you a great deal.

Question 1 will give you a realistic sense of the value people are receiving from your product or service.

Question 2 will give you incredibly useful feedback on what was missing that should have been there or what was absent that should have been.

But… Question 1 also does something very important you might not have considered: it tells you from whom you should asking for testimonials.

My rule: If I get an 8/10 or above I ask for a testimonial. A 7/10 or below and I don’t.

If I get a seven or below, I will focus on getting more feedback if it seems there’s feedback to be had and use that feedback to make my products or services better.

If it’s an eight or above I’ll ask for a testimonial. If they gave it an eight or above they’re almost universally happy to be asked. If you ask someone to write you some kind words for your website and they rated your offerings a four out of ten, they may resent your asking.

Five Questions That Can Get You Good Testimonials?

So often people, even though they love your work, will report feeling stymied on exactly what words to write. Someone can love your work and feel too daunted to write you a testimonial or write a well-intentioned but piss poor testimonial.

The key is to ask good questions.

What follows are my favourite questions to ask (of course these can and should be modified from ‘buying’ to ‘signing up’, ‘attending’ or whatever word fits for your scenario).

1) What did I honestly think of this before buying?

I love this question because it makes whatever testimonial they write more credible and relatable. There’s a heavy chance that whoever might read their words in the future will have the same prejudices about your product or service before signing up.

When I used to run workshops for high schools I’d ask them this question and they’d tell me, “Before I came to this workshop I thought it was going to be lame with some old white guy standing at the front of the room giving motivational speeches all day…” I must have read basically those same words a dozen times.

So, when I put those testimonials in the sales letter for the program and teachers and students would read it, they’d think, “Wow. Those people had the same fears about it as me but it turned out okay. Maybe this isn’t such a bad idea.”

But also, when you see the same patterns of perception over and over, the same fears and concerns, this can actually become incredible content for your sales copy.

It can be turned into headlines, subheadlines, taglines etc.

You can speak to the risks, fears and doubts you know that folks are likely to have about your work immediately and directly. That builds an immense amount of trust and credibility. It tells people that you ‘get it’. It meets them with empathy.

2) What was holding me back from buying?

This might give the same answer as above but it also might yield new information. Their answer to this will both help you see your offers through the eyes of the client but also make the testimonials read as more grounded and realistic. Someone newer to your work will read them and think, “Ah! I’m not the only one who had the same concern about buying.”

And, of course, the feedback might help you actually structurally change your offer. For example, if they say, “I was scared to sign up because I wasn’t sure it would make me money” you might offer an iron clad money-back guarantee or a ‘double your money back’ guarantee. You might offer more free content up front to assuage their fear.

You might offer it on a pay what you want basis. You might gather more case studies of clients you’ve helped and the money you made them. You might double down on making your process better so that people are more likely to make money (or get whatever the relevant result or benefit is).

3) What turned your decision around?

Their answer to this question can help walk a potential client through the logic they need to sign up. It might highlight a part of your offer or sales letter that they hadn’t noticed before. But it also tells you what’s working in your sales copy that you can expand on, develop further and make more prominent.

4) What was the most important positive outcome you experienced as a result of buying?

This is huge. This is what I call Island B. Their answer to this question tells you what you are actually selling. I recall a financial advisor who mostly worked with couples being shocked to realize that his work was, for many of his clients, actually marriage counselling. Couples were waiting to have their financial conversations until he was in the room.

It took me a while to realize that the core of my Marketing for Hippies 101 daylong workshop was that it helped people find a way to market themselves that felt good. It seemed too simple but I heard it over and over and it helped me actually structure my day around this central theme that ‘marketing can feel good’.

Again, the answer to this makes the testimonial more compelling because it tells people that they might be able to get that result they’re craving by working with you but it also gives you great information for your headlines and subheadlines in your sales copy.

5) What do you think of this product/service now?

This is the bookend. The testimonial began with their likely not entirely flattering set of fears and assumptions about your work and now it ends with this new appraisal. This is immensely comforting to those who are on the fence. And it lets you know how your business is seen by those you have helped.

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Testimonials are a powerful way to build trust. If you’re interested in a deeper dive into my thoughts on building trust, you might want to check out my “Deep Trust” package.

Facebook Marketing with George Kao

To get your Facebook posts seen by your ideal audience — reliably — it’s become increasingly necessary to use Facebook Ads to spread your message or offerings. You don’t have to spend a lot. Just $30 per month on targeted FB ads will go a long way.

In this video, we discuss the 3 steps for doing Facebook Marketing and Ads effectively.

For those who want to go deeper than this free conversation, and access a comprehensive online course that offers step-by-step training, check out the Facebook Marketing course. Only $45: www.GeorgeKao.com/TadHargrave

Lifestyle Design: A Conversation Between Alex Baisley and Allegra Stein

Alex Baisley is a dear old colleague who’s been featured on my blog and emails many times.

He’s the one who gave me this gem: design the lifestyle you want first and then back your business into that, not the other way around.

Watch here as he’s interviewed by my colleague Allegra Stein.

Interview with Mark Silver re: Business Model

So excited to share this.

If you want a profitable business that is safe for people to approach but also sustainable for you, then business model is the thing you need to focus on.

At my last weekend workshop in Edmonton this was what I spoke about with everyone in their hotseats.

“How are you planning to make money.”

I’ve known this for years but not had a resource to send people to that I trusted. The other week I realized that this is something that my dear colleague Mark Silver of Heart of Business focuses on.

So we sat down for this 75 minute interview. In it, you’ll hear the best definition I’ve ever heard of what a business model is, where it can can wrong, why it matters, the four key principles of business model building and more.

It starts off slow and foundation setting but picks up the pace as it goes. I urge you to check this out. Mark has a day long training on this coming up on April 30th. There are only about 20 spaces left but, he might do more of them in the future. You can learn more here (this is not a affiliate arrangement – I get nothing if you sign up).

