How to Get Your Clients Better Results as You Scale Your Business
Episode Summary:
Today on The Heart Centered Entrepreneur Podcast we are going to talk about two things that you are not going to want to miss if you are growing and scaling as a done for you or service based online business. This is a little bit more of an intermediate or advanced episode, but even if you're new to entrepreneurship, you're gonna love this because it's a sneak preview into a problem you'll want to solve when your business blows up, right? But this episode is especially pertinent to you if you're already making around $2,000 a month or more in your business and you’re ready for six-figures plus in your business on part-time hours. Be sure to listen to the end of the episode to hear about the brand new bonus that I’m offering for early registrants of Sell with Heart and how I’m implementing the exact tools I’m training on during the episode.
If you have listened to this episode and you’re ready for extra support in growing your business, I encourage you to apply for Sell with Heart! Mention the podcast in your application and you'll receive the bonus incentive even though the deadline has passed!
Discussed in this episode:
The conversation of not only getting clients, but how to get better results for your clients and the impact of adding incentives
Believing that it is possible to make more money without sacrificing your values and opening your mind to what’s possible
Why structure and boundaries are the key to success and transformation in any program you offer
What it means to gamify and incentivize your offers to help your clients get more results with you
The incentive that Anna is offering for early bird registrants for Sell with Heart that will start your sales momentum now and beyond
Episode Resources:
Apple Podcasts | Spotify | Google | Stitcher
-
** This is a raw, unedited transcript.
Anna Rapp (00:00):
Hi friends. Today I'm gonna talk about two things that you are not going to want to miss. If you are growing and scaling, you are done for you or service based online business, this is a little bit more of an intermediate or advanced episode. But even if you're a beginner or newbie, you're gonna love this because it's a sneak preview into a problem you'll wanna solve when your business blows up, right? But this is especially pertinent to you if you're already making around $2,000 a month or more in your business. This is where my Sell with Heart Mastermind ladies are at, right? They're already making 2000 to $12,000 a month up and down, but they're looking for six figures plus in their business on part-time hours. And so I've been trying to think through like what are those things? I wish I knew <laugh> back then and I really wanna give you some valuable training around it.
Anna Rapp (00:48):
This is also pertinent because of a new bonus I'm offering in the Cell with Heart Mastermind that I've never offered before that I'm super excited about. But I wanted to take you behind the scenes in my brain and tell you why I'm offering this bonus and this major incentive for the women that joined the program. Because I'm really mindful about, I'm a big fan of like creating incentives and creating excitement and creating buzz, but we wanna do it strategically, right? I think at the start of my business, I used to offer bonuses that weren't very relevant to my client. And now I think I'm so much more intentional to think through what incentives can I offer my clients that are actually going to get them better results. I'm not talking about an incentive for joining the program. I'm talking about an incentive to get your client to get better and deeper results with you.
Anna Rapp (01:38):
Okay? What do I mean by that? There's an incentive to join your program. Like if you, like for me, I have an incentive where like if you join my sell with Heart Mastermind early, you get a bonus call with me, right? Because since we have two months until the program starts, we might as well meet together and like get some action going for you, right? That's not the type of bonus I'm talking about though. I'm talking about the type of bonus once someone's already in your program a bonus that helps them get deeper results. For example, in my course Getting in Coach, if you complete the course worksheet by Thursday, then you get personal feedback on your worksheet by me or someone on my team, right? That's a bonus that helps someone get deeper results in the program. Does that make sense? And I want you to start thinking about this cuz I think, you know, in the online space there's a lot to talk about, like how to get clients right, which is great, but I think another important conversation is how do we get our clients better and better results?
Anna Rapp (02:31):
Number one, because we care about them and that's super important. But number two, that's gonna be good for you in the long run of your business too, because you're gonna feel good and excited to work in your business. Your clients are gonna return to you. So I wanna share with you this new bonus I'm adding to sell with heart, but why I'm adding it. And it's one of the two things that you can do to get your clients better results in your program. There's two things I'm gonna talk through. If you have any
Speaker 2 (02:58):
Thoughts or reactions to this episode, I would love to hear it because I want you to consider this to be like a deeper training. Like probably something I would charge, you know, $97 for if I were to make this into a masterclass. So I want you to consider this a masterclass on how to get your clients better results. Because if you actually take action from this, you are gonna start seeing major shifts in the results your clients get in your business and the satisfaction you feel. And I think growing and scaling it doesn't sound very sexy, but that's a lot of how we make more money in our business is by making our current programs better, right? You guys know one of my favorite affirmations is it's safe for me to not just launch new things, but to put more power and precision into what I'm already offering, right?
