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Betty Means Business - Packaging You ecourse

Maybe you’re new to business and struggling to create offers that easily take ideal clients from interested to investing. Or perhaps you’ve been in business a while and you’re feeling exhausted by non-stop client work, but still somehow not making all that much money. You’re sick of undercharging, over-delivering and burning yourself out.

And maybe you’re feeling worried too because, when you to the maths, you don’t see how you’ll ever replace your corporate income.

Either way, you’re ready to have more fun, let your inner expert shine, create offers ideal clients will love, and fast track your 6 figure success.

I can relate.

When I left my cushy corporate job to start my own consulting firm, I was excited – and also shit scared wondering how I’d ever be able to replace my 6 figure corporate salary.

I was lucky enough to get clients straight away, but pretty soon I realised 2 things:

1. I was exhausted and wasn’t having fun. Fear of not making enough meant I kept booking clients at ridiculously low rates and working myself into the ground; and

2. There were heaps of coaches and consultants out there charging – and getting paid – way more than me. And they seemed to be having more fun too.

Betty Means Business - PackagingYou ecourse

Fast forward to today and life is pretty shiny.

The key?

Packaging my services in a way that showcases my expertise AND delivers incredible value to my high paying clients.

Regardless of your industry or niche, if you’re a woman consultant or coach, learning how to package your expertise the right way will help you showcase the true value of your services, attract the people you’re best meant to serve, and reach your income goals, much more easily than swapping straight hours for dollars alone.

Know this: creating premium packages is the difference that let’s you be incredibly generous with clients while at the same time protecting you from burning out.

In my new ecourse, Packaging You, together we’ll dive deep, get practical, and cover everything you need to know, step-by-step, to create your own swoon-worthy packages. With audio, transcripts, worksheets, templates, examples, personal stories and hard won wisdom, and even done-for-you scripts, I’ve got you covered. If it’ll help you succeed, I’ve included it!

For the past few years, my mission has been to help women coaches and consultants to know – really know in that grounded truly aligned way – without a shadow of doubt the true worth of their services so they can break free of the soul-destroying cycle of undercharging, over-delivering, and burning out.

It’s crazy how often I see women in business undervaluing their expertise, undercharging and keeping themselves small. And it breaks my heart.

Just because you’re new to coaching or consulting or running your own business, doesn’t mean you should discount your past experience. Sure, ongoing education and a learning mindset are critical for us entrepreneurs, but this doesn’t mean you don’t already have loads to offer. You just need to bring it all together in the right way so clients are able to really value and feel excited about working with you.

From creating new offers that feel totally aligned, to confidently up leveling their fees and winning new work, so many great things get to happen for my clients after I teach them my packaging formula.

(I share some specific examples of results my clients have experienced over on the official Packaging You page.  Think: dramatically up levelling  their fees, re-positioning and selling packages for thousands more, and having more time off while also making more money and having more fun than ever before – and how those results can completely transform their business and their lives.)

I’ve created Packaging You so this can happen for you too.

I’m incredibly proud of how comprehensive, practical and heart-centered every part of this course is – in fact there’s far too much to go into here so press play and check out the official Packaging You page for all the juicy details.

Packaging You ecourse - Press Play

I’d love you to check it out!

As always, I really appreciate you support!  If you’re called, I’d love you to share this post with your friends by clicking on one of the social buttons below. <3

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Betty Means Business - 3 Ways To Communicate Your Worth-2April14-Title

 

Worth: It’s a über big idea.  When it comes to our clients understanding ours, it can make or break us in business.

I’ve had clients refuse to work with me when I’ve nervously quoted them embarrassingly low fees, and others happily sign up the moment I’ve proposed five figures for a single day’s work.

After thinking hard about what changed, in retrospect I see the only difference was me.  Sure I may have had extra time in the saddle between these events, but truthfully my core skill set hadn’t changed dramatically.  All I really learnt was to trust myself more.  Confidence communicating my worth to the client was the overwhelming decider.  In my experience, it really is true: Once we value our own expertise, our clients will too.