Interview with Kundan Chhabra: How to Make it Easier to Get Business by Creating a Context of Good Will, Nurturance, Trust and Alignment

A few months ago, my Facebook friend Kundan Chhabra posted something that caught my eye. It was about creating a context of good will in your business. I messaged him asking if he would be willing to write a guest post for my blog about it. It took a few months of conversation but what you see below is the result of those back and forths.

Kundan is someone I met online with whom I’ve been consistently impressed. His ethics on business and marketing and his commitment to social justice are values I wish I saw in more entrepreneurs.

The approach Kundan outlines is true in my experience.

I hope you enjoy.

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Tad: We were connecting recently about an ‘aha’ you’d had about the connection between one’s dating and romantic life and marketing. I was wondering if you’d be willing to share it.

Kundan: I’ve been thinking of my love life recently and how it’s starting to have parallels with my business as I go through the soft launch of my new site. And I’ve been pondering a new model of dating that I like to call “contextual dating” or “communal dating”.

I once asked a client: “When you go to a party or an event, do you talk to everyone or only to the women you’re attracted to?”

“Only the women,” he said.

“Talk to everyone. And be a Source of Stability for everyone in the room. And be fully your True Self.” I suggested.

This is the lifestyle I live and teach.

As a result, I’ve had some great experiences.

The number one thing I have noticed is that by the time I talk to a woman, they have already seen me, felt me, known me and become attracted to me (or not). Often, they saw me before I saw them. For example, one time I was dancing on my own during blues dancing (I often dance on my own in between dancing with partners to rejuvenate and recharge myself. Sounds strange but I am also doing energy-work on myself and the room as I dance. That’s why it actually recharges me).

Through the mirror, I could see a woman sitting by the wall and looking at me with complete admiration on her face. It just so happened that I was also attracted to her. So I eventually went up to talk to her as I sat next to her. At some point, she said, “I like the way you dance.” That, I already knew. So eventually I asked her to dance with me. And it was enjoyable.

Another time, I was dancing at another event, and I heard a voice from behind me say, “Thank you.” I turned around and saw this beautiful woman. I’ve had a wonderful intimate connection with her for 2 years since that day.

I’ve been noticing a Parallel with my business as well.

How so?

Lately, as I dive deep into the deepest depths of what I call my Heart Virtue and Super Power, and create content from that, I’ve been noticing a similar effect.

(Your “Super Power” is your most powerful strength, your greatest gift to the world and simultaneously the number one way you desire to be loved. Your “Heart Virtue” is your deepest Why, your most meaningful “virtue” you were born to embody, experience and express).

Clients and prospects reach out to me first.

By the time they are on a Discovery Call with me, they tell me, within the first 5 minutes of the call, “You don’t need to sell me anything. I already know I want to work with you.”

So, there’s no fight, no war, and no “overcoming objections”.

There’s also no “being a stand for them”.

What’s your take on what ‘being a stand for them’ is all about? Why is this taught so often?

“Being a stand for them” is a popular tactic these days that supposedly replaces NLP manipulation in the teaching lore about enrollment conversations. I think this still comes from a Warrior mindset of seeing it as a fight (Supposedly a fight between the client’s Ego defenses/fears and what they really desire which is apparently your program or offer).

It sounds compelling. Is it that it frames you as the hero and them the victim?

Yes. It does.

But it is not necessary if you set a proper context long before the enrollment conversation. In some  cases, the enrollment conversation is not even needed if there is a proper context: people sometimes go directly to the sales page and buy. In fact, for all sales below $200, I am able to completely eliminate the enrollment conversation altogether.

How do you do that? And why?

How? By having a crystal clear point of view, problem, solution, story and offer are so that they create deep empathy in the client: that it, they feel fully seen, gotten and understood. In other words: through the social context itself that we’ve been talking about.

Why do I do this? Because I’d rather not give away an hour of my time for free just to make a $200 sale (or below) when my rates are at $1000 an hour.. Plus, it’s unnecessary when it’s clear to the client that either this is all the money they want to spend or that particular session/offer is what they want. My enrollment conversations are not to convince people to buy from me. They are already convinced when they contact me. So, it’s just a question of helping them decide which offer is right for them.

“My enrollment conversations are not to convince people to buy from me.” Amen.

This is why I ask the following pre-enrollment question when they fill out the enrollment form when they schedule the enrollment call with me on Calendly: “Do you have capital or a budget to invest in your education? “Yes I do. I have: 1. $1000 to $5000 2. $5000+” Choose one. (Minimum Investment of $1000 required to work 1-1 long-term with me. Are you prepared for this?).”

If they say, “No” to this, I message them and re-direct them to an offer that’s below $200.. (Although I may raise this to $333 soon. No reason in particular for this. Just my Intuition).

I have absolutely no desire to convince a client to get a loan or credit card or some other way of ‘making it happen’ if they are already convinced that anything above $1000 is too much. I used to do the convincing in the past. Not any more. This is why I’ve created this “social context system” of getting business in the first place.

That sounds like a lot less work. How are you defining ‘context’?

I see context as the entire container for why we are having the enrollment conversation. It’s the Facebook groups we are both a part of, the Facebook Live videos they have watched before and/or other content, prior comment threads and PM messages, and the larger conversation about our deeper reasons for doing the work we do.

And I am learning that Robert Cialdini, author of “Influence”, says pretty much the same thing in his book “Pre-suasion” – that most of the ‘sale’ occurs long before the sales conversation even takes place as a result of the context you set or don’t set.

So, how do you create a social context of goodwill in your business?

You become a source of stability, nurturance and transformation for your industry.

You be fully your true self.

And, tactically, how does this show up in your business?

You share relevant content that authentically expresses your unique point of view about how your people can best address their issues. You share your own stories of transformation or those of your clients.

