October 30, 2024 • 22 mins
Are you a busy mama struggling to find time to grow your client base? In this episode, we dive into proven, time-efficient strategies to help you sign your next 10 clients without spending hours on social media or paying for ads. I'm sharing tips from my new lead magnet, "How to Get Your Next 10 Clients Organically (Even if You Only Have 5 Hours a Week)," combining strategies from my $CHMONEY System & personal methods that have helped countless moms grow their businesses. Tune in to learn how to clarify your messaging, create irresistible offers, tap into your network, and consistently sign clients—all while keeping family life a priority.
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We focus on prioritizing the things that make you MONEY (aka learn the actions to sign clients)! Learn how to create an offer, 3x your visibility & leads, make high converting content, sell, and sign MVP clients who say “take my SCHMONEY.”
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome back to the moms doBusiness different podcast.
I'm your host, Kay Hillman,believer wife, mama, and creator
of the Shmoney Mama gang.
Myself and my team supportmamas who are service providers and
coaches in creating strategiesthat make buyers, say, take much
money and create companiesthat bring in high cash months doing
the bare minimum.
(00:21):
Join me for conversations onmoney, business growth, sales, productivity,
and the mindset of being a momwho does business different mama.
Are you ready for the vibe?
Listen up and let's get this shmoney.
Hey boo.
Hey, happy Wednesday orwhatever day you're listening to
this on.
So I am recording this both onthe podcast and over here on Instagram.
(00:43):
So we gonna see how this dowhat it do.
But today I want to come inand just talk about how to get your
next ten clients organically,even if you only have 5 hours a week.
Now, you know me.
You've seen my time cards on Instagram.
If you're not on Instagram ornot following me, go over to Instagram
and you can see I have a savedlight reel where I share my time
cards and I share how muchtime I spend working in my business.
(01:05):
And some weeks I work, youknow, 7 hours, other weeks I work
15, 20 hours.
Right?
But in all that, I usually amworking a very like minimal amount
of time, but I'm still able toconsistently sign clients.
And so today I'm going to talkto both the podcast and to Instagram
about how you can sign likeyour next ten clients organically,
(01:27):
even if you have like verylittle time, which in this case,
we're going to assume that youhave about 5 hours a week.
Now, I have actually recentlycreated a email, like a little word
document guide that you candownload if you want.
All you have to do is eitherdm me on Instagram, the number ten,
or you can comment on this live.
And if you comment the wordten on any of my videos, you will
(01:49):
be able to see or you'll beable to download this guide so you
can grab that.
And that's going to reallykind of walk you through exactly
what I'm going to outline herein this episode.
Now, Instagram girl, I'mtrying to record for the podcast,
but if in the event my babystarts crying because he's been doing
that lately, I'm going to cutyou guys off.
I'm so sorry.
You can listen to the podcastepisode or you can download the guide.
(02:10):
So comment ten or just likesend me a DM with the number ten
and I will send you this guide.
So, signing your next tenclients, it can be very simple.
Like I said, you know me.
You know that I.
I'm very intentional about howmuch time I spend in my business
because I don't have a ton of it.
Right.
And most of us moms don't.
Most of us moms, we have otherthings that we're trying to do or
things that we are focused on.
(02:31):
And so because of that, wehave to be really intentional with
the time that we do have.
Right.
And so I'm going to talk youthrough, like, eight stages or, like,
eight phases that I recommendyou go through at different points
of the month so that you canconsistently generate leads into
your.
Into your business.
So.
(02:52):
And, of course, sign them into clients.
Right.
So, stage number one is toclarify your buyer and your messaging.
And I'm very intentional bysaying, clarify you're a buyer and
not your ideal client.
Client.
I think that for the last fewyears, we've been really focused
on, like, ideal client.
Ideal client.
Ideal client.
But we need to be focused onyour ideal buyer.
And I've actually done apodcast episode on this before.
(03:13):
I believe it's episode.
What episode is it?
It's like, episode one.
It's 197 on the moms doBusiness, different podcasts.
And in this episode, I talkabout this concept called the most
valuable payer, andessentially, it's the person that
actually can invest and payfor your offer.
So it's not just the best fitclient, but it's also the best fit
client that actually has themoney to pay you.
Right.
Because sometimes we created,and this is something that we're
(03:34):
commonly taught, like, we'retaught to create this ideal client
Persona or avatar, but thatperson really doesn't actually have
the money, or they're justactually not in the right mental
position to make theinvestment into your offer.
Right.
Maybe they are not at theright stage they need to be at for
your offer.
Maybe they are having some,you know, other things going on in
(03:56):
their business that make themactually not the best fit for the
offer, but because we want tohelp them, because we're trying to,
you know, serve people, wesay, this is our deal client, but
instead, I want to flip thatand say, you need to clarify your
ideal buyer.
Who is the person that you can.
That you can actually support.
Right.
You can actually serve thisperson, but that they can actually
buy.
Right.
They can actually pay.
So, yes, girl, go listen tothe episode.
(04:19):
It's, like, 197.
You want to scroll a bit?
Because this was a long time ago.
I recorded that episode a longtime ago, but episode 197 is a great
episode to listen to.
So clarify your buyer.
Stage two or step two, is tocreate a high converting offer.
Notice I did not say high ticket.
I think that sometimes, like,you know, as someone who loves selling
high ticket, I really enjoyselling high ticket offers.
I think that there's somethingto say if you're trying to get your
(04:41):
next ten clients immediately.
If there's something to notethat it's more important to have
a high converting offer.
Now, there are a lot of thingsthat go into this.
I'm only going to be able toshare a couple of things, but I really
want you to think about theoffer you're selling and ask yourself,
does this offer solve a veryspecific problem that people have
right now?
(05:02):
And that's easy for me todeliver, right.
So does my offer solve a veryspecific problem?
Is it something that peopleneed right now?
And is it easy for me todeliver if those three things are
not there?
Your offer is going.
You might struggle.
I'm not going to say it's notgoing to convert, but you might struggle
to get the offer to convert.
Right.