Communicate your worth ineffectually or the wrong way, and you could be stuck in a cycle of struggling to convince clients you’re worth it, undercharging and overdelivering.  Not only will you attract fewer ideal clients, but you may more regularly have to deal with last minute cancellations or clients who don’t take your requests seriously.

On the other hand, get this right and you’ll never have to defend your prices again.  Clearly communicating your worth helps ideal clients understand exactly how you can help them, and when you do, they’ll take your expertise, time and attention seriously.

Here’s 3 key ways we can communicate our worth to clients:

1. Focus on results

Imagine you’re looking to work with a personal trainer to help you get in shape for your wedding.  Do you go for the one who details all the ins and outs of the specific process they’ll take you through (protein for breakfast/ 45mins weights program 5 times a week/daily cardio – obvs I’m making this up, but you get the idea, right?) OR do you go for the one who tells you that 90% of her clients loose 5kg in the first 4 weeks and shares some pics of past clients on their wedding days?  One’s telling you about hard work and uncomfortable change.  The other’s talking to you about what you really want: results.

Yep, I’d definitely go with the second one too.  And I’d bet that this focus on results will appeal to your clients as well.  Results sell and tell the story of the true value of your services.

 

2. Stop undercharging

I reckon undercharging is one of the biggest ways women keep themselves small in business.  Let me clear some things up:

Just because you’re new to business, doesn’t mean you need to discount your past experience.  If, for instance, you were well paid in corporate for your expertise, and you’re transitioning to consulting in a similar field, you don’t need to price yourself as entry level.  Your expertise still counts.  (And that applies if you happen to be transitioning into coaching too.)

You might think that charging lower fees let’s you work with clients who really need your help that wouldn’t be able to afford the fees you’d secretly like to be charging.

I feel you, and believe this mindset is likely linked to your desire to be of service to those you can help, but think about this:  How would you feel if – because you were bringing in enough income working with clients who were paying you what you’re really worth – you were able to help those unable to pay – completely free of charge?  Undercharging is keeping you from that experience.

Please PLEASE hear this:  Your deep desire to be of service doesn’t mean you need to undercharge or suffer.

 

3. Lovingly hold your boundaries

I remember years ago being on the phone with my then boss after 11pm on a Tuesday, with my forever guy yelling from the other room, telling me to stop answering the phone.  That was the first time I thought about boundaries and work.  It’s so true isn’t it: We teach people how to treat us.

Holding your boundaries with clients is key when it comes to demonstrating your worth.  As your potential client, it reminds me your expertise, time and attention are all ridonkulously valuable and to not squander that shit.

How holding boundaries might look day to day for you: Keeping to time in sessions and meetings; guiding clients to follow the agreed agenda; taking the lead in structuring sessions and meetings; only sharing personal info you’re comfortable sharing; keeping to regular ‘office hours’; taking a lunch break; only providing services that form part of your agreement; and being passionately involved in the work you do BUT detached from the specific outcomes each client experiences.

**

I hope you like these tips! Now I’d love to hear from you:

What’s 1 thing you can do to help clients better understand you’re worth?

Thanks for reading – as always I really appreciate you support!  If you’re called, I’d love you to share this post with your friends by clicking on one of the social buttons below. <3

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Betty Means Business - Ezzie Spencer

I am properly fascinated by the work of Ezzie Spencer.  She started her career as a lawyer, but soon realised that the path to truly realising her potential included something more.

Ezzie has combined her love of women’s wellness, lunar cycles and research, to create a whole new way of understanding and supporting feminine productivity.  And word on the street is it’s the real deal.

Rhythm and alignment is clearly a big part of Ezzie’s world, and for me her writing always perfectly balances academic and empathetic.

Meet Ezzie.  You’re gonna love her!

 

Tell us about your journey into entrepreneurship

Back in primary school, I made little hand-written Julian calendars for classmates, for the queenly sum of a dollar apiece. My first entrepreneurial venture!

I chuckle when I think of that, because fast-forward almost twenty-five years, and I still send a lunar calendar to my peeps each month.

What happened in the middle? Well, I’ve long been motivated to make a positive impact on women’s wellbeing and prosperity—including my own. For most of my twenties, I thought I could best realise this through the law, or in academia. I became interested in spirituality and consciousness during my PhD, and stumbled into business when women started to ask to work with me on these matters.