Do you have a different take on this than others who talk about ‘content marketing’?

I think of this as being a ‘key holder’.

Let me expand upon this. Imagine your clients have a treasure box. In this treasure box lies the solutions to their problems and the specific thing they desire in this specific area of their life that you have expertise in.

But that treasure box has a lock. Your expertise (especially your Super Power) is the key that unlocks this box for them. I can’t emphasize this enough. When it comes to business, your content actually has to be relevant to your audience. Not just relevant. It has to exactly fit what they are searching for: like a key to their lock. This is how you create the good will that specifically inspires your audience’s Deep Intuition to be activated so that they go: “Wow! This person is my Keyholder for this specific problem.”

And it’s all from the content I create which sets up the context for the enrollment conversation.

But, it can’t be just random good will. It can’t be like Santa Claus shouting “Ho Ho Ho” and spreading good cheer. It’s more like Being a Yoda to the Luke Skywalker in them or being a Morpheus to the “Neo” in them.

Frank Kern calls this creating Good Will by providing “Results in Advance”. If they want to go from A to Z, you create content that takes them from A to C. My model is more about providing a way for them to do it all themselves (for most of the stuff I teach anyways) but if they want to go deeper and be even more effective, they can hire me as their coach.

This is where prior work around Niching and Point of View Marketing is vitally important (which Tad Hargrave can help you with).

What’s your take on niching?

Your niche is the group of people for whom your Super Power is the key to unlocking their treasure, and because your Super Power is completely unique (no one else in the world has it), you magnetise a very specific audience that is specifically attuned to you: your Super Power can’t solve any other problems: only their problems. So it’s also important to know the number one problem you’re born to solve. So this is where deep Inner Self-Connection is critical: a lot of this is based on deep Self-Discovery work.

So, just to recap: it sounds like most people put most of their effort in sales towards the actual sales conversation and you’re suggesting that the focus be moved to much earlier in the process in the creating of a context of good will. Is that right?

Yes, that’s right.

What are the three biggest factors that contribute to this?

The three biggest factors that contribute to this are:

Self-Connection (whether through the meditation I recommend here or the deeper work I do regarding “Heart Virtues” and “Super Power“).

Relevant Content to your “1000 True Fans” AKA “Brand Heroes” which brings up:

Niching (Again, I have a slightly different take on this. My definition today is that your niche is the group of people for whom your Super Power is the key to solving their biggest problem. So it’s an inside-out approach rather than outside-in).
And regarding niching: if you really got your niche right, there is also less struggle and manipulation or even “taking a stand for you” conversations.

Can you give more real life examples of this that you’ve witnessed in others? I’d love to hear times you saw people destroy the social context of goodwill too and how it hurt them and others.

Yes. I was once on a Discovery Call with a woman who claimed she could help me find exactly what my niche is: she apparently had a magical power to immediately tell exactly what my niche is. I was told (by the person who recommended me who it turned out was her coach) that clients cried in their sessions with her because it was apparently so powerful and eye-opening.

That’s why I reached out.

She immediately asked me to be on a Discovery Call with her – even though I didn’t know her at all, which itself felt odd to me. So there was no prior social context of Good Will, Nurturance and Good Will at all.

During the call, she wouldn’t let me off the phone. She wanted a $1000 sale right on that phone call.

And she kept saying, “This may be uncomfortable for you. But I am putting a fire on your butt so that you take action. I am taking a stand for you.” I ended up not hiring her even when I eventually did have the money.

And it sounds like, the way you see creating this context of good will has a lot to do with you being very attuned to yourself, being stable inside, so that you’re coming from a place of generosity rather than being a vampire?

Bingo!

I’m also hearing that your sense of it is that when you figure out your Super Power which, by its nature, solves a very particular problem for people, and you share that with the world more freely, you’ll be coming not only from a place of strength but your ideal clients will recognize that and be drawn to it?

Exactly!

So, is your Super Power related to your take on things? Your point of view? Is it connected to your diagnosis of their issues or is it some other thing?

Yes. It’s part of my Point of View when it comes to helping other coaches and healers make a sale.

It’s how I create content when it comes to my own business. When I write a post or, especially, when I make a Facebook Live or Live series, I tune in to who I want to communicate to. And I do that by tuning in to who best my Super Power can serve, what Purpose I serve, and what treasure I am unlocking. And so, I am not particularly worried about Facebook algorithms or visibility.

For me, it’s not about how many people I reach but exactly whom I reach: I set the intention to reach exactly the right people for whom I am either their Keyholder, OR their audience includes people for whom I am their Keyholder.

So it’s a mixture of Inner Alchemy with outer Business Strategy. So there’s a certainly a certain level of “Co-Creation Magic” – what some people might call “manifestation” but I prefer calling it “co-creation”.

And it’s not always about attracting a client.

For example, one time I posted my poem called “A Love Letter to Anger”. Within 2 minutes of that post, someone with a large mailing list immediately messaged me and asked if she can mail it to her mailing list with complete credit and links of course. Another great example is you yourself reaching out to me to write this article for Marketing for Hippies, Tad. Right? You did that as a result of my post in Awarepreneurs.

So it may not always directly attract a client yet but it certainly increases credibility, visibility and good will with our target audience or “brand hero”, which creates a cumulative context of Good Will, Nurturance and sense of Alignment with me.

Anyways, I just wanted to offer this up an alternative path because this is a topic that has come up often in the Conscious Business community regarding manipulation in sales, marketing, sales calls and selling from the stage, etc.

To summarize: it’s about setting up a Social Context of Good Will, Nurturance and Specifically Relevant Alignment with our “Brand Hero” and sets us up as their Mentor in the Epic Story of their Lives long before they even get to the sales page or the enrollment conversation, whatever the case may be.

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About Kundan: Kundan helps you simplify your business as a vehicle for creating that more beautiful free world that you had a glimpse of in your Awakening, mystical, psychedelic and flow experiences.

