The Success in Standing Out
In this episode Terrell Jones and I discuss the methods of standing out in your business.
By listening to this episode you will learn unique ways to make your business stand out to your audience.
0:00
Ready provides some killer with value today.
0:05
Well, we are live and I’m here today with Coach T. And he is going to be talking with us today about a couple different things client retention, time management as an entrepreneur, maybe answering a couple questions about Facebook ads and things like that. So we’re just gonna dive in. But first, why don’t you share with our audience who you are what you do? And we’ll go from there. Yeah, yeah,
0:29
um, you know, I, you know, I have a keen love for my fellow entrepreneurs, especially, you know, people who are looking to make an impact in the world, you know, coaches, consultants, etc. So, I’m originally from New York City, and I didn’t have the best upbringing. You know, I was in a place literally where, you know, I had to hide in the cars, because the shootouts I had to, you know, I grew up with people living in my house, I was addicted to drugs.
You know, I was I was around gangs, violence, and literally, it could have been easy for me to be a statistic. And, and that’s just the environment that I knew. And I didn’t choose it. I’m just what I was kind of born into. So one of the things that that really changed it for me is I had a cousin who wanted to go to college, out in Virginia, and I said, you know, Hey, I know what this environments look like.
So I decided to go to college. Well, long story short, I got to college. And I remember my mother gave me a phone call at Toro college is going to be very expensive. Click, I’m looking like, I’m like, hold on, right, like, but people tend to be more resourceful when you get some certain resources taken, taken away from you.
Business Background
So I had a friend who approached me with an opportunity to start business and this is how I originally got into business. And so it was a network marketing company. So I started doing that. And that’s when I got my excitement for business. Well, graduated college, and ended up working in corporate America making six figures doing security.
But I looked around and I’m like, wait, none of these college students that I know a lot of my fraternity brothers, everybody else, they’re not making the progress that they you know, that you spend all this money on college, like, you know, how expensive college is Hailey, right? You know, I know a lot of us know. So I decided when I first hung my hat as a coach, I said, I want to make sure that I can help let me coach these college students to be able to get into a career field. This was about five years ago. Right?
So I was doing that. But I got I was very frustrated in a place where I know a lot of us are starting at, you know, as we’re watching this is, what do I do? Right? I had the knowledge in my head to help this audience, right?
Standing Out While Growing Your Business
But how do I start? What do I do? What’s the next step? How do I grow this thing? How do I keep clients? And, how do I how do I do that? So I was in a place with that I had to do a lot of research and digging, trying to figure things out. And throughout my navigation and discovery of finding myself in business, I got excited about business. And then I got excited about helping coaches and speakers you know, fast forward, you know, now I’m in a place where you know, we’re blessed enough to, you know, be impacting over half a million people online.
Being able to, you know, I do one on one coaching, group coaching, seminars, workshops, boot camps, you know, a three time author, we have online certification master classes, and specifically focused on helping people with coaching, and in being able to grow and scale a business. So it’s been a blessing.
3:27
Love that. Yeah. So if somebody wants to be a coach, and they want to be a good coach, what are some tips or things you’d say? Because at the end of the day, getting clients is one part of the process, but your clients is really, if you can do that, you’re going to be having a sustainable healthy business. Right. So how does somebody become a better coach? What are some tips or like takeaways you’d say, when it comes to that?
3:55
Yeah, love it. So um, being a better coach is, is a is essential, right? So starting off like this, so let’s say you have an idea, right? And you know, who you want to help. And you know, that demographic, taking a step back is very important. I know a lot of us have issues with saying, I can help people in this. And I can help this and I quote this, and it’s hard for you to name a topic. And then if you have a topic, it says, Well, my topic to help the world, I can have everybody, which you might be able to write.
We know we’ve been in this for a minute, Hailey. So you know, we know. And we see this all the time. But from a marketing perspective, I want you to select one. And the reason why I want you to select an audience is because when it comes time for you to coach mentor, when it comes time for you to give advice, it’s going to be very specific based on your knowledge, your experiences, is going to connect with that person in a different way.
Stand Out with Your Story
If and I’m saying like I had somebody who literally this the same story I told you, and I told y’all about my upbringing, what happened in high end of the cars and all that was crazy, is I remember getting a client one time And, um, I was on a call, I was on a consultation call with a. And um, she was like, you know, honestly, what really made me you know, what made me sign up is because you know, you didn’t have everything given to you like me, right? You had to, you know, figure it out and you wasn’t born in the best circumstances or, you know, XYZ. And she was like, you know, it was that story that really made me connect.