My whole world really opened up from that point. I started to understand the potential of being in business. What … you mean … I could have a direct and valuable impact on women’s lives, enjoy creative freedom, design my work schedule and make good money? Sold.

 

What’s the best business advice you ever got?

When someone gives you advice, carefully evaluate where they are at, before you start to apply it. Essentially that person will be giving you insight into how they did it—if they’ve done it at all, that is.

The advice may be gold, for the right person. But do you want to emulate your beneficent dispenser of wisdom?

If so, then lap up every word and implement, implement, implement.

You’ve just got to work out who you are, and what you want, first.

 

How did you get your first client?

My first (non-friend) client came along a couple days after I started a Facebook page. I didn’t advertise—I didn’t have a website or even an offering at that stage! I posted a couple of status updates musing about how to work with lunar cycles, and received a PM from a woman who wanted to book a session.

Turns out that word-of-mouth is a magical way to grow a business, online and offline. And that clients will come when they perceive that you’ll be able to help them.

 

Betty Means Business - Ezzie Spencer

We both know fear isn’t necessarily a reason to not go forward with something; that it can in fact be a signpost that we’re heading in the right direction. What’s the number 1 way you personally manage fear in your business?

I’ve stopped trying to do battle with fear. I accept that fear will always be there, but know that in acknowledging the fear, breathing through the tension, and just being with the fear, I can expand beyond it.

How do I expand beyond fear? First, I got clear on my vision and motivation for my business. It’s then an ongoing process of nudging up against my existing limitations to continue to realise this vision.

I am consistently taking small risks, and evaluating the outcomes. I’m not one for jumping without a safety mat: that’s an approach that works for some, but it freaks me out.

When you are clear on what’s driving you, and know the contours of your ideal life, you have better motivation to expand—slowly, if you like—beyond your fear.

 

We focus a lot on the positives of entrepreneurship here at Betty Means Business, but tell us: What’s the hardest part of your work?

The continual practice of patience! I am used to things happening quickly, but it does take time to build a business. An authentic service business rarely turns a hefty profit in the early days.

Over time, I’ve learnt to accept the natural rhythm of my business. I’ve also learnt to experiment, and detach from the outcome of specific actions. It’s most powerful for me to observe which of my offerings and words meet a real need, and give the most value, to my people. This is how I have found out how to serve best.

 

You know I’m a huge fan of prioritising health. How have you built self-care practices into your business?

Oh, this is so important. My entire business (systems, structure and essence) is permeated by what I teach: how to work in alignment with your natural rhythms as a woman. Honouring this is the ultimate in self-care, in my book.

It’s one of the reasons that entrepreneurship can be a wonderful path for women, because you can design your business around how you work best. Notice in which activities you excel, and when you like to do these. How can you align with your natural ebbs and flows so you can work smarter, not harder?

The moon is so powerful because it’s an indicator of the feeling sense: our deeply intuitive, feminine selves. And, when we’re in touch with this part of ourselves, we can deeply understand which priorities and choices will best serve our health and wellbeing—amongst other things!

**

You can learn more about Ezzie here.

I’ve learnt from one of Ezzie’s latest posts that the recent full moon in Virgo (on Sunday 16 March) is deeply connected to the idea of service.  Maybe that’s why I’m especially loving Ezzie’s experience of discovering how best to serve.

Focus on how you can help fulfil the needs of your clients and how you can provide the MOST value.  Engaging in a convo with your fave clients where you step into their shoes, ask questions, and listen to the specific words they use, will always help you discover how you can best serve and create offers.

Now I’d love to hear from you: What’s your favourite way to figure out how you can best serve clients?

Thanks for reading – as always I really appreciate you support!  If you’re called, I’d love you to share this post with your friends by clicking on one of the social buttons below. <3

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Betty Means Business - Melissa Cassera

As well as being heaps of fun, deliciously risqué and whip-smart, Melissa Cassera is the real deal.  This PR maven has been featured on the Today Show, NBC, ABC, CBS, Fox News and in Glamour Magazine, Forbes, The Huffington Post, Design Sponge, Mashable, Problogger and Inc.  Impressive, right?  It’s fair to say, when it comes to PR for small business, this lady knows her shit.