He does this by helping you discover your Greatest Gift (your Unique Super Power) and Deepest Why that had been created out of your Greatest Longing. Your Greatest Longing that had been born and grown out of your Greatest Struggle the way diamonds and pearls are created.

He then helps you embody your Remarkable Legacy in communion with exactly and only the people with whom you can create the optimum collaboration. Out of this service to the exact people whom you were born to serve, you experience the Deepest Spacious Fulfilling Intimacy with yourself, others and the world. You can learn more about his work at: kundanchhabra.com.

Note: If you sign up for his email list you’ll get the pre-enrolment and enrolment questions he refers to above.

Guest Post: Ten Basic Pieces of Tech Worth Tackling by Molly Mandelberg

Coming from a long line of teachers, preachers, artists and writers, the tech world never sang to me. At least not until I started my own business and realized what was available, if I were to master a few key ingredients.

This is where my nerdy researching took flight. I dove head first into studying all the tools I could find to make running my business (hypnotherapy at the time) easier in any way I could. I started launching online courses, building out elaborate sales funnels and futzing around with email sequences until I finally found my calling. Turns out my writer background and engineering brain LOVES to build and connect these valuable strategic business systems laced with boatloads of content.

I’m talking about automation: for some it’s passive income, for others it’s a lighter load in their email inbox. Whatever it looks like, the point is that technology can make life a heck of a lot easier, if we just take the time to set it up.

“We are the Jetson’s!” We are living in a time where it couldn’t be easier to share your message on a large scale.

But Where the F do we start?

NOTE: These are useful tools to implement, but by NO means necessary to the growth of your business. You can always go without, it just gets easier when you have some systems to support you.

# 1 Online Scheduler – (and a digital personal Calendar to sync with)

This one can be the biggest immediate game-changer. Imagine how things are to begin with: Someone makes it to your website, they realize they want to learn more, and you have them ‘contact’ you in a simple form which leads to an email correspondence. That leads to three or four more emails to find a mutually good time to meet and after a good 30-45 minutes of your life has been spent organizing, you eventually have the appointment.

What if instead, a person made it to your website, and decided they wanted to talk to you and (with or without the filtration step of an application or survey of some kind) they book themselves directly onto your calendar for a consultation. !!!! Time saved. Potential client relationship starting off with a bang.

My favorite tool for this is Acuity Scheduling as it does custom appointments, allows for automated email reminders, syncs with your personal calendar, takes payment, and even allows you to host classes and sell packages. Here’s my affiliate link: bit.ly/wildheartsacuity or a direct link: https://acuityscheduling.com/

Online scheduler’s can be a hassle so I made a quick checklist to help people set Acuity up, if you’d like a copy of that you can find it here: https://wildheartsriseup.mykajabi.com/p/acuity-checklist

The added step of syncing this calendar with your personal appointments depends on your use of a digital calendar such as Google Calendar, iCal, Outlook or the like. Not necessary, but really nice for avoiding the dreaded ’double-booking’.

Look for: Payment processing, calendar syncing, email reminders and a nice user interface. Free is not always better in this case.

#2 Autoresponder –

I LOOOOOVE this tool. This might be my nerdiest love affair of them all. This is what people refer to when they ask about your ‘list’. Basically, an autoresponder allows you to automatically, or manually, email your entire following of subscribers (I hate that term too) anytime you like.

I’ll set the scene again: (Although this has likely happened to you on the receiving end, many times.)

Imagine you invite someone to a workshop, or to partake in your free gift, or someone makes it to your website and wants to receive updates from your blog or something… They plug their email into a little box, click submit, and KAPOW! They get a message right away! That immediate delivery happens from an autoresponder. Again, lots of amazing tools out there, but in my nerdy poking around on the inter-webs, and after trying out at least 3 for myself, my hands-down favorite is Active Campaign.

I get a little heart flutter excited every time I share about it.

Affiliate link: bit.ly/wildactive or direct link: https://www.activecampaign.com

Here’s what you want to look for: (and what Active Campaign of course excels at)

  • Does it include automation for the introductory price?” Mailchimp is a great introductory tool, but won’t take you as far as other programs that allow for tagging and better organization of your list.
  • Is it easy to segment the list? This may not come into play for you at first, but at some point you are going to want to send a message to your whole following except for your current clients and your moon circle friends (maybe that’s just me?) and that is NOT simple, segmentation I mean, on some of the platforms out there. Active Campaign uses tags and it may sound fancy but you get the hang of it pretty quick. i.e. Send to everyone except ‘x’ tag, and… done.
  • Can the user experience be catered to their interactions with your emails? In AC, you can actually tag someone when they click a link, or become a client and they will immediately stop receiving a series of emails encouraging them to schedule with you or ‘check out this thing’. I find that when we only send messages to people based on their interests, we not only hit the nail on the head for them offering-wise, but we can feel a whole lot better about what we’re sending because we know it actually applies to who it’s going out to.

PRO TIP: Always, always, ALWAYS write emails in a document first and copy them into your autoresponder later. This is to minimize loss and frustration in the writing and sending phase as well as the migration to a new system phase. Keep that stuff organized for extra brownie points. You will thank you later.

#3 A Business Building Website –

WTF is that? There are two kinds of small biz sites out there:

1. A Brochure Website: Gives information, talks a lot about your services, links to a bunch of things, maybe has a contact form.

2. A Business Building Website: Builds a relationship with your people, speaks directly to their heart, offers value up front and allows the visitor many ways to get in touch or receive more from you. Free gifts, opt in forms, scheduling links etc. Brings them down the path from viewer to friend.

My favorite tool for this: WordPress.org

PRO TIP: This process begins with purchasing a ‘hosting’ package through one of the many Hosting companies out there. SKIP GoDaddy, they suck for more than one reason. I use Bluehost, and also recommend HostGator as a trusted source with good customer service. Once you purchase hosting, they will help you ‘install’ WordPress onto your fancy new domain name.