But I want to be able to tell my story if I didn’t know who I was really talking to, or really connected to. Right. So first thing I would say is that, you know, it’s best if you’re a coach, and you want to help a certain demographic audience is you want to be a better coach. It’s about practice, but it’s also about digging into your own experiences, they’re gonna dig into knowing who your audience is, what do they struggle with? What do they need help with? What are their goals, what makes them stay up at night, by really understanding the psychology of your audience. So when you having that conversation, you can be able to really motivate them to transform your life.
5:56
Love that in Yeah, your story is really, I mean, inspiring. And I think that when we open with our story, and why we’re doing what we’re doing that’s much more attractive and a good way to stand out compared to just saying, I’m a coach, and I do this, right. So that said, like, I hear a lot of coaches who say, I don’t know what makes me special, or I don’t know how to stand out, because I feel like it’s so saturated on Instagram or whatever. Right? So how does somebody you know, I know, we can come up, we can share our story. But what are some other ways to stand out in a crowded market? Oh, I
6:40
love that. Great question. Right is one of the main things I help people with, right? Because you absolutely 100%, right. You’re looking everywhere. It’s so easy for us to become a commodity, right? So when you try to put yourself out there, it’s like, oh, well, your life coach,
6:54
right? And or your health coach or fitness coach or relationship coach, you look around, I got 10,000 options, why do I need to go to you? Right? Why do I need to go to Hailey for this? Or I need to go to Samantha whoever it is right? Well, john. So in order to really stand out, this is a process that our call that I’ve coined is called the brand ladder. And basically what this process is, is how is each and every step of this ladder is going to continuously separate you from everybody else, right?
Obviously, we don’t have time to go through, you know, the whole thing, the whole process, right. But with that, I will give you one of the key things right, one of the key things that can separate you is being yourself and being authentic, right. So when you’re truly yourself, people are going to connect to you. And people are going to identify with your personality, you gotta remember this different personality types, right? And you know, you don’t necessarily vibe with everybody the most.
For example, I’m the world’s number one motivational speaker today, his name is Eric Thomas, et the hip hop preacher. Right. And I know him on a first name basis. And I remember having a conversation with him. He was like, You know what? He said, to be honest. And, he said, Yes, I’m considered, you know, the top guy, right over, you know, the Tony Robbins, or the other, you know, some other people out there, right? But he said, to be honest, my personality may not vibe with everybody. He was like, you know, but he’s like, I’m loud. I’m kind of in your face.
I’m kind of like, or, like, come on, like, I’m gonna drag you to success like or like, right? And, but he was like, everybody, some people will be motivated by that and excited by it. But other people feel like Whoo, like, this is a little bit too much for me, you know, I kind of need to settle down buddy. Company, I kind of need a little bit more calmer energy. So with with that he’s attract.
And he’s the top guy because he’s been himself. I’ve been authentic. So he’s attracted. And you don’t need the whole world attracted to you. But there’s people who are specifically going to be attracted to specifically you your style, what you’ve been through your story, you know, your, your personality. And the more you’re able to step into your own yourself, the more you’re going to be able to attract people.
Stop Comparing and Start Standing Out
8:59
Okay, yeah. And I think that that comes one way. I like to also explain it, it’s like, we all have our different approaches, or different styles and our different personalities. So like, for example, Jillian Michaels, is totally different than the blog ladies. Girl, right? Casey? Whoa, I think is her name. So those two people they both work out. They both promote healthy lifestyle, but they are completely different.
And the other thing that I compared to is music, like, there’s a million pop stars, there’s Ariana Grande, and there’s Billie Eilish right there, but they are completely different. Right? So um, I think that that you brought up a really good point there. Now what if they’re like, Well, okay, I have a personality, but I’m pretty boring. Like, I think I’m just boring. I don’t think there’s anything special about me. What do you say to that?
9:49
Yeah. So I mean with that, it’s just about honestly, it’s just go out and just help your audience and do what you do. Right. You don’t think you don’t have to think about you know, you know, doing A song and dance and you see everybody, you know, you see the TikTok videos, and then you see all the challenges and you see all the stuff out there.
And you feel like you have to keep up with everybody really, at the end of the day, as long as you’re being yourself and you’re putting out content, the main thing that you want to make sure is that what you’re putting out is very helpful to your audience, and you’re switching it up.