After realising business doesn’t need to suck you dry, Melissa made some big changes to her business model.  These day’s she runs her multi six figure business in about 20 hours a week and spends the rest of the time living it up and working on her latest TV pilot manuscript.

Melissa’s signature move is her ability to combine fabulous interests (celebrity goss, script writing and erotica? Um, yes!) with PR and business smarts to create a fun-packed business that feels like her ‘guilty pleasure’.  She is a master (or should I say, mistress?) in the art of allure.  Yep, uh huh.  Read on – I just know you’re gonna love meeting Melissa!

 

Tell us about your journey into entrepreneurship

12 years ago, I had a full-time job in healthcare advertising.

There were elements of the work that I liked (coming up with fabulous campaigns + helping people get healthier? Win!) but the 9-to-5 grind was a drag.

My husband is a dog trainer + die-hard entrepreneur. He has always worked for himself — he’s never even had a resume! Since the day we met, he’d been encouraging me to quit my job + start my own business.

Like most people, my argument was that staying in the corporate world was “safer.” I loved the security blanket of a paycheck. But I couldn’t shake the feeling that something “else” was waiting for me, if I could just muster up the courage to go for it …

Finally, I decided: “I’ve got to give this a shot. What’s the worst that could happen? If I bomb, I can always get another job.

I launched my PR business with no clients — and honestly, no clue about what I was doing. Those first couple of years involved a lot of trial and error, and a healthy dose of failure.

But get this — a few years later, just as my business was hitting six-figures — the company I used to work for downsized half of its employees.

So in the end, I probably would have lost that “safe” job and “secure” paycheck, one way or another! Talk about good timing and a smarty-pants husband!

 

What’s the best business advice you ever got?

Best advice? It’s a classic reminder:

“Failure is essential.”

If you’re not failing, you’re not taking big enough risks.

And if you’re not taking big enough risks, you’ll never get the info you need in order to grow + evolve.

To give you a real-world example: I started my business as a very traditional PR firm, which meant I was trading “hours for dollars” and maxing out my client load.

Think: long, gruelling hours at my computer — and not much room for expansion.

It didn’t take long to realize that … that particular business model was a big, fat FAIL for me.

So, I started listening to my audience more closely. I noticed that many of them couldn’t afford to hire a publicist like me, but still wanted my guidance, tips and “industry secrets.”

I thought to myself, “Getting more publicity + sales doesn’t have to be ‘hard’ and ‘boring’. And it definitely doesn’t have to be outrageously expensive. I could totally teach business owners how to become their own publicists — and make it affordable and FUN!”

With that spark, I started to pour everything I know about self-promotion, publicity + sales into coaching programs + online classes that ANYONE in the world could take, from home.

Pretty quickly, I shifted from being overworked + stuck … to working about 20 hours per week, with plenty of time to pursue my other passions + guilty pleasures!

But I NEVER would’ve arrived at that point if I hadn’t been willing to FAIL first.

Betty Means Business - Melissa Cassera

From where do you draw inspiration?

Sooo many places! Here are my top picks of all time.

Movie trailer music. There’s something about thumping, epic movie trailer scores that really gets me going. I can cue anything from Epic Score, Two Steps from Hell or Audiomachine and crank out work like a champ.

Erotic fiction. Reading (and writing) erotica has made me a wayyyyy better writer. Erotic fiction writers have totally mastered that sloooo-oow build leading into a toe-curling climax — which is exactly what business owners need to do when they’re promoting + selling their products. The ‘tease’ is everything!

Celebrity gossip. Oh People Magazine, how I love thee. In addition to running my online business, I’m also an actress + aspiring screenwriter — so for me, indulging in a salacious piece of Hollywood gossip is the ULTIMATE thrill.

I used to think that my guilty pleasures had to be kept ‘separate’ from my professional identity + business — but over time, I’ve learned how to swirl everything together. (Which is SO much more interesting for me AND my customers.)

These days, my blog posts + courses always include a healthy dose of celebrity gossip — which keeps me ultra-excited to keep writing, and totally spices up the lessons! (PR Strategies with a side of Justin Bieber? Yes, please!)