So if you have an offer, butit's not really like solving a very
(05:24):
specific problem, like, peoplecan't look at your offer and be like,
oh, yeah, I know why I wouldjoin this.
Then maybe you need to rethinkwhat you're promising or like, what
the transformation of theoffer is, right?
Or if you have an offer andthere's like 5000 steps that you
have to deliver, maybe youmight want to consider, like, I actually
don't want to do this, right?
I used to have an offer in insanity.
(05:44):
It was an offer that literallywould take me.
It was a photography offer atthe time.
I was like, trying to do thiswhole vip experience.
And so what I did is I endedup creating this offer that ended
up taking me like six weeksjust to put.
Put it together for the client.
Then I had to do the photoshoot and then there was like three,
four weeks of editing.
So, like, I had this big offerand like, yeah, I could have slapped
(06:07):
like, the $10,000 price pointon which I did, but even at $10,000,
it was entirely too much workfor me.
Right?
It was entirely too much workfor me.
And honestly, the clientswere, like, confused through the
process and all the things.
And so I'm saying this to say,like, it was actually really hard
to sell that offer.
And it wasn't a highconverting offer because I had too
many moving pieces.
There was a lot of stuff thatneeded to be delivered.
And people were just gettingconfused about what was the problem
(06:28):
this offer was solving.
So to simplify a highconverting offer, I really want you
to think about what's thespecific problem?
Do they need this problemsolved right now?
And is it easy to deliver?
Because that second one islike really big.
Is it a problem that peoplehave and they need to solve it now?
Because if it's not a pressingissue, people are not going to buy
it, right?
That's like a key thing.
Like if people don't have, ifthe problem's not bothering them
(06:51):
enough to invest now, they'renot going to buy it, right?
So you want to really thinkabout that piece.
So that's stage two or step three.
Two, however you want to call it.
Stage three is to tap intoyour existing network.
Listen, the leads, the moneyis already in your audience.
There are already people thatwant to buy your offer.
You have to believe that, okay?
Your friends, right?
(07:12):
Your past clients, your peers,now friends and family, you know,
I know the whole thing.
They don't invest first, blah, blah.
That ain't true for me.
I can't relate to that becauseI got good friends and family and
I pay my friends and family.
So I can't relate to notpaying your people.
But I mean, I'm not sayingthat you should go and pitch your
friends and family, but if itmakes sense, pitch your offer to
them, right?
Pitch your services orwhatever it is to them, they might
(07:33):
be a really good client.
Oh, my gosh.
Thanks, girl, for putting thenotes in the, in the.
In the chat, the podcast youguys can't see.
But over here on Instagram, Ihave people that are putting the
notes in the chat.
So I really appreciate that.
But so, so, yeah, in tappinginto your existing network is going
to be a great way to, like,quickly get in front of warm leads,
(07:57):
right?
And when I say, like, gettingin front of your network, I mean,
think about your past clients.
Like, your past clients canbuy from you again, right?
Like, they don't have to justbuy from you once and that's it.
They can purchase from you again.
Maybe there are industrypeers, people that you've been having
conversations with.
Like, these people are yourwarm audience.
They're your existing network.
And there are people that youcan actually sell your offer to.
I've actually sold like tonsof offers to just my existing network
(08:21):
of like actual past clients,colleagues, stuff like that.
Like, I've sold a lot ofbusiness to them and I've signed
a lot of them as clients,literally, because I just leveraged
the fact that, hey, we'refriends and I already know you very
well.
I know how I can serve andsupport you in your business.
So here's the next step, right?
So that's thing number three.
Thing number four is to builda personal connection with new leads.
(08:41):
So you talking to yourexisting network, right?
That's done.
Now let's think about creatingnew relationships, right?
So you probably have people onyour email list that you have not,
like, actively engaged with orconnected with.
You probably have people thathave commented on yourself on social
media and you haven't had anactive conversation with them.
So I really want you toconsider, how can I build a personal
(09:03):
connection with new people?
How can I take the people thatare following me or whatever situation
is, how can I take thesepeople and really deepen that connection
and conversation with them sothat in the future or whenever you
have a time, you can actuallypromote your offer to them, right.
So that's going to be the nextthing that you want to think about.
And I want to remind you thatwe are doing all this for the purpose
(09:26):
of signing your next ten clients.
So if you're trying to figureout, like, okay, well, I don't have
a ton of time, I really wantyou to consider like putting those
personal connections, becausethese connections can be your next
client, your existingaudience, your existing network,
they can turn into your next client.
And this is why you want to dothese things.
And I promise you it doesn'ttake a lot of time.
Like, I literally rotate andI'll share with the, I'll share the
(09:47):
next couple of steps with you,but I rotate through these steps
every single month.
And this is how I keep mypipeline full.
This is how I consistentlysign new clients month after month
after month because I'm justliterally following through this
framework.
And I know that, like a lot oftimes we want to think that sales
is super hard or that itrequires so much from us, but it
really doesn't.
Like, a lot of this stuff isso simple and it feels basic and
(10:09):
you don't want to do itbecause it takes time.
But, like, this is how youactually build a business.
Like, if you, if you payattention, like, I love, I'm on this
Mark Cuban kick right now andMark Cuban, he, I think he's like
the co owner right now becausehe just sold part of the Dallas Mavericks,
it's a basketball company.
He sold part of it.
He sold 75% of them for $3.7billion, $3.7 billion to sell a fraction
(10:37):
of a basketball team insanity.
And he did that through apersonal connection.
He knew someone that knewsomeone, that knew someone, and he
built connections.
He built relationships, andthat's how he ended up selling a
whole basketball team.
Like, that's profound.
People do this in everydaybusiness, but it takes some time,
right?
It takes a little bit of time,but that doesn't mean that it's not
(10:57):
a valuable thing to do.
So I really want to encourage you.
I know you might not have aton of time, but listen, it's worth
it.
He's so business smart.
I love learning from him, girl.
Dee, I love learning from,like, I mean, I'm just so blown away.