What’s Your Energy Level?
So it’s less about, you know, Am I boring, and it’s more about, you know, you got to give some people some level of energy, right, you don’t want to be Hello, my name is Sasha and right you don’t you don’t want to have you do have to have some level of energy for people to be attracted to you. However, you don’t got to be you don’t got to be like me, like excited. You don’t have to be like that. However, it’s more about putting out content that’s going to help your people and then switching that up, for example. So one of the things that I hope people with is putting out different types of content to attract their target audience, right.
So one video is a selfie video, right? If you if you comfortable even going on video, this probably the video that you do the most. And he’s talking this way. But then you have one that’s called direct the camera, which is basically no hands, right? This is just how we kind of speak it right? both my hands are free. And I’m and I’m having a conversation with you. Right? You can get interviewed, right?
The Truth About Testimonials
So like this, what we’re doing now is like interview style, right? What if, what if you got interviewed, and then you took a you took a clip of this and then you put this on your Instagram, you put this in your Facebook or your YouTube? Right? Right? So um, you know, you could do that on testimonials, right? If you go to my page, on my ID, you’ll see testimonial after testimonial after testimonial got viral videos, right? So it’s not about you having to just do some something whiz bang to attract people. But it’s about how are you providing value in different ways that’s going to impact people in different ways. So they can want to follow you being attracted to you and eventually want to work with you.
11:46
Yeah, absolutely. So the other thing when it comes to booking clients in some of the different offers that you have quite a few different offers, right. So tell me a little bit more about how you some tips to retain your clients upsells down cells, like, tell me a little more about how you’ve structured your offers and how you deliver in a way that clients come back?
What Are Your Goals?
12:10
Yeah, absolutely. Right. So your goal, so kind of starting out, I’ll do like pre client and then kind of like post client what you actually do, right? So from an attracting a clientele perspective, what you put out in the world is what you’re going to attract. Right? So realize that if you want to help a certain demographic of audience, if I went to if I sat down with you, we had some coffee, and I said okay, show me your Instagram or show me a Facebook, pulled up your Instagram. And you say that you want to attract a woman, entrepreneur, a woman who aren’t confident, for example, right?
And I looked at your I looked at your profile, and I don’t see you talking about confidence. I don’t see you talking about entrepreneurship, I don’t see talking about nothing to help. If you want to help moms, I should see you talking about moms, I should see you coaching moms, I see you doing those things, right.
So that’s one because when somebody is attracted to you, or at that point that at that point in time, they already need what you have, it’s just about setting up a dialogue so they can work with you. Okay, so that’s that now, once you actually start getting clients, right, from a retention standpoint, I’m gonna give you the three C’s. This is actually what I teach in my program, but I’m gonna give y’all I’m gonna give you this because yeah, Hailey’s painful somebody, I gotta show you some love, right? So I’m gonna give you I’m gonna give you, I’m gonna give you out three C’s. And actually, I think I’m gonna do something that’s interesting, but do something different. Let’s go ahead and do this real quick. I’m gonna show you this. Right? Maybe Maybe you can see this?
13:36
Yes, I can see it for people.
13:40
Listen.
13:42
Alright, so I’m gonna share with you, the three I’m gonna share with you are the three C’s. Okay? So the first C, when it comes to retaining, that means you have a client, right? So your goal is you want to keep them as long as possible, you want to extend what we call the lifetime value of your client. Okay, instead of them quit. No, you next month, you want them to stay with you for two years, right?
Since the inception of my group coaching program. I have I’ve had people who’ve been with me over two years if I literally since I launched it over two years ago. Okay. First thing is, is an excuse my hair, right? And it’s chicken scratch. First thing number one, clarity. Right, clarity. When we talk about clarity. The reason people will quit your coaching program is because they don’t know what to do. They’re overwhelmed. They’re there. There’s just I don’t know what my next steps are.
And nobody’s crazy enough to keep paying you. If they don’t, if they’re not making progress, they’re not clear on the next step. They don’t know where to start. So one of the things you want to make sure is that your program is structured in a way that’s going to allow people to always know what the next step is. So you need to come up with like your own map or your own guide or some process that you can hand somebody, you can hand somebody and say here, my process our process.
To help to help our clients and our members is so structured and so down then that I could go on a month vacation and they know exactly what to do that that let that be the filter. Okay, do are they clear? If they’re not clear on that you need to work on it, because they’re going to quit very soon. Second, there’s a mate. But does that make sense? Hailey right. Yeah, definitely.