(Note: .com is highly recommended over .org or .biz if possible when choosing your domain)

I hate seeing people get stuck on this step. The truth is you DO NOT need a website to get your business up and running.

But, I know for some there is a feeling of legitimacy that comes with a website, so if you want to go the WordPress route and want some help setting it up, reach out. Someone in your network, or Tad or I can recommend someone. I even built a mini course to walk people through building sites on WordPress because I was tired of seeing my friends spend $5k on a website they didn’t like.

#4 Surveys, Questionnaires, Quizzes –

One of the greatest ways to know what your people want is to….. ASK THEM! Yep, to actually get their input on how they think about their issues, what they desire most and what kinds of solutions they are looking for. (There’s a great book on how to do this called “Ask” by Ryan Levesque.)

You can use a free system like Google Forms or Typeform and create a quick survey that asks them a couple key things.

  • What’s the biggest challenge you’re facing right now?
  • What have you already tried?
  • What do you want instead?
  • What kind of support are you looking for?

….and so on.

PRO TIPS on this: Keep the number of questions low and make most of them multiple choice. The one you really want their exact words on is how they’d describe their biggest challenge when it comes to (the problem you solve). Surveys work better when you make their personal info optional, or don’t ask for it at all. This is an info-gathering phase, not a list-building phase.

Quizzes are awesome ways to both get to know your people and add some value. It’s human nature to want to know about ourselves, if we can provide insights like that, while also learning about the needs of our audience, awesome! I use Thrive Quiz Builder on WordPress, but have heard good things about Qzzr as well.

#5 Content Delivery Platform –

Do you have a Blog? Podcast? Youtube Channel? Meetup Group?

Are you sending out emails, pdf’s, checklists and blueprints? There are countless platforms to assist you in delivering your message to your people. My recommendation matches Tad’s, start where you feel like starting. Play to your strengths.

Whatever you do, start doing it and sharing it with your people. Your unique point of view is what sets you apart from every other practitioner.

Yes, the world needs your message.

There are people out there literally waiting for your refreshing take on this wild ride called life.

Share it.

Ring the bell.

Shake the dust.

#6 Social Media Biz Presence –

This could be a Business Page on Facebook, a Professional Profile on LinkedIn or even an Instagram account, the point is to figure out where your people are hanging out and show up there. Many kinds of people hang out on Facebook, but sometimes it’s easier for a jeweller or photographer to get found on Instagram, as it’s more imagery based. Likewise, corporate or traditional business folks might be more inclined to seek resources on LinkedIn.

I encourage people to begin with a media presences that feels light to you. If you are a writer, write. If you are a speaker, live stream some videos. If you are better in some other format, start there. I have personally gained a lot by pushing myself to expand to new frontiers of visibility, but I started with words on a page. That’s what I knew how to do.

#7 Social Media Scheduler –

One of the biggest game changers in my business growth was when I started batching my creative output. Rather than worry about how I was going to be ‘visible’ on social media, or to my list, or in the world on a daily basis, I started tackling that stuff in big batches.

So I’d sit down and write 20 inspiring posts, or a months worth of Blog entries, or pull a bunch of quotes from past talks and videos. I started mining past articles I’d written for what I like to call ‘nuggets of glory’ and then using those quotes on an amazing website called Canva.com where you can easily put images and text together in a fancy way. (Without having to learn the ins and outs of photoshop.)

Then, I would, and still do, take this chunk of juicy content bits and use Hootsuite.com to schedule them out into the future on my various social media pages. Don’t put it off forever, it goes quicker than you expect.

#8 CRM or Follow Up System –

I don’t personally use a CRM (Client Relationship Management Software) but the idea is that with a good tracking system, following up is easier to do. When you meet someone and they express interest in your work, or you do a consult and someone says “Yes, but let’s start next month.” You want to have a solid way to track that information so you don’t forget to follow up because when you follow up, you generally end up with more clients.

I use a project management tool called Trello.com which syncs to my phone and allows me to set due dates and make notes about people I’ve spoken to. (More on this below.) You can also set a reminder in your actual calendar to call them back. Whatever you use, make sure you’ll keep up with it. The best plan of action is one you will actually take action on.

#9 Content/Project Management –

Tad talks (“TadTalks”) about tracking things like the ‘Hubs’ for your niche, and organizing your brilliant ideas as they come to you. I found after a few years of great ideas and personal connections, I was overwhelmed with pieces of paper and ‘important notes’. So this tech tool tip is to find a project management, or idea organization system that works for you and USE it!

Here are my favorites:

Trello.com: I use this to create new projects, to organize what I delegate to my VA’s, to track my work with my clients, what they’re working on, how many sessions they have left etc. I even use it to keep all my To Do lists organized in one place. FREE I have like 30 separate project boards and still haven’t paid a dime.

Evernote.com: This is where my brilliant strikes of inspiration go first, into special organized note folders until I know what they’re for or what project they associate with in Trello. Lists like Books to read, Links to remember, Groceries to buy, and Gift Ideas for Mom and Dad usually end up in Evernote. FREE

Scrivener: This one is really more for writers, but I’m mentioning it here because I love it. I’m actually writing this in Scrivener right now. Easily create folders and subfolders for different parts of a project. Great for keeping good track of ALL your content without going hunting for it, or for managing the development of a book. $40 software.

#10 Shopping Cart –

This is a key element when it comes time to sell a product, course, program or service. If it’s a class or appointment, you can use Acuity, or whatever scheduler you chose that hopefully takes payment. If it’s something larger, you can get started on PayPal, Stripe or Square. All charge roughly 3% to process payments. When you move into an online learning platform, they will often include secure checkout pages also linked to you via PayPal, Stripe or Square. Don’t feel like you need to go out and get a “Shopping Cart,” you’ll know there’s a need when the time comes.