I don't know if you've watchedthe recent episode on Shark Tank,
but recently on Shark Tank,they had this other guy come in,
and I can't remember his nameoff top of my head.
He's a black man, though.
(11:18):
But, oh, my gosh, girl, when Itell you that he's super business
smart and very financiallysavvy, I'll find his name and send
it to you.
Because, girl, and I'm sorryto podcast.
Like, you ain't gonna knowwhat I'm talking about right here,
but there's a guy on SharkTank that was on the most recent
episode.
I think it was the episodethat came out on October 20 and,
man, chef's kiss.
So, yeah, so that was number four.
Stage five is to leverage yourtestimonials and word of mouth.
(11:40):
Okay.
This is probably, like, one ofmy favorite strategies.
I'm actually very, veryintentional about leveraging my testimonials
and word of mouth.
So my entire photographybusiness is word of mouth and testimonials.
I don't post on social mediaover there.
Well, let me correct that.
I do use email marketing overthere, but otherwise, everything
is word of mouth and testimonials.
(12:01):
And so this is a really,really great option if you are really
intentional about gettingtestimonials from your people and
about incentivizing andencouraging people to talk about
your offer or talk aboutworking with you with other people.
And so I have just found thatthis one right here, like, literally,
I have a whole.
The photography business isnot six figures because I'm not actively
(12:22):
working it anymore.
But at the height of thatcompany, it was definitely bringing
in six figures, and we weredoing that all from word of mouth.
Now, we're slightly.
It's not super far under, butwe're just.
I'm not pushing that hard forit, but in full honesty, like, that
business like, I literally,I'm not blogging.
I'm not doing anything overthere except for focusing on getting,
you know, serving my clientsreally, really well so that they
(12:44):
want to talk about me.
That's the other thing, right?
We're all good at what we do, right?
I'm assuming if you'rewatching this, if you're listening
to this on the podcast, youare good at what you do.
So that is going to be thething that's going to push people
to go talk about you to others.
Right?
I was just talking to a clienttoday, and she was literally raving
about me on the call.
And I was just thinking tomyself, you know what?
Like, this is how I want myclients to feel.
Like, I want them to feel soserved and supported that they're
(13:06):
telling me what I want to hearand what I need to hear to understand
that, like, I'm doing a good job.
But also I know that this isgoing to have a ripple effect and
they're going to tell others.
So you really want to, like,be intentional about how are you
able to get testimonials, right?
Like, I'm really big on, like,I will ask questions.
Like, I will send surveys tomy clients and stuff to get a testimonial
from them.
(13:26):
I will be really intentional about.
I have, for my photographybusiness, I have an entire incentive
or referral program, right?
And that's how I leverage theword of mouth marketing.
So it's going to be a greatother thing that you can do in order
to get your next ten clients, period.
K is the best coach I've everhad, hands down.
Rose, I love you, girl.
(13:46):
Of course you would pop onwhen I'm talking about you.
So stage number six, or thingnumber six is to.
And look, I don't set allthese stages before this.
And now I'm going to saycreate content.
Stage six is creating content.
But the key to creatingcontent is that it has to be strategic
content.
It has to be very, verystrategic content.
And when I say strategiccontent, strategic, I mean focus
(14:08):
on creating high impact content.
And for me, that's long form.
That's going live on Instagramwhile I'm recording a podcast episode,
right?
Like, these are high impactpieces of content.
At the beginning of thisepisode and live on Instagram, I
talked about another podcastepisode I had done, and it was episode
197 of the Moms do Business.
Different podcast.
I'm on episode like 330 now ofthe podcast.
(14:30):
So this content that I'mcreating here, that's long form.
It really is.
Strategic, because I'm able torefer people and point people back
to other pieces of contentvery easily.
Now, the gag is because I knowthe girls, we talking about social
media, okay?
But I love Instagram.
Okay?
I really do.
I love her.
She my girl.
And I know people say, like,oh, Instagram post only lasts 24
(14:50):
hours.
Mine don't boo.
I'm say that again.
Mine don't boo.
Mine lasts way longer than 24 hours.
Okay?
And it's because I reshare my content.
I will point people back toold pieces of content.
Someone actually dm'd me theother day, and they asked me a question,
and I was like, oh, I wrote anInstagram post about this girl.
I had to scroll back to 2020.
It was a post I put in 2020,but it answered their question, so
(15:14):
I reshared it to them, andthen they proceeded to, like, binge
a bunch of my Instagram content.
So, I mean, I know I get it.
I know it's not, you know,gonna get you a lot of visibility
or whatever, but, like, Idon't sleep on short form content.
I really don't, because all mycontent that I create is strategic.
It's to answer a question.
It's to identify, you know, agap or help people identify where
(15:34):
a gap might be.
Right.
So we have to be intentionalabout the content that you're creating.
You don't have to create moreof it.
You just have to be verystrategic about the pieces that you're
putting out.
It's one of the reasons whyeven here on my Instagram page, momtubusinessdifferent.
If you're on the podcast, I'mtalking to Instagram.
But, like, it's one of thereasons why on Instagram, like, I
don't post a ton, and it'sbecause I'm able to post just enough
(15:54):
or what's most important andmost strategic to reach whatever
objective I'm trying to reach.
So if I'm trying to grow myaudience and community, I might post
more content that's, you know,maybe more awareness based.
Right?
Versus if I'm in, like, aconversion season, I might not talk
to Instagram at all.
Or I might just post onInstagram stories since I know I
can convert there versus,like, putting a bunch of stuff on
(16:15):
my feed, right?
So it's about being reallyintentional and strategic about your
content creation strategy.
Stage seven.
And then we'll wrap this upbecause I think there's eight.
Where's my 8th one?
Anyway, I'll find it.
So stage seven is toconsistently follow up so that you
can close the deal.
Right.
So we've done all this other stuff.
You've been, you know,leveraging your existing market.
You've been, you know,engaging with new people.
(16:36):
You're creating content.
Like, you're doing all thesedifferent things.
But now I want you to bereally consistent in your follow
up process.
Right?
So the thing that I see a lotof people fumble the ball, and, like,
I've dropped the ball, too.