15:22
Okay, perfect. First, second thing.
15:25
Next,
15:26
this is a big one. So we’re gonna write down bigger content, content. So from a content from a content perspective you want and actually, let me let me make this more clear content.
15:43
consumption,
15:45
content consumption. What’s interesting about that is that when somebody if somebody comes, so they want to learn from you, right? If you have people join your program, and everybody has it, nobody’s exempt from this, but you’re gonna have people are going to join your coaching program, and they’re just not going to show up to the calls. Or you know, they’re not watching the videos, or they’re not they just not engaged.
What Value Are You Offering?
Nobody is insane enough, that they’re going to stay with you, if they don’t feel like they’re getting value, because the only way that they’re going to get values, if they learn from you, if they’re talking to you over the phone, whether it’s one on one or whether you doing group, right, whether they watching the replays, whether they filling out the worksheets that you’re giving them, right?
If they’re not, if they’re not consuming any of the content that you’re producing for them, they’re gonna eventually say, they don’t look at they, they don’t look at the bank statement one day, they’re gonna say, why am I paying for this thing? Like, what’s what’s what, what is this for, again, cancel.
So that’s very key, it’s very key that you’re doing that. So your goal within your coaching program is to get people to consume more content. Right? So that means that coaching sessions and if even if they can’t make the live one on one sessions, give them a replay, send them videos, give them worksheets, tell them they got free tickets to a live event, or virtual event or something, give them something that they could continually feed from and learn and you’re gonna feel like they’re getting value, more value that they get, the longer they gonna stay with you. You know, and I’ll give you the third one as a bonus.
The third one is community. Community, right? So when people join, I hear things over and over and over for people, you know, they say you don’t want to be held accountable. I’ve been procrastinating A lot of us as coaches and Associates, like we feel that we understand the right, you know, I feel like I need that coaching. I mean, I need people around me, I need the social accountability. And to achieve that easier, and so it’s not so much stress on you, is you want to get people surrounded, and you want to get people as part of a community, if you can get them connected with other people collaborating on doing things together.
What Program Are You Offering?
Like I got, we got members as part of our program, where literally like Dale, without me without my intervention, they get together, they go out for lunch, they attend each other’s program on a programs, they, you know, they connect, they get on cause together, they help each other out. Right, and, and that’s what I love, because that’s going to make it more sticky. That’s going to make your program more sticky, because now they’re connected. And the reason that they’re connected is because you, right? So when you can add more of these elements, as part of your program, you’re going to see a retention skyrocket in our in our retention in our in our members is about 90 95%. Right. And that’s that’s what we were shooting for.
18:28
Yeah, absolutely. So when it comes to building community, are there any practice practices in your program that you install to to build that community? Make it like a part of their culture?
18:42
Yeah, yeah. I mean, absolutely. So you know, a couple things. One, is you want to have a community manager, right? So Community Manager is going to live while you’re at work, maybe not full time yet, right? If you’re not, you know, you have a, what’s important about a community manager is that’s going to allow and then kind of come back come back this way for you.
What that’s going to allow your allow that person to stay active, answer all the questions in the group, do the customer support, get help continually help people because remember, you want them to have those three C’s, right? So they are going to help that. I would recommend as soon as possible getting a virtual assistant or some kind of community manager that can continually feed feed the community.
But other things you can do is you know, you can do challenges, you can give away recognition and awards, which is something that we do so like we have something in our group that we call at two awards that I get with on a weekly basis. One award is called the Batman award. And I just like that man so that’s that’s it you know, so that’s why I call it the Batman and what but basically the Batman award is you go out of your way to help somebody else.
So if any of my coaches or members as part of our group, they go out and they help another coach because they want or they say hey, I’m doing a strategy and it’s and it’s killing it for me and you go out of your way to help somebody else or post something in a group.
You can you can qualify to win the Batman award. And this is recognition for the group. Right? Um, or you can do have another one that’s called the progress over perfection award where it’s about making progress. It’s not about helping people make, you know, significant income, right or significant progress. It’s just about how to get good like you’re taking, you’re making steps towards the right direction, right. So just little things like that. So challenges, making sure people connect, um, recognition, things of that nature.