 

How would your besties describe you in 5 words?

Spunky

Playful

Silly

Giggly

A lil’ Naughty

OK, maybe a LOT Naughty. ;)

Betty Means Business - Melissa Cassera

What, if any, rituals do you include in your business day?

My morning starts by devouring Lainey Gossip and a few glossy magazines (very important research!)

Hiking my four dogs gives me a great workout — along with some delicious fresh California air. (I get most of my best ideas while I’m outside — away from my desk!)

A daily meditation is a MUST. I usually spend a few minutes thinking about the phrase “How can I be of service today?” This takes the focus off of “me” (how much money to make, who commented on my last blog post, blah blah, etc.) and puts it back on the people that matter: my audience!

 

What’s the #1 way you manage fear in your business?

My philosophy is: FUN is the ultimate antidote to FEAR.

If you’ve set up your business so that you’re having ridiculous amounts of fun — where every project feels like a total guilty pleasure — you’ll barely even notice those moments of “fear.” And you won’t really care if you occasionally “fail.” Because you’ll be having a FREAKING blast, every single day.

If you’re feeling scared, say to yourself: 

“I’m scared. And that’s human. Now: how can I make this feel like a TOTAL guilty pleasure?”

Dial up the volume on FUN, and those fears will get quieter + quieter …

until they’re barely a whisper.

Try it.

I dare ya. ;)

**

You can learn more about Melissa here.

Your key take away:  Focus on fun.

Melissa learnt way back that the more fun she has, the more cash and attention she gets.  This lesson applies to your business too.  It’s cheesy to say, but enthusiasm and passion really are contagious.  How can you pack more of yourself into your biz?  How could you have more fun?  Meditate on fun and take inspired action.  You won’t regret it.

Now I’d love to hear from you: What’s 1 action you could take today to have more fun in your business?

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BettyMeansBusiness-3TipsCourageousDecisionMaking

 

You’ve heard I’m creating an ecourse, right?  It’s all about exactly how to create packages your clients will love.  I’ve been working away on the content, but after making some big decisions the other day (about locking in suppliers and committing to timelines), boy did shit get real.

 

Honestly, even though I’m really (really!) happy with the decisions I’ve made this week, I’m still catching my breath.  Over the past few days, every time I’ve thought about the investment I’m making in this offering, my stomach drops a little and butterflies take up residence.

 

Maybe you can relate?  Making decisions in your business isn’t always easy.  In fact, sometimes – for me anyway – they can be downright scary.

 

I’m a worrier by nature, and back in the day I’d let decision-making take up heaps of time.  Somehow it felt safer to weigh up every angle.  Sit with it.  Second guess myself.  And then start the process over again.  But I’ve learnt that ultimately, that approach is in fact much riskier than it first seems and in hindsight probably only helped me waste time and lose momentum (and when it comes to business, both time and momentum are precious-like-fairy-dust resources).

 

I’m still working on it (in fact I think I always will be), these days I’m much better at tackling big decisions.

 

I’m sure I don’t need to tell you making the right decisions at the right time is key to our business success.  Being comfortable and confident with speedy decision-making can be like rocket fuel for your business and is definitely a skill worth mastering.

 

If you’re facing a tricky decision in your business, here’s 3 tips to help you make courageous decisions:

 

1. Fear doesn’t mean it’s wrong

Contrary to heaps of the inspirational quotes I see floating around my newsfeed that advocate ease 24/7, I believe that sometimes, to bring to life the vision you have for your business, you’ve gotta make tough decisions.  You know, those decisions that thrill and frighten you in equal measure.  Like hiring a high-end business coach or investing in a new program or hiring a big name designer to upgrade your starter website.  That’s the good stuff.  Just because it’s a leap  - and maybe even makes you want to puke – doesn’t mean it’s wrong.  In fact I recently heard my mentor say, ‘Feeling terrified? You’re on the right track!’.