Like, trust me, I've droppedthe ball plenty of times is that
we might talk to someone andthey might, like, kind of ghost us,
or they might not, you know,say, yes, I'm ready to pay right
now, or whatever.
And so because of that, wekind of fall back.
(16:57):
Or we're just like, oh, Idon't think they're interested.
That's not true.
A lot of times people arevery, very interested.
They just.
Maybe they forgot to presspay, right?
They forgot to hit thecheckout button.
Right?
Like, I've had that happen tome where someone literally was going
to check out and they changedtheir baby's diaper and forgot.
Right.
Follow up.
Okay.
The money is in the follow up.
I promise you, there is plentyof money in following up with people.
(17:18):
People just need to bereminded, right?
And so I always say, it's notif someone's going to buy from me,
it's when they're going to buyfrom me.
Like, I truly believe that.
And unless someone straight upsays, no, Kate, I never want to work
with you, you are getting onmy nerves.
I'm going to keep checking in, right?
And I'm not going to be, like,every single time, like, oh, hey,
girl.
Like, I know you said you'regoing to just buy this thing.
Like, when are you going to buy?
(17:38):
Like, it's not like that.
It's more so, like a.
Hey, you know, just checking in.
I know we talked about XYZ.
I still have spots open for myChristmas mini sessions.
Right.
I just.
I just sent that message, bythe way.
Um.
Cause I'm doing Christmasminis this year for my photography
business, and I was tellingsomeone, like, hey, you know, I know
we talked about you doingholiday photos.
I have two spots left.
Like, are you interested ingrabbing these or whatever?
Right?
(17:58):
If she says no, I don't care,somebody else is gonna buy it.
Like, literally, someone elseis gonna buy it.
And that's the other thing.
You don't have to be so tiedto this, because if the person you're
talking to doesn't buy, Ipromise you, someone else will.
Right?
Because you have a what highconverting offer.
We already talked about thatin another section.
So the last step, which orstage, I guess we can say, is that
I want you to get intentionalabout systemizing and, like, tracking
(18:20):
your progress.
So we talked about, like, allthese other things, and what I really
want you to think about istracking your progress in doing them,
right?
So are you.
You know, like, I like tofollow up on Fridays.
So maybe you have, like, ametric that you track every single
week to just say, like, okay,did I follow up with people this
Friday?
Right?
Like, that's a boy.
And you can just say yes orno, right?
(18:40):
Or I followed up with threepeople, or I followed up with zero,
right?
So that you can track yourprogress and know what is or isn't
working for you, right?
So maybe you.
You see that you're doingsomething over and over and over
again, but, like, this is notyielding any results.
Maybe you're creating content, right?
Maybe on that, like, thecontent creation won't be getting
the girls, okay?
Maybe you're creating a bunchof feed posts on Instagram, and it's
(19:01):
just not giving what it'ssupposed to gave.
Like, you are not seeing anynew clients.
It's been three months.
It's been six months.
And you just like, bruh, I'mtired of creating every day.
Okay, in that case, we need to.
Then we need to be able tolook back at the data.
We need to be able to say,okay, what have you been posting?
What have you been talking about?
Right?
Do you convert somewhere else?
Right?
You may be creating Instagramcontent, but you actually convert
(19:22):
on a podcast.
Right?
In that case, let's ditchInstagram and go do a podcast.
Like, let's just, you know,let the math.
Math.
Maybe you're.
Maybe you are creatingInstagram content, but you convert
better on lives, right?
That's me, okay?
I create Instagram content,but the girl converts live.
Okay?
If you can.
If I can get someone to watchme live or show up for me live, or,
(19:43):
you know, really engage withme live, I can convert, right?
Like, that's.
That's where I focus.
So I want you to be intentional.
Like, this is gonna be thelast stage of creating.
Like, knowing what your systemis and then tracking your progress
so you can see what does andwhat doesn't work.
Okay?
Like I said, this whole guide,like, I break it down even more.
Inside of my guide, all youhave to do is comment.
I guess when this goes live,you can comment ten in the comments,
(20:06):
and that will, like,automatically send you the, I need
to name my bot.
I don't know what I'm gonnaname my botanical, I named chat GPT
Grace, but I don't know whatI'm gonna name my manychat bot, but
I got a name or something.
So if you comment ten, it willsend you the download for that.
And then if you dm me ten,you'll also get it.
So you can do one or theother, but that will email you or
that will send you this guideso that you can, like, get the whole
(20:26):
breakdown.
And in the guide I also have,at the very end, I have like a little
calendar, so you can't see iton Instagram, I mean, on, on the
podcast.
But like, I have a littlecalendar inside there that tells
you what to focus on each week.
And literally, this is mycalendar that I use, and I rotate
through this calendarliterally every single week so that
(20:47):
I can consistently grow myclient base, so I can consistently
bring in new leads.
And I mean, I do a few extrathings, of course, but like, this
is like the baseline framework.
And I just want to be veryclear and say, like, I know that
people try to make businessseem, like, super hard, or, like,
even in our own brains, like,we like to make things super complex,
but I promise you, like, it'snot that hard.
(21:07):
Like, it's not that hard.
It just takes discipline, right?
That's something that I don'talways have.
So I'm not going.
I'm not gonna fuss at youabout that, but it just takes a little
bit of discipline to do thingsthat feel boring, that feel like,
bruh, I could have googled this.
Like, you probably could have.
You probably could havegoogled this.
Now it's time to actuallyimplement it, right?
Like, that's.
That's where a lot of peopleget hung up.
It's sometimes hard to knowhow to implement certain things where
(21:30):
it's hard to know what, what.
Like, what kind of content isactually strategic is the content
I'm creating.
Actually strategic is, um, youknow, is my follow up process solid,
right?
Like, those are the thingsthat, like, it takes a little bit
of nuance to do those.
And I get that.
Right.
So I'm gonna help you with all this.
Grab the guide.
We can geeky more about itlater, but, yeah, girl, that's it
for this one.
Till next time.
I will talk to you later, darling.