Progress Over Perfection
20:28
I love that I love the progress over perfection award, because one of the things that, as business owners, it’s very easy to do is get overwhelmed. So tell me a little bit about, like, even when you have a lot of content to or good content in your program, the more content you have, the easier it is for people to get overwhelmed, right? Because they’re like, Oh, I got to do all the workbooks and stuff like that. So how do we in in our own journeys, when we’re working with coaches or endorsed programs, but also in our businesses, when we’re overwhelmed with like, all the things I got to do, I’m doing back end up doing front end, what are some ways to manage overwhelm? Yeah, I
21:06
love that. And only one of your clients, right?
21:10
Well overwhelm not have, like, for example, I’ve been in courses and group programs before and I’m, I want it I’m so excited. And I want to do everything. And I want to watch all the videos, I want to do all the workbooks. But it’s easy to get overwhelmed, because I’m like, I have all this stuff, you know. So how do we prevent overwhelm? In that sense?
21:30
Yes, I just drew something out for you. Right? Yeah, you gotta have your own map, right. And basically, this is a bridge, right? So with that, your whole goal is you want to and this works for you. And it’s also worked for how you deal with your clients. But at the end of the day, your clients are coming to you at a certain point, right? And think about yourself, so you don’t get overwhelmed, right. So let me go from your perspective. And then I’ll tell you how this translates to your clients. When you come in.
Anytime I’m joining something, or being a part of a program, I need to know what the map is. So you should have any good any great program is going to have a map and say follow this process, follow this system, follow these steps follow this map, right? So you got to know where you’re at. And then I need to know what order the map comes in. I don’t need somebody throwing a bunch of content at me at once. I need to know what do I need to start with? Because all content depends on away, right. And your journey is not created equal. So I need to know, what’s the first thing I need to focus on? Okay, got that checked it off? These are the milestones did it done? Good.
What Is Your Plan for Progress?
What’s the next thing I need to do? What’s the next thing I need to do? What is the next and then eventually, and I don’t care how long it takes, I don’t care if it takes you a month. I don’t care if it takes you a year, I don’t care if it takes you 10 years, if this is the process, this is the process and follow the process. And as long as anytime I’m joining a new journey or want to accomplish something, right, whether it was a point in time where I was trying to figure out Facebook ads, okay, cool. What do I need to learn? Right?
You know, there was a time I was trying to figure out, you know, how to get people results, I had to learn how to how to handle retention, I had to learn right how to get people results, I had to learn so this different processes in his business that I know how to learn. But every single time I approach a new a new journey I’m looking to accomplish, I need to know what is the process and I need to find somebody who’s proven it and give me that map. And then let me go on my journey on that mat. And I need to know where can I go to get support if I’m doing something wrong in that journey?
23:27
Yes, absolutely. setting those expectations of where can they ask for help? And what’s the roadmap? And also in our own personal lives, just like you said, when we have different categories we’re working on, like, I’m working on Monday, like even get more specific than just saying, I’m working on my marketing, but what part of it? Is it showing up consistently? Or, is it doing Facebook ads? Is it you know, being on podcast and and then get your map for that particular thing started? Get going? And then you can keep adding more avenues or things like that, but yeah, yeah, I
24:02
love that. I love that. It’s funny you say that. So I was just I was literally just telling, um, one of my clients a few days ago, because he you know, cuz he was like, Oh, um, he said, for some reason, and it was literally in relation to, you know, in relation to like sales. And, and I said, Tommy’s, like, yeah, you know, I’m just trying to make more sales. I gotta make money. And I’m like, Yeah, I get it. 100%. And I said, um, but I want you to ask a better question, what part of it Don’t throw the baby out with the bathwater? Like, what is it? Is it getting people to book an appointment with you? Right? Is it getting people to show up to the appointment?
Is it getting people to actually, you know, say, yes, the pitch is is overcoming objections, like, I need to know what part and you got to be clear on what part it is because it might not be everything. Same thing. If you’re doing webinars, you’re trying to get people to show up to your lives or whatever. You might actually be good at getting people to join your program. If they can actually get on the phone and talk to you what do you get get on a webinar, it’s up to you, but you just have a hard time getting people to register. Right?
You crack the code on that then see what the process is. Looks like take a step back and say, okay, okay, okay, people, people are dropping off. Okay, so now what can I do to increase the retention of people stand on my webinar? Okay, I got that. Now, here’s the here’s my pitch, but nobody’s buying, how can I create a different offer, right or better offer a more urgency or whatever. And then once they and then once that happens, I’m getting sales and you move forward that way. So I love that you have something on point.