The fact that you’re reading this means you are on to big things. I love that about you!

I’ll leave you with two last reminders:

1. You do not need all of this, especially not all at once.

2. You do not have to do it alone. If you need support, get it. If not me or Tad, someone else you have access to. It can be daunting to take new systems on but I promise you it is worth it in the long run.

To infinity and beyond!

Xo Molly Mandelberg

About Molly:

Having studied with masters, traveled the world and applied the great teachings to her own life, Molly Mandelberg is uniquely qualified to help launch you from where you are now, to the next level of your business. Molly has an unusual combination of spiritual/visionary and high tech/practical/business savvy. She is an artist, a globe trotter, a writer, a speaker, a facilitator and a leader.

Whether you are stuck in procrastination, confusion or things just aren’t moving fast enough for you toward your goals, having empowering, kickass support may be just what you need. From content and design through streamlined global delivery systems, Molly Mandelberg may be the answer you’ve been looking for. You can learn more about her at: www.WildHeartsRiseUp.com 

The Four Things You Need To Do Before Marketing

If you’re struggling with your marketing, it’s likely because of things that have nothing to do with marketing.

If you can’t seem to make the tactics you’re using to promote yourself work, it’s likely not about the tactics.

In order for your marketing to work, there are things that need to be done first. If marketing is the house, then there are foundations. If marketing is the skin, then there is a skeleton.

When people lack those foundational pieces they struggle in their marketing and can’t complete most of the online marketing courses they sign up for.

I asked my friend Rebecca Tracey of TheUncagedLife.com (who has appeared on my blog before) to make a video about this to share with you what she sees as the four biggest things the people need to do before they do any marketing at all. The video is about 14 minutes and it’s well worth your time.

I urge you to check out her program if you’re a coach who is struggling to grow their business. I’ve sent a lot of clients to Rebecca over the years and there’s been nothing but rave reviews. I love this woman dearly and deeply trust her perspective on growing a solid, sustainable business using realistic approaches.

If you’re interested in her program you can learn more at the links below.

Affiliate Link: https://theuncagedlife.com/uncageyourbusiness/ref/127/

Non Affiliate Link: https://theuncagedlife.com/uncageyourbusiness/

The Art of Raising Your Fees

Money.

Abstractly it seems like a good thing to have.

But talk to most conscious entrepreneur types about doing one of the central things that will open the door to more of it appearing in their lives?

Stunned silence and utter emotional shut down.

Money is fraught for everyone in this culture. We’ve all done things with money we regret. We’ve all had people use money against us in ways that didn’t feel good but… add a social, political and spiritual analysis to this?

My oh my.

You’re about to watch a 26 minute video (it’s worth your time) about this thorny topic of raising your rates. My guess is that you’re walking into it with some level of confusion around not only how to do it but if you should at all.

Of course, this comes often in my workshops and whenever people lift up this topic with all of their halting, “But is it right?” and “What about the federal reserve?” and “But what about class dynamics?” I want to fall on my knees and kiss their feet for being willing to even think about this stuff because most people don’t.

What must be faced is that we who are living in the dominant culture of North America, live in a mad culture. It’s a culture of hyper individualism where village-making is sorely needed. It’s a culture where the gifts we might freely give to each other in a healthy culture (e.g. affection, listening, cleaning) are turned into services that are charged for. That’s how it is. You are unlikely to solve that on your own. And yet you want to. And yet the bills. And yet and yet.

So what do you do?

The first thing that must happen, is to have reality-based conversation about money and what we charge. As Lily Tomlin put it, “I can handle reality in small doses, but as a lifestyle, it’s much too confining.” It’s a good laugh but most of us have also confronted the limitations of illusions too and the ways that refusing to face the truth ends up being an inescapable jail built of everything we refused to consider with bars crafted from everything we’ve banished from view.

We need to talk honestly about money and what it takes to sustain us.

This is a topic I’ve thought about a great deal. I wrote an eBook called Who Am I To Teach and Charge Money For It?

One of my most popular blog posts is entitled Why Charging What You’re Worth Is Bullshit.

My next eBook will be me sharing how I’ve managed to lead almost all of my live daylong and weekend long workshops on a pay what you can basis since 2005 (and done well financially from it).

Screen Shot 2017-09-09 at 8.20.35 PMBut, having said all of that, this is not an area I have focused on deeply. It’s not a place I feel the most solid in offering advice.

But, as good fortune would have it, life introduced me to a good woman named Tiffany McLain (pictured here) who sent me an email of appreciation about a blog post I’d written and telling me she was planning of writing an article inspired by it. Which she did.

I went and checked out her site and was delighted to see her focus on helping therapists raise their rates.

I dug about a bit and asked her if she might submit herself to an interview for my blog. I was about to hit the road and I sent her the following questions.

  • What’s your story? how did you end up having so much to say about raising fees for therapists?
  • How do you define under-charging and over-charging?
  • Why do so many people feel guilty about charging anything at all?
  • How should we feel about what we charge?
  • Why do so many therapist under charge?
  • A lot of people would say that the politically correct thing is to charge less so that people in lower economic classes could afford to hire you and that charging higher fees is classist or only allowing those with economic privilege to access your services. what’s your take on this?
  • What are the three biggest blunders therapists make in raising their fees?
  • What tips would you give to those who feel nervous to raise their fees? what’s most important here?

She sent me, in response, the video below which was put together with so much care, thought, humour, candour and love that… She’s officially one of my new favourite people.

We would both love to hear your thoughts, reflections and further questions in the comments below.

Coaching As Activism

andrea

What if your coaching could be a potent, effective and inspiring form of activism?

In asking this question, I am suggesting something to you that might be hard to hear: there’s a good chance that it’s currently not.