(21:51):
Hey, I love the way y'all work.
Thank you so much for tuninginto this episode.
I know you loved it, so goahead and leave a five star review.
Make sure to share thisepisode and tag me at momsdobusiness
different and at MrSK Hillmanso a young thud knows it's real.
May you walk in your purposeand calling every single day to steward
(22:12):
the life and business that Godhas called you to.
Until next time, let's getthis money.
Welcome back to the moms doBusiness different podcast.
I'm your host, Kay Hillman,believer wife, mama, and creator
of the Shmoney Mama gang.
Myself and my team supportmamas who are service providers and
coaches in creating strategiesthat make buyers, say, take much
money and create companiesthat bring in high cash months doing
the bare minimum.
(00:21):
Join me for conversations onmoney, business growth, sales, productivity,
and the mindset of being a momwho does business different mama.
Are you ready for the vibe?
Listen up and let's get this shmoney.
Hey boo.
Hey, happy Wednesday orwhatever day you're listening to
this on.
So I am recording this both onthe podcast and over here on Instagram.
(00:43):
So we gonna see how this dowhat it do.
But today I want to come inand just talk about how to get your
next ten clients organically,even if you only have 5 hours a week.
Now, you know me.
You've seen my time cards on Instagram.
If you're not on Instagram ornot following me, go over to Instagram
and you can see I have a savedlight reel where I share my time
cards and I share how muchtime I spend working in my business.
(01:05):
And some weeks I work, youknow, 7 hours, other weeks I work
15, 20 hours.
Right?
But in all that, I usually amworking a very like minimal amount
of time, but I'm still able toconsistently sign clients.
And so today I'm going to talkto both the podcast and to Instagram
about how you can sign likeyour next ten clients organically,
(01:27):
even if you have like verylittle time, which in this case,
we're going to assume that youhave about 5 hours a week.
Now, I have actually recentlycreated a email, like a little word
document guide that you candownload if you want.
All you have to do is eitherdm me on Instagram, the number ten,
or you can comment on this live.
And if you comment the wordten on any of my videos, you will
(01:49):
be able to see or you'll beable to download this guide so you
can grab that.
And that's going to reallykind of walk you through exactly
what I'm going to outline herein this episode.
Now, Instagram girl, I'mtrying to record for the podcast,
but if in the event my babystarts crying because he's been doing
that lately, I'm going to cutyou guys off.
I'm so sorry.
You can listen to the podcastepisode or you can download the guide.
(02:10):
So comment ten or just likesend me a DM with the number ten
and I will send you this guide.
So, signing your next tenclients, it can be very simple.
Like I said, you know me.
You know that I.
I'm very intentional about howmuch time I spend in my business
because I don't have a ton of it.
Right.
And most of us moms don't.
Most of us moms, we have otherthings that we're trying to do or
things that we are focused on.
(02:31):
And so because of that, wehave to be really intentional with
the time that we do have.
Right.
And so I'm going to talk youthrough, like, eight stages or, like,
eight phases that I recommendyou go through at different points
of the month so that you canconsistently generate leads into
your.
Into your business.
So.
(02:52):
And, of course, sign them into clients.
Right.
So, stage number one is toclarify your buyer and your messaging.
And I'm very intentional bysaying, clarify you're a buyer and
not your ideal client.
Client.
I think that for the last fewyears, we've been really focused
on, like, ideal client.
Ideal client.
Ideal client.
But we need to be focused onyour ideal buyer.
And I've actually done apodcast episode on this before.
(03:13):
I believe it's episode.
What episode is it?
It's like, episode one.
It's 197 on the moms doBusiness, different podcasts.
And in this episode, I talkabout this concept called the most
valuable payer, andessentially, it's the person that
actually can invest and payfor your offer.
So it's not just the best fitclient, but it's also the best fit
client that actually has themoney to pay you.
Right.
Because sometimes we created,and this is something that we're
(03:34):
commonly taught, like, we'retaught to create this ideal client
Persona or avatar, but thatperson really doesn't actually have
the money, or they're justactually not in the right mental
position to make theinvestment into your offer.
Right.
Maybe they are not at theright stage they need to be at for
your offer.
Maybe they are having some,you know, other things going on in
(03:56):
their business that make themactually not the best fit for the
offer, but because we want tohelp them, because we're trying to,
you know, serve people, wesay, this is our deal client, but
instead, I want to flip thatand say, you need to clarify your
ideal buyer.
Who is the person that you can.
That you can actually support.
Right.
You can actually serve thisperson, but that they can actually
buy.
Right.
They can actually pay.
So, yes, girl, go listen tothe episode.
(04:19):
It's, like, 197.
You want to scroll a bit?
Because this was a long time ago.
I recorded that episode a longtime ago, but episode 197 is a great
episode to listen to.
So clarify your buyer.
Stage two or step two, is tocreate a high converting offer.
Notice I did not say high ticket.
I think that sometimes, like,you know, as someone who loves selling
high ticket, I really enjoyselling high ticket offers.
I think that there's somethingto say if you're trying to get your
(04:41):
next ten clients immediately.
If there's something to notethat it's more important to have
a high converting offer.
Now, there are a lot of thingsthat go into this.
I'm only going to be able toshare a couple of things, but I really
want you to think about theoffer you're selling and ask yourself,
does this offer solve a veryspecific problem that people have
right now?
(05:02):
And that's easy for me todeliver, right.
So does my offer solve a veryspecific problem?
Is it something that peopleneed right now?
And is it easy for me todeliver if those three things are
not there?
Your offer is going.
You might struggle.
I'm not going to say it's notgoing to convert, but you might struggle
to get the offer to convert.
Right.
So if you have an offer, butit's not really like solving a very
(05:24):
specific problem, like, peoplecan't look at your offer and be like,
oh, yeah, I know why I wouldjoin this.
Then maybe you need to rethinkwhat you're promising or like, what
the transformation of theoffer is, right?
Or if you have an offer andthere's like 5000 steps that you
have to deliver, maybe youmight want to consider, like, I actually
don't want to do this, right?