25:23
And having patience with that process, because you’re not going to get it all nailed every single aspect of the webinar, the first time you do it, you are going to have to see Oh, wow, you know, I had a couple people dropped off. Interesting. Now my thing is, I need to figure out how to get him to stay to the end, right? So how, what are some ways you manage your time and your business and productivity? And and then we can go from there? Yeah,
25:49
I love it. So I think we might have been mentioned in this too, right? Yeah, I think I showed this earlier. But this is what I use. This is this is like my Bible. Right? You can see I got papers coming out, I actually use it. So this is my book. It’s called the productive lifestyle planner. Right? And, and, you know, it’s kind of self promotional, but not really, because I literally use this right. But basically, inside of here, what we focus on is a couple of different things. Right, is one, and it might be a little bit hard to see. But I have different things on here that says targets, right.
So the reason the difference between a target and a goal for me is more specific and more aimed, right? So what I do is I’m always focused on what are the top three projects that I’m working on at any given time? Right? Typically, you don’t want to work more than any more than like five projects, but me to optimize, if I’m working on three, that’s good enough, right? And then I’ll schedule my hero accordingly. So what do you what are you working on? What any project that you ever say I want to focus on I want to get X amount of clients, I want to do this launch, I want to write this book, I don’t care what it is, right? I want to grow my coaching program to this amount.
There’s just like when I said to Matt, we talked about the map, right? Where anytime I set a target, I want to know, what are the top five milestones that I need to accomplish? What is the map? I need to accomplish that? Not necessarily every little single task? What are the top five milestones? Once I get that that’s what that’s what these little things under it are? You know, that’s that’s what these are, right?
You can’t really see this numbers on here, right? So once you do that, and you know what those are? How I schedule my day is all right, what are the activities are the most valuable priorities, what we call it? What are the most valuable priorities, I need to work on each day to start checking off these milestones, that’s your goal, you need to be checking off these milestones.
And then what I do is, once I, once I put down my priorities for the day, and this is literally the first thing that I fill out, once, once I have this down, I go to my calendar, and then I start plugging those in my calendar. And then that’s how I fill up my day. Right? And I’m filling up my day with that. So literally just following that I’m managing my distractions, etc. Love it.
27:59
Yeah. And when it comes to like, let’s go to the example earlier, um, Facebook ads, you’re like, you know what, I want to do Facebook ads, I gotta figure out my roadmap, but you got to break that down. Um, what would you say you recommend to coaches because I talked to a lot of coaches who either they think they need Facebook ads before they actually need them. Or they’ve tried Facebook ads, and they got burned from them before. So they’re like, really against it? Or they, you know, like, I just have a lot of people who have feelings around Facebook ads. hear from you, what has been your journey and some tips you’d give to our audience?
28:38
Yeah, absolutely. I mean, you should only be afraid if you if you’re not taking the time to actually understand and learn and mastering Facebook ads is a testing game. So don’t get in thinking that day one, you’re going to start putting money out, you might lose $50, you might lose $100 I’m just gonna I’m just gonna, I’m gonna rip the band aid off today ripping it off today, Hailey, right. Like you got to come you got to go in already thinking that you’re gonna lose that money. Right? And it’s not being I’m not being negative. I’m just being I’m keeping it real to keep it 100 because you got to realize that this hope that this whole Facebook ads game is all about testing. Right?
And and so what you want to do and how you want to approach it, is you want to approach it to what is my audience dealing with? And how do I address their fears and concerns to help them accomplish their goals? Right. So my journey has been what most people journey are when he first started, like I started Facebook ads a couple years ago, and it just kind of tinkered with it. I see some people went in on this. I said, Okay, maybe let me start. And, and I lost money. Right? I lost money because I didn’t really know how best to help my audience.
And, I didn’t know how to really connect to him. I wasn’t really sure about who to target. And, I was trying to target the whole world that was a specific, a specific person I wanted to target. Right so that’s why everything that we said makes so much sense and it builds up to when you finally start spending money is going to be, you know, you’re gonna have way more success if you understand what you’re who you’re helping and how you’re helping them ahead of time. So now when you go on Facebook is is really about showing more people.
But if you can’t help one person, it’s going to be hard for you to put money in and help multiple people because you don’t know what they’re going through. You don’t have to say, colleges, you know, I’m saying so you got to learn more about your audience. So we start putting money into ads is going to build up. And that was my journey. I started doing that and started filling up my calendar. Now we got it all on autopilot where, you know, just getting people booking on our calendar. Love it.