Let me make my case: the coaching industry grew out of the personal growth industry and the personal growth industry spawned by such books as Think & Grow Rich by men with deeply questionable ethics like Napoleon Hill.

The personal growth scene has largely been (and just watch The Secret if you don’t believe me) almost entirely led by white men. Seriously. Consider that 28 out of 29 of those featured in The Secret are North American. Consider that 24 our of the 29 are white males. That only 5 of them are female and that only 2 of them are people of colour. This might be a part of their secret.

Think of the most successful authors in the personal growth space. How many (outside of Iyanla Vanzant and Rev. Michael Beckwith) can you name who aren’t white?

Over the past decades, we’ve seen the new age and healing scene grow and be led by primarily by women (who are almost all white). I can testify to this from leading dozens of workshops all over North America and the UK over the past more than a decade.

This uniformity of background, this whiteness, has led to a certain limit in perspective.

There are certain things that people of colour see that white people don’t.

There are certain things people of colour must contend with daily that white people don’t.

There are certain privileges that accrue, and have always accrued, to being white in North America at this time. There are certain disadvantages pulled by the gravitational force of the way it is to darker skin tones.

White people, in North America (and particularly the USA), have benefited the most from the way things are. Are white people screwed by the man too? Yes. But not because they’re white.

But what you see from most of the personal growth scene is largely uncritical of the current system of white supremacy (entangled as it is with capitalism, the prison industrial complex, the military industrial complex etc.) because, for most white people, the system of racism is invisible to us. We never have to contend with it. Most of what I see offered up by my peers is about how to succeed within the current capitalist system but not how to change it.

It’s how to manifest what you want without any encouragement or insistence on considering the impact that this might have on the world (e.g. can everyone have that mansion they put on their vision board? Is this actually sustainable?).

To put it another way, many coaches are waking to the realization that the system isn’t neutral but harmful.

The unspoken but impossible to avoid message of much of the personal growth movement is that the universe is your personal slave.

The other implied message is that you are responsible for everything that’s ever happened to you – period. And so, the Jews manifested the holocaust and indigenous people their own genocide.

There is a deeply entrenched and utterly unexamined worldview of individualism in the personal growth scene. Not only are notions of the village absent, they are seen as weakness. Pull yourself up by your own bootstraps already and stop whining.

However, in the past few years, we’ve begun to see this change.

As White Nationalism has been on the rise and become more obvious to white people, there’s been a waking up of white people in the coaching industry to how bad it is (and has always been for people of colour).

As the gap between rich and poor grows, those who came from middle class to wealthy families in the coaching industry are having to reckon with the class divide as it’s becoming harder to ignore how hard the poor have it.

And this is leading to a very real and very deep realization that simply coaching people for their own inner growth isn’t enough. The world is on fire. Coaching people on how to be more effective might actually make things worse if what they’re being effective at is predicated on the destructive to the world.

Elder and dedicated social change agent Joanna Macey speaks of the Three Pillars of the Great Turning – one of which is about inner work but the other two (creating alternatives and holding back the juggernaut) are equally important. And not only missed but dismissed in most of the coaching scene. All too often, I hear the message that protesting against the war simply creates more war.

Enter Andrea Ranae, the daughter of a coach, who wrote the provocative blog post Why The Personal Growth Industry Is Not Changing the World.

After writing this piece, she got such a response that she created a program from it called Coaching As Activism on how we can make our coaching a genuinely effective force in contending with the very real troubles of our times.

When I heard about this program, I sat up and took notice. This is a perspective that has been desperately needed in this space for a long time.

And so I asked Andrea if I could do a video interview with her. Sadly, I would be on the road and unable to do it live but she graciously consented to being sent questions and doing the strange and lonely work of talking into a camera. Having just finished watching it I am sad I missed the opportunity to connect with her more directly. The kindness emanates and I find myself having to settle, for the moment, with being so glad she’s in the world.

The Five Levels of This Video:

The video is below but I’d like to make the case for watching it on four levels.

Level One: Meet Andrea! You might be interested in checking out her coaching program and this video is a fine way to meet her and learn more about her story. It’s hard to not like this good woman.

Level Two: Be a Better Coach. I think that her approach can help you be a more effective coach. If your mission is to help create a better world, then how will you do that without a deeper wrestling with how things are? How many books have you read about the interlocking and intersecting issues of injustice? Most coaches have read many and most I know are struggling to come to terms with it all. And they’re trying to do that all on their own. But consider how much more you could help change the systems and challenge your clients if you came from this perspective? What if you were not only holding your clients feet to the fires of their personal commitments but also to the larger fires of this cultural moment? What if an edge of your coaching became about asking people to find their right relationship to the travails of their particular time and place? You think you’re seeing resistance in your clients now? Wait until you ask them to consider the ecological and social consequences of a goal. So, yes, you’d see more resistance but you would also see a much deeper and more meaningful transformation. Imagine the skillfulness it might ask of you to contend with patterns that didn’t start in their childhood but thousands of years ago. I suggest that taking on Coaching as Activism will make you a better coach.

Level Three: Learn about Marketing. So much of what I talk about in marketing is present in her work. Andrea shares her bigger why and her point of view. The title of her program is a deeply compelling message. The whole program is a unique niche. There’s a lot to learn here.

Level Four: The Questions. I emailed Andrea a series of questions. Whether or not you sign up for her program (and I hope you’ll consider it) I invite you to take the time to consider how you personally might answer the questions. You might even pause the video as you watch it to come up with your own answers. Doing that would be a fine step towards coaching as activism.

Level Five: Your Resistance. As you watch this video, I invite you to write down all the places you feel resistant to what Andrea is sharing. Be candid with yourself. If you’re feeling brave, put it in the comments below. You can learn more about yourself from this simple exercise than most workshops you’ve ever taken.