I used to have an offer in insanity.
(05:44):
It was an offer that literallywould take me.
It was a photography offer atthe time.
I was like, trying to do thiswhole vip experience.
And so what I did is I endedup creating this offer that ended
up taking me like six weeksjust to put.
Put it together for the client.
Then I had to do the photoshoot and then there was like three,
four weeks of editing.
So, like, I had this big offerand like, yeah, I could have slapped
(06:07):
like, the $10,000 price pointon which I did, but even at $10,000,
it was entirely too much workfor me.
Right?
It was entirely too much workfor me.
And honestly, the clientswere, like, confused through the
process and all the things.
And so I'm saying this to say,like, it was actually really hard
to sell that offer.
And it wasn't a highconverting offer because I had too
many moving pieces.
There was a lot of stuff thatneeded to be delivered.
And people were just gettingconfused about what was the problem
(06:28):
this offer was solving.
So to simplify a highconverting offer, I really want you
to think about what's thespecific problem?
Do they need this problemsolved right now?
And is it easy to deliver?
Because that second one islike really big.
Is it a problem that peoplehave and they need to solve it now?
Because if it's not a pressingissue, people are not going to buy
it, right?
That's like a key thing.
Like if people don't have, ifthe problem's not bothering them
(06:51):
enough to invest now, they'renot going to buy it, right?
So you want to really thinkabout that piece.
So that's stage two or step three.
Two, however you want to call it.
Stage three is to tap intoyour existing network.
Listen, the leads, the moneyis already in your audience.
There are already people thatwant to buy your offer.
You have to believe that, okay?
Your friends, right?
(07:12):
Your past clients, your peers,now friends and family, you know,
I know the whole thing.
They don't invest first, blah, blah.
That ain't true for me.
I can't relate to that becauseI got good friends and family and
I pay my friends and family.
So I can't relate to notpaying your people.
But I mean, I'm not sayingthat you should go and pitch your
friends and family, but if itmakes sense, pitch your offer to
them, right?
Pitch your services orwhatever it is to them, they might
(07:33):
be a really good client.
Oh, my gosh.
Thanks, girl, for putting thenotes in the, in the.
In the chat, the podcast youguys can't see.
But over here on Instagram, Ihave people that are putting the
notes in the chat.
So I really appreciate that.
But so, so, yeah, in tappinginto your existing network is going
to be a great way to, like,quickly get in front of warm leads,
(07:57):
right?
And when I say, like, gettingin front of your network, I mean,
think about your past clients.
Like, your past clients canbuy from you again, right?
Like, they don't have to justbuy from you once and that's it.
They can purchase from you again.
Maybe there are industrypeers, people that you've been having
conversations with.
Like, these people are yourwarm audience.
They're your existing network.
And there are people that youcan actually sell your offer to.
I've actually sold like tonsof offers to just my existing network
(08:21):
of like actual past clients,colleagues, stuff like that.
Like, I've sold a lot ofbusiness to them and I've signed
a lot of them as clients,literally, because I just leveraged
the fact that, hey, we'refriends and I already know you very
well.
I know how I can serve andsupport you in your business.
So here's the next step, right?
So that's thing number three.
Thing number four is to builda personal connection with new leads.
(08:41):
So you talking to yourexisting network, right?
That's done.
Now let's think about creatingnew relationships, right?
So you probably have people onyour email list that you have not,
like, actively engaged with orconnected with.
You probably have people thathave commented on yourself on social
media and you haven't had anactive conversation with them.
So I really want you toconsider, how can I build a personal
(09:03):
connection with new people?
How can I take the people thatare following me or whatever situation
is, how can I take thesepeople and really deepen that connection
and conversation with them sothat in the future or whenever you
have a time, you can actuallypromote your offer to them, right.
So that's going to be the nextthing that you want to think about.
And I want to remind you thatwe are doing all this for the purpose
(09:26):
of signing your next ten clients.
So if you're trying to figureout, like, okay, well, I don't have
a ton of time, I really wantyou to consider like putting those
personal connections, becausethese connections can be your next
client, your existingaudience, your existing network,
they can turn into your next client.
And this is why you want to dothese things.
And I promise you it doesn'ttake a lot of time.
Like, I literally rotate andI'll share with the, I'll share the
(09:47):
next couple of steps with you,but I rotate through these steps
every single month.
And this is how I keep mypipeline full.
This is how I consistentlysign new clients month after month
after month because I'm justliterally following through this
framework.
And I know that, like a lot oftimes we want to think that sales
is super hard or that itrequires so much from us, but it
really doesn't.
Like, a lot of this stuff isso simple and it feels basic and
(10:09):
you don't want to do itbecause it takes time.
But, like, this is how youactually build a business.
Like, if you, if you payattention, like, I love, I'm on this
Mark Cuban kick right now andMark Cuban, he, I think he's like
the co owner right now becausehe just sold part of the Dallas Mavericks,
it's a basketball company.
He sold part of it.
He sold 75% of them for $3.7billion, $3.7 billion to sell a fraction
(10:37):
of a basketball team insanity.
And he did that through apersonal connection.
He knew someone that knewsomeone, that knew someone, and he
built connections.
He built relationships, andthat's how he ended up selling a
whole basketball team.
Like, that's profound.
People do this in everydaybusiness, but it takes some time,
right?
It takes a little bit of time,but that doesn't mean that it's not
(10:57):
a valuable thing to do.
So I really want to encourage you.
I know you might not have aton of time, but listen, it's worth
it.
He's so business smart.
I love learning from him, girl.
Dee, I love learning from,like, I mean, I'm just so blown away.
I don't know if you've watchedthe recent episode on Shark Tank,
but recently on Shark Tank,they had this other guy come in,
and I can't remember his nameoff top of my head.
He's a black man, though.
(11:18):
But, oh, my gosh, girl, when Itell you that he's super business
smart and very financiallysavvy, I'll find his name and send
it to you.
Because, girl, and I'm sorryto podcast.
Like, you ain't gonna knowwhat I'm talking about right here,
but there's a guy on SharkTank that was on the most recent
episode.