 

2. Consider logic and intuition

Without connecting to both logic AND intuition, you run the risk of making decisions that just aren’t right for you.  You can access the strengths of both info (rational/easy to explain) and instinct (usually faster/feels right) by intentionally asking questions like:

-  ‘What result do I want?’
-  ‘What is the minimum return I’d need from this investment?’
-  ‘Does this option make me happy?’
-  ‘If I could have it any way I wanted, which option would I go for?’

(Important PS: Don’t make the mistake of thinking that ‘courageous’ has to feel out of alignment.)

 

3. Make decisions from where you want to be

Making decisions from the perspective of where you want to be will help you get where you want to go.  In fact, the mindset that fuelled your decision making up to this point might not be the one to best help you take your business to the next level.

 

For example, let’s say you’re a newly minted health coach dreaming of filling your roster with high paying clients.  You can step into that vision of yourself and tackle decisions by asking ‘As an in-demand health coach, what decision do I make here?’.

 

The first time I tried this I experienced a total perspective shift.  I have a feeling you will too.

**

I hope you find these tips helpful in your own decision-making!

Now I’d love to hear from you so we can all learn together: What’s 1 tip that helps you make courageous decisions in your business?

Thanks for reading – as always I really appreciate you support!  If you’re called, I’d love you to share this post by clicking on one of the social buttons below. <3

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6 Ways To Make More Money Next Month - Betty Means Business

 

Many of my incredible 1:1 clients have been setting stretch revenue goals recently.  It can be scary to state (even to yourself!) that you want to hit a particular $ target, but boy is it worth it.  I know from personal experience how incredible it can feel to reach a big money goal.

(Side bar: Goal setting doesn’t always mean goal achieving, even when you work your butt off.  I also know from personal experience what it’s like to NOT hit targets I’ve set.  And even though I’ve sometimes felt deflated in this situation, on reflection I can see that by setting a target and taking action I ALWAYS get heaps closer than if I hadn’t stepped up at all.  Moral of this side bar: Setting targets and taking action?  Always worth it.)

If you’ve got a stretch number in mind, put a ring on it and then get to it.  Need inspo about how to make it happen quickly?  Here’s 6 ways to help you smash next month’s revenue target:

1. Create a higher end offer

No matter what field your in, at least a small percentage of your potential clients will be interested in working with you in a more in depth and/or intimate way.  Let me be clear: If you don’t have a higher end offer you are leaving  (potentially heaps of) money on the table.

2. Package your services

I know I said it last week, but seriously: Get onto this.  Done well, packaging will not only help you create better results for your clients, it can also increase the value – including the perceived dollar value – of all your offers.

3. Raise your fees

There are lots of factors that could justify a price rise for your services this month (Think: new credentials; more experience; your clients achieving incredible results; re-positioning your 1:1 fees because you’ve launched a new program etc).  Remember, price rises are a natural part of business.  In fact, if you tackle this the right way, increases of about 10% usually generate very few objections (even among ongoing clients).  This is especially relevant for you if it’s been 6 months or more since you looked at your fees.

 4. Ask for referrals

Happy clients (both current and past) can be your best source of new work.  These days most of us know to ask for referrals when we’re finishing up working with clients (you swiped my done-for-you script for that, right?), but please don’t feel you need to wait until the end of your time together before asking.  It’s a-ok to let clients know you love referrals anytime they make happy noises about your work together.

5. Follow up warm leads

With a killer follow up process you WILL close more business. No one ever said that successful sales ONLY happen at first contact.  Touch base with everyone you’ve sent a proposal, or your fees or even just general info to in the past few months.  Reply to all enquiries and when you do, let them know you’ll check in with them again in a few days (And then, uh, make sure you actually do.).

6. Create a special offer for current clients

Lots of peeps assume that their current clients won’t be interested investing in extra time or resources.  In fact the opposite is true.  There’s a damn good chance that at least some of your clients would love to, for example, go deeper into your work together; get more support from you; and/or access additional content.

Could you create a special offer that accommodates their needs?  Yep, I bet you could.

**

I hope these tips have fired you up and inspired you to set a stretch revenue target for March and jump into action!

Leave a comment and let me know:  What’s one thing you’ll be focusing on to rock your money goal this month?

Thanks for reading – as always I really appreciate you support!  If you’re called, I’d love you to share this post by clicking on one of the social buttons below. <3

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