Here’s what in the video:

  • the story behind where this program came from
  • how Andrea defines healing, activism, coaching, justice and liberation
  • three tips to use coaching as a form of activism.
  • the central pitfall of trying to use coaching as activism
  • a short poem

For More Info on Coaching as Activism:

andrearanae.com/invitation

Important Note: There is a Self Study which closes Sept 14th and Community Study (everything from Self Study + live weekly calls) which closes Sept 10th. And spaces are limited. She’s getting close to filling her program.

When To Ask For Help

37811536 - young confident woman in red cape and mask

“I think I’ll try to handle this and figure it out on my own.”

Well, hey . . . Amen.

This is how I’ve done most of my business. I’ve bootstrapped it and, for the most part, not spent money I couldn’t afford to spend. Sure. If you can figure your business out on your own and not spend the money, I would urge you to do that.

But, what if you can’t?

For years, I had a website I was embarrassed by. I kept meaning to fix it but I didn’t know how. Finally, one day, my friend Jaime Almond made me get on the phone with her and, together, over the phone, we built a wordpress website together. And it’s basically the website you see today.

I kept meaning to do it on my own.

But I never did.

I needed help.

Should we be able to do it all ourselves?

I have no idea.

Are we able to do it all ourselves?

It doesn’t seem so.

Modern culture is all about this Lone Ranger, self-sufficiency thing where everyone is an island. It’s the American Dream of everyone pulling themselves up by their bootstraps. And I see that approach keeping so many entrepreneurs stuck at whatever level they are currently at – even if what they offer is really compelling and excellent.

One of the simplest ways to get unstuck is to ask for help by doing a five minute support asking blitz. It sounds too simple but I’ve seen it utterly change the fate of people’s businesses. 

However, asking for help and ideas on marketing from friends doesn’t always cut it because your friends likely aren’t marketing experts or anything close. 

Worse, they might give you terrible advice that can hurt your business.

The following truisms are so burned out these days that I even hesitate to state them, but they’re still accurate:

if you are a singer, you’d hire a vocal coach.

If you were an athlete you’d hire a coach.

If you were serious about learning any craft, you’d apprentice.

If you were serious about just about anything you would find a mentor or a coach; and yet in marketing our businesses, we often get the impression that this model no longer applies.

You may have heard the theory that it takes about 10,000 hours of practice to master something. And for many entrepreneurs, they’ve invested many hours in master their craft but very few, if any, hours on learning about marketing. In other words, they’re an expert in what they do. They’re not an expert in how to market what they do.

These are two distinct skill sets.

And, in business, unless you’re extraordinary at what you do and good fortune introduces you to the right people who talk you up in the right circles in the right moment so that everything grows from word-of-mouth alone . . . Marketing is something you likely need to learn.

If your business is more of a hobby? No need to even think about marketing.

But if it’s a business? Well . . . Of course you need to think, and perhaps even more important, learn about marketing.

It’s not indulgent to get help. It’s not indulgent to get a coach or a mentor in business. It’s important.

I can’t tell you how many people I meet who struggle in marketing their business because they try to figure it out on their own. It’s most of the people I see. I see the difference even a one day workshop with myself or others makes in their marketing approach. Huge blunders are avoided. Thousands of dollars are saved that would have been spent on the wrong thing (or even the right thing at the wrong time).

If you want to grow, you need help.

A good mentor or coach can shave years off your learning curve. 

But, how do you know when it’s the right moment?

First of all, it’s important to know which of the four stages of business you’re at. If you’re at Stage One then it’s natural and important to be experimental in your approach. Sometimes you need some time to just noodle around and figure some things out on your own (such as, “Do I even want to be in business?”). Unless you’ve got a very deep clarity inside that this business is the one you want to grow, it’s a fine thing to give yourself time to test out your ideas in small, low risk ways. Before you start a business, you might just host a workshop in your living room. You don’t need a marketing coach for this.

Second of all, some of your issues can be handled by doing a five minute support asking blitz. Truly. Just doing a Facebook shout out can handle more issues than not. 

But, if you’ve been in business for a while, you’ve asked for as much help as you can think to ask for an you’re still stuck? If you’ve been plateauing for months if not years? It might be time to spend the money to hire someone you trust or invest in your marketing education in other ways.

But, even so, it’s vital to get the right kind of support. In my experience, there are a series of steps that need to be achieved and it’s important to know where you are so that you get a support that meets you there. I’ve seen people spend thousands of dollars on workshops that were three steps ahead of where they were and so they weren’t able to apply it.

Here’s what I see.

What Kind of Help To Get When: The Three Phases of Growing Your Business

Phase One: Marketing feels gross. This seems to be the primary place people feel stuck. Even the idea of marketing is abhorrent. As long as this is true, I don’t care what they try to learn, they likely won’t do it. They’ll avoid it. This is what I cover in my Marketing for Hippies 101 workshop.

Phase Two: Niche. Once you’re okay with the idea of marketing yourself, then the next question becomes, “What am I marketing? And to whom?” or, “What is the role I want to be known for in the marketplace?” I see so many people skip this step to try to learn how to ‘get clients’ but, ironically, this makes everything ten times harder. 99% of the problems I see in marketing have to do with a fuzzy niche. True story. It’s so central to growing a sustainable and resilient business that I created a whole website about it, wrote a book on it and launched a home study course about it. 

Phase Three: Getting found. Once you’ve got a clear niche, then you’re ready for what most people think of as marketing coaching. This is when you’re ready to learn about social media marketing, networking, public speaking, writing guest posts, blogging etc. But, if you try to skip the first two phases it’s not unlike flushing your money down the toilet. The best approach I know to getting found I’ve written up in my eBook Hub Marketing.

Don’t try to do it all on your own. Get the help you need. 

*

If you’re interested in getting my help, I encourage you to check out my Mentorship Program but, whether or not you get it from me, if you’re serious about growing your business in the next year, I urge you to invest in some help (at whatever level makes sense to you).