I think it was the episodethat came out on October 20 and,
man, chef's kiss.
So, yeah, so that was number four.
Stage five is to leverage yourtestimonials and word of mouth.
(11:40):
Okay.
This is probably, like, one ofmy favorite strategies.
I'm actually very, veryintentional about leveraging my testimonials
and word of mouth.
So my entire photographybusiness is word of mouth and testimonials.
I don't post on social mediaover there.
Well, let me correct that.
I do use email marketing overthere, but otherwise, everything
is word of mouth and testimonials.
(12:01):
And so this is a really,really great option if you are really
intentional about gettingtestimonials from your people and
about incentivizing andencouraging people to talk about
your offer or talk aboutworking with you with other people.
And so I have just found thatthis one right here, like, literally,
I have a whole.
The photography business isnot six figures because I'm not actively
(12:22):
working it anymore.
But at the height of thatcompany, it was definitely bringing
in six figures, and we weredoing that all from word of mouth.
Now, we're slightly.
It's not super far under, butwe're just.
I'm not pushing that hard forit, but in full honesty, like, that
business like, I literally,I'm not blogging.
I'm not doing anything overthere except for focusing on getting,
you know, serving my clientsreally, really well so that they
(12:44):
want to talk about me.
That's the other thing, right?
We're all good at what we do, right?
I'm assuming if you'rewatching this, if you're listening
to this on the podcast, youare good at what you do.
So that is going to be thething that's going to push people
to go talk about you to others.
Right?
I was just talking to a clienttoday, and she was literally raving
about me on the call.
And I was just thinking tomyself, you know what?
Like, this is how I want myclients to feel.
Like, I want them to feel soserved and supported that they're
(13:06):
telling me what I want to hearand what I need to hear to understand
that, like, I'm doing a good job.
But also I know that this isgoing to have a ripple effect and
they're going to tell others.
So you really want to, like,be intentional about how are you
able to get testimonials, right?
Like, I'm really big on, like,I will ask questions.
Like, I will send surveys tomy clients and stuff to get a testimonial
from them.
(13:26):
I will be really intentional about.
I have, for my photographybusiness, I have an entire incentive
or referral program, right?
And that's how I leverage theword of mouth marketing.
So it's going to be a greatother thing that you can do in order
to get your next ten clients, period.
K is the best coach I've everhad, hands down.
Rose, I love you, girl.
(13:46):
Of course you would pop onwhen I'm talking about you.
So stage number six, or thingnumber six is to.
And look, I don't set allthese stages before this.
And now I'm going to saycreate content.
Stage six is creating content.
But the key to creatingcontent is that it has to be strategic
content.
It has to be very, verystrategic content.
And when I say strategiccontent, strategic, I mean focus
(14:08):
on creating high impact content.
And for me, that's long form.
That's going live on Instagramwhile I'm recording a podcast episode,
right?
Like, these are high impactpieces of content.
At the beginning of thisepisode and live on Instagram, I
talked about another podcastepisode I had done, and it was episode
197 of the Moms do Business.
Different podcast.
I'm on episode like 330 now ofthe podcast.
(14:30):
So this content that I'mcreating here, that's long form.
It really is.
Strategic, because I'm able torefer people and point people back
to other pieces of contentvery easily.
Now, the gag is because I knowthe girls, we talking about social
media, okay?
But I love Instagram.
Okay?
I really do.
I love her.
She my girl.
And I know people say, like,oh, Instagram post only lasts 24
(14:50):
hours.
Mine don't boo.
I'm say that again.
Mine don't boo.
Mine lasts way longer than 24 hours.
Okay?
And it's because I reshare my content.
I will point people back toold pieces of content.
Someone actually dm'd me theother day, and they asked me a question,
and I was like, oh, I wrote anInstagram post about this girl.
I had to scroll back to 2020.
It was a post I put in 2020,but it answered their question, so
(15:14):
I reshared it to them, andthen they proceeded to, like, binge
a bunch of my Instagram content.
So, I mean, I know I get it.
I know it's not, you know,gonna get you a lot of visibility
or whatever, but, like, Idon't sleep on short form content.
I really don't, because all mycontent that I create is strategic.
It's to answer a question.
It's to identify, you know, agap or help people identify where
(15:34):
a gap might be.
Right.
So we have to be intentionalabout the content that you're creating.
You don't have to create moreof it.
You just have to be verystrategic about the pieces that you're
putting out.
It's one of the reasons whyeven here on my Instagram page, momtubusinessdifferent.
If you're on the podcast, I'mtalking to Instagram.
But, like, it's one of thereasons why on Instagram, like, I
don't post a ton, and it'sbecause I'm able to post just enough
(15:54):
or what's most important andmost strategic to reach whatever
objective I'm trying to reach.
So if I'm trying to grow myaudience and community, I might post
more content that's, you know,maybe more awareness based.
Right?
Versus if I'm in, like, aconversion season, I might not talk
to Instagram at all.
Or I might just post onInstagram stories since I know I
can convert there versus,like, putting a bunch of stuff on
(16:15):
my feed, right?
So it's about being reallyintentional and strategic about your
content creation strategy.
Stage seven.
And then we'll wrap this upbecause I think there's eight.
Where's my 8th one?
Anyway, I'll find it.
So stage seven is toconsistently follow up so that you
can close the deal.
Right.
So we've done all this other stuff.
You've been, you know,leveraging your existing market.
You've been, you know,engaging with new people.
(16:36):
You're creating content.
Like, you're doing all thesedifferent things.
But now I want you to bereally consistent in your follow
up process.
Right?
So the thing that I see a lotof people fumble the ball, and, like,
I've dropped the ball, too.
Like, trust me, I've droppedthe ball plenty of times is that
we might talk to someone andthey might, like, kind of ghost us,
or they might not, you know,say, yes, I'm ready to pay right
now, or whatever.
And so because of that, wekind of fall back.
(16:57):
Or we're just like, oh, Idon't think they're interested.
That's not true.
A lot of times people arevery, very interested.
They just.