30:32
Yeah, it is a process. And I think any marketing strategy want to take about, you know, you want to have a testing period, and you want to say, I know, there’s some risks to everything I’m going to do in my business. But I’m going to test this out, I’m gonna work on refining it, I’m going to give it three months or so I have a fixed budget that I can spend on this. And that’s the way you go about it in a way that’s not scattered and like shiny object jumping from thing to thing, and just like throwing money down the drain and just not kind of thing. Right?
So yeah, so anyways, one of the other things I wanted to ask you a little bit about is, when you have a program that you’ve designed, and you want to, you know, I guess your client, I think a thing that we have to talk about is the client journey, meaning usually they come in at a certain point. And then the way you retain clients is you help them all the way through the journey. And maybe that looks like different programs as they keep progressing. Or maybe it looks like they keep you know, when you say you had clients for two years, it could be that they reach a certain level, and then there’s always more that they need help with because they reach the next level. So how do you think about your client journey? And how have you planned your offers around that?
31:48
Yeah, I love that. So we have a process that we call the product, escalator. And basically what that is, is we take somebody who’s brand new, right, and they just try to figure it out. So they might come into our free community. So we got a free Facebook group for coaches and speakers, it’s called the coach and speaker connection. And you come into that group, you learn. This is just where we go live, every so often people are connecting people in learning, growing, but giving advice as a free group, then you say, Okay, I feel like I need some more momentum.
I feel like I need to grow. So then the next thing that you that you do is, you know, from from our perspective, we have we have a course right, we have a certification course. So you come into the course, you learn the foundation of what you need to learn, right, you might not even know what a lead magnet is. Or you might even know what a landing pages or you might not know about email marketing systems and etc, right? So you join this course to get the foundation of what you need to learn, right? And then now you want of course, I got the foundation, I feel good, right?
I feel like I’m gaining some momentum, right? You may not be having all the clients, I may not have all the money in the world yet. But you, I’m learning, right, I got it, I got the foundation, and now I’m making progress. Now you need the ongoing support and community and ongoing training, right, this is what we call the PCs program. This is when I work with you on an ongoing basis on a weekly basis in a group setting. Right, and this is where we’ve worked together to continue to level up and scale. Right. And then after that, you know, we have the you know, we got one on one. And then now we could work with specific something specific, right.
Then in between, you know, we you know, every so often, you know, once or twice a year, I’d like a mastermind and etc. Right. So the whole purpose of this journey is the more somebody makes progress, the more support they need. But you want to and I love what you said, Hailey, in terms of sometimes that might look like different programs, because you might have somebody who’s super advanced when they come in. And you know, they already been running Facebook ads, they already been getting clients consistently, they already been doing this doing that, but they got somebody who doesn’t know certain industry terms.
And if they’re both in a program for too long, both of them are gonna get frustrated, right? They’re gonna get frustrated that the person who’s who’s already got progress is gonna get frustrated, like, why am I learning things that are so basic, and people asking these kind of questions. And then people are not going to be like, Oh, my God, you’re talking another language, I have no idea what you’re talking about. Right.
And I’ve witnessed Growing Pains like this, to where people literally quit on both ends, they quit because either they felt like it was over their head, and they didn’t understand. And he was like, Oh, my God, I felt like everybody knows everything. I don’t and he quit and unhappy. But I was like, You know what, you know, I think I need something more.
Because, you know, I felt like some of the information is just, you know, basic, some of the questions are basic, right? So you got to make sure that you do have escalating programs, or at least your program is segment in a way to where the people in different stages are getting the support they need.
34:34
Absolutely, yeah. And even if you’re the kind of coach who I want to fix their problem, and it’s one small problem, and then once they’re done, I mean, I don’t they don’t need me anymore. There’s still ways to, you know, I think, former referral program or things like that, like I don’t think you need to solve every single problem in your clients journey.
I think having a focus is always good, but I Also think there’s maintenance packages you could have where if they need to come back and just like, go back to the basics, they had some things come up in their life. That’s always a good thing as well. And then also forming referral partnerships if you need to send them somewhere else for another problem. Like that could be another good practice.
35:19
Absolutely. I agree. 100%, right. Like we bring on members all the time, and we bring on guests, guests all the time when I’m close, right. So we meet weekly, and sometimes you got to bring on guests, you know, so I’m not I’m not gonna be too arrogant to say I know everything in the world. Right. So I’ll bring I brought on people went viral. Before I bought on I bought up Eric Tom’s easy to hip hop ritual.