Maybe they forgot to presspay, right?
They forgot to hit thecheckout button.
Right?
Like, I've had that happen tome where someone literally was going
to check out and they changedtheir baby's diaper and forgot.
Right.
Follow up.
Okay.
The money is in the follow up.
I promise you, there is plentyof money in following up with people.
(17:18):
People just need to bereminded, right?
And so I always say, it's notif someone's going to buy from me,
it's when they're going to buyfrom me.
Like, I truly believe that.
And unless someone straight upsays, no, Kate, I never want to work
with you, you are getting onmy nerves.
I'm going to keep checking in, right?
And I'm not going to be, like,every single time, like, oh, hey,
girl.
Like, I know you said you'regoing to just buy this thing.
Like, when are you going to buy?
(17:38):
Like, it's not like that.
It's more so, like a.
Hey, you know, just checking in.
I know we talked about XYZ.
I still have spots open for myChristmas mini sessions.
Right.
I just.
I just sent that message, bythe way.
Um.
Cause I'm doing Christmasminis this year for my photography
business, and I was tellingsomeone, like, hey, you know, I know
we talked about you doingholiday photos.
I have two spots left.
Like, are you interested ingrabbing these or whatever?
Right?
(17:58):
If she says no, I don't care,somebody else is gonna buy it.
Like, literally, someone elseis gonna buy it.
And that's the other thing.
You don't have to be so tiedto this, because if the person you're
talking to doesn't buy, Ipromise you, someone else will.
Right?
Because you have a what highconverting offer.
We already talked about thatin another section.
So the last step, which orstage, I guess we can say, is that
I want you to get intentionalabout systemizing and, like, tracking
(18:20):
your progress.
So we talked about, like, allthese other things, and what I really
want you to think about istracking your progress in doing them,
right?
So are you.
You know, like, I like tofollow up on Fridays.
So maybe you have, like, ametric that you track every single
week to just say, like, okay,did I follow up with people this
Friday?
Right?
Like, that's a boy.
And you can just say yes orno, right?
(18:40):
Or I followed up with threepeople, or I followed up with zero,
right?
So that you can track yourprogress and know what is or isn't
working for you, right?
So maybe you.
You see that you're doingsomething over and over and over
again, but, like, this is notyielding any results.
Maybe you're creating content, right?
Maybe on that, like, thecontent creation won't be getting
the girls, okay?
Maybe you're creating a bunchof feed posts on Instagram, and it's
(19:01):
just not giving what it'ssupposed to gave.
Like, you are not seeing anynew clients.
It's been three months.
It's been six months.
And you just like, bruh, I'mtired of creating every day.
Okay, in that case, we need to.
Then we need to be able tolook back at the data.
We need to be able to say,okay, what have you been posting?
What have you been talking about?
Right?
Do you convert somewhere else?
Right?
You may be creating Instagramcontent, but you actually convert
(19:22):
on a podcast.
Right?
In that case, let's ditchInstagram and go do a podcast.
Like, let's just, you know,let the math.
Math.
Maybe you're.
Maybe you are creatingInstagram content, but you convert
better on lives, right?
That's me, okay?
I create Instagram content,but the girl converts live.
Okay?
If you can.
If I can get someone to watchme live or show up for me live, or,
(19:43):
you know, really engage withme live, I can convert, right?
Like, that's.
That's where I focus.
So I want you to be intentional.
Like, this is gonna be thelast stage of creating.
Like, knowing what your systemis and then tracking your progress
so you can see what does andwhat doesn't work.
Okay?
Like I said, this whole guide,like, I break it down even more.
Inside of my guide, all youhave to do is comment.
I guess when this goes live,you can comment ten in the comments,
(20:06):
and that will, like,automatically send you the, I need
to name my bot.
I don't know what I'm gonnaname my botanical, I named chat GPT
Grace, but I don't know whatI'm gonna name my manychat bot, but
I got a name or something.
So if you comment ten, it willsend you the download for that.
And then if you dm me ten,you'll also get it.
So you can do one or theother, but that will email you or
that will send you this guideso that you can, like, get the whole
(20:26):
breakdown.
And in the guide I also have,at the very end, I have like a little
calendar, so you can't see iton Instagram, I mean, on, on the
podcast.
But like, I have a littlecalendar inside there that tells
you what to focus on each week.
And literally, this is mycalendar that I use, and I rotate
through this calendarliterally every single week so that
(20:47):
I can consistently grow myclient base, so I can consistently
bring in new leads.
And I mean, I do a few extrathings, of course, but like, this
is like the baseline framework.
And I just want to be veryclear and say, like, I know that
people try to make businessseem, like, super hard, or, like,
even in our own brains, like,we like to make things super complex,
but I promise you, like, it'snot that hard.
(21:07):
Like, it's not that hard.
It just takes discipline, right?
That's something that I don'talways have.
So I'm not going.
I'm not gonna fuss at youabout that, but it just takes a little
bit of discipline to do thingsthat feel boring, that feel like,
bruh, I could have googled this.
Like, you probably could have.
You probably could havegoogled this.
Now it's time to actuallyimplement it, right?
Like, that's.
That's where a lot of peopleget hung up.
It's sometimes hard to knowhow to implement certain things where
(21:30):
it's hard to know what, what.
Like, what kind of content isactually strategic is the content
I'm creating.
Actually strategic is, um, youknow, is my follow up process solid,
right?
Like, those are the thingsthat, like, it takes a little bit
of nuance to do those.
And I get that.
Right.
So I'm gonna help you with all this.
Grab the guide.
We can geeky more about itlater, but, yeah, girl, that's it
for this one.
Till next time.
I will talk to you later, darling.
(21:51):
Hey, I love the way y'all work.
Thank you so much for tuninginto this episode.
I know you loved it, so goahead and leave a five star review.
Make sure to share thisepisode and tag me at momsdobusiness
different and at MrSK Hillmanso a young thud knows it's real.
May you walk in your purposeand calling every single day to steward
(22:12):
the life and business that Godhas called you to.
Until next time, let's getthis money.
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