Before I bought on Evan Carmichael, who’s who’s one of the top world’s entrepreneur and success. YouTubers, you know, over 2 million subscribers on YouTube, he came on, and he showed us some love, you know, so I bring on people all the time, who may have a higher level of knowledge or insight than me, and I’m totally cool with learning. I’ll be just like everybody else. Right? So,
36:03
yeah, so one final question for you on that topic is how, because I know a lot of coaches listening would love to have cool guest speakers, but they’re like, how do I pitch myself to that? Or how do I get them to come be a guest in my group? So what are some ways to go about that?
36:17
Yeah, the number one thing I would say is build relationships, right? And build relationships, don’t be afraid to invest. Right? So um, so invest in building those relationships are the two biggest things that I would say. So when we’re talking about building relationships, one is being in it being in Oh, like, if you’re part of you know, Hailey’s community, right. And, you know, you have other people who are going to be willing to want to work with you, or maybe they might know somebody, they say, what everybody is separated by, you know, any, so anyone that you want with 123 degrees of separation, right?
You know, somebody who knows, somebody who knows, somebody might be the exact person is trying to get in contact with, right? So, you know, build those relationships with people that you already know, like, you already have a million dollars in your backyard. Right? Meaning you already have a million dollars worth of relationships already, you just not tapping into it. Right? So so. So for me, it’s about continuously pouring into people around me helping people, you know, giving back, right, those kinds of things. And then they want to help me as well, when I say, Hey, I’m looking for guests on this. So do you know anybody like that? That’s one.
Second is invest, if you want to really get on somebody’s radar, especially somebody who you feel like is either unattainable or somebody who, um, like you felt like he has some kind of fame or influence or notoriety when you spend money with them, they notice you. Right? So if you work so if you got if you got the funds to be able to work with somebody one on one or work outside of the program, they’re going to know, right? So for people who join my coaching program, or work with me, I know who they are. I know about them.
I know about their family, I know what they’re going through, right? So if they ever wanted me to be on their podcast, or they want to or didn’t want to tell, you know, work with me in some kind of way, if it works out, logistically, I’ll do it because you’ve already invested in me, right? And because I know you, right, so it’s going to be those kinds of things. So don’t be afraid to invest. So a lot of relationships that I have I’ve invested in people already like at Evan Carmichael, like I’ve joined the programs I’ve I’ve got them clients I refer people to them I’ve you know I’ve I’ve you know spit money you know and because of that they’re more willing to want to work with me and be guests on what I’m doing. Love it
38:25
Yeah. Okay, so where can everybody find you to connect with you and get to know you a little better Yeah sure.
38:33
I’ll type it in so it’s at I am Terrell Jones. I am I am Terrell and Terrell Jones right so um, with that you can find me and as I am swirl Jones on all platforms only platform that is not on his YouTube is just Terrell Jones, which we revamping that, but the platform that I’m on the most is Instagram. So you find me on Instagram at iamterrelljones And, you know, give me a shout out let me know that you join the podcast and you watch this what you know, Hailey and I, and you know, and what I’ll do is I’ll repost you, right?
You take a clip of this, whether you’re watching the replay or whether you are live regardless and take a clip of this, and you you put it into stories and put it on your page and you tag me in it. I’ll repost you, right?
39:24
Yeah, me too. And I’m at hailey_rowe, tag us. We’d love to see the listeners and what you’re getting from this. And thank you so much for coming on the show today.
39:37
Yeah, love it. This
39:38
is fun.
39:39
I love I can talk about this all day. So
39:42
I love your energy. And, I think your story is really inspiring. I love that you have the three C’s and your different systems and roadmaps. It’s always fun. And we’ll be in touch soon.
39:52
All right. Sounds good. All right. All right. Take care.
About Terrell Jones
Terrell was raised in a minority community. He was persistent to be successful and started making a 6-figure salary right out of college while running a profitable full time business as a public speaker. He has made it his mission to learn what the world’s most successful people are doing. Today, Terrell speaks to several small businesses, organizations, universities and Fortune 500 companies to create a higher level of productivity and results within.
Resources
- Complimentary Business Consult
- Health Coach Nation: Marketing, Business, & Mindset for Health Coaches
You can find Terrell on his website here.
Find Terrell on Social Media: Instagram, Facebook, and Twitter