Speaker 2 (03:43):
How do I, this beautiful offer that I've created, how do I sell more of it and how do I get my clients better results in that program, right? So that's what this episode is about. And this a hundred percent is something that helps you grow and scale to six figures and beyond in your business. So let's talk about this, okay? <Laugh>, these shifts are gonna help you do two things. They're gonna help your clients get a better results, but they're gonna help you feel even better and more satisfied in your business. I think sometimes we think it has to be one or the other, right? Kind of like we believe like I can either be of service and have my heart and have my integrity or I can make money online, right? I can be a loving mama or I can be a kick business owner.
Speaker 2 (04:27):
Like you can have both. Often <laugh>, and this is another one of those things, if you make these tweaks, your clients can get even better results and you can feel even better, even lighter, even more supported in your business. And the reason I'm telling you this is some of these changes that I'm gonna suggest to you, you may have a little resistance to right? <Laugh>. And so I'm telling you on the other side of some of this discomfort, it is gonna be better results for your clients and you're gonna feel less stressed, better in your business. Okay? <Laugh>, I'm trying to like market this shift to you cuz it's so important, but it's not sexy, okay? And they are program structure, aka boundaries and two mindful incentives. That's what we're gonna talk about today. How to create more structure in your programs, whether it's a one on one offer, whether it's a mastermind offer, whether it's a done for you offer, whether it's a done with you offer.
Speaker 2 (05:22):
Structure, Structure, structure, structure. Okay, <laugh>, did I lose you? And the other one is incentives. Mindful incentives. These are two things that I feel, feel like are far underutilized in our businesses that make the biggest difference in how you feel. The reason I was inspired to share this with you too is because so many of my sell with heart mastermind clients, they are working on growing and scaling their businesses. Whether it's a done for you business, like a virtual assistant or a, you know, a coaching business they're growing, working to scale their business, but I find a lot of their hesitation and resistance
Speaker 3 (05:56):
Is the fear that if I make more money, I'm gonna be more stressed, I'm gonna have more work, I'm gonna have to work more hours. I'm not gonna be as of service to my clients, right? This fear that more money equals more work. And maybe initially, right? I think initially whenever we execute any change, of course there's like a little hump of figuring it out, right? Kind of like when we hire a team member at first, hiring a team member does not save us time because we're having to train that team member and work out all the kinks. But eventually a hundred percent a team member saves us time, right? So working on your program structure, working on incentives internally in your business and gamifying your offers is a hundred percent a way to make way more money in your business with way less stress.
Speaker 3 (06:45):
But we think that there isn't a way. And so first I just want you to open your mind and maybe even say this affirmation out loud, It's safe for me to make more money in my business without compromising fill in the blank, right? Maybe it's the results my clients get, the type of mama I am, the type of freedom I have to travel, the type of freedom I have to take Fridays off the type of free. Like, if we think we have to give up our freedom or our client results to make more money, we're not gonna make more money, right? But if you believe that it's possible to make more money without compromising your values to show up well for your clients and to, you know, put your life first, take care of your family, then we will work towards it, right? And so I just want you to open your mind to the belief that it is possible, and these are the two really practical things that will help you do it.
Speaker 3 (07:37):
Kay? Did you say it out loud? It's safe for me to make more money while still being a great mama. It's safe for me to make more money while still making time to take care of my chronic illness, right? It's safe for me to make more money while still getting my clients great results, right? It's safe for me to make more money while being less busy and less stressed and happier. And what I find for my clients that are able to push through the messy, like sell with heart is designed for the messy middle of entrepreneurship, right? There's this messy middle period where you're making money, but like not enough money yet to be honest. Like you need to be making at least five K, six K, eight k, 10 k to make it sustainable for yourself in the long run when it comes to business expenses and everything, right?
Speaker 3 (08:15):
So there's this like messy middle of entrepreneurship. And I get it, right? I get it. And so hopefully this is gonna help you kind of like burst out of that. Okay? First I wanna dive a little deep into program structure and then I'm gonna dive into program incentives. And then of course, you're the new incentive that I am doing and kind of how it's an example for that, right? We always see structure boundaries as something bad, but what I have learned time and time again is that boundaries and structure and clarity is the biggest gift we can give our clients. Let me say that again, <laugh>. We are so afraid to have boundaries and structure in our programs, whether we're a done for you provider or a coach, but boundaries and structure are one of the biggest gifts we can give our clients.
Speaker 3 (09:02):
Why? Often when a client comes to work with us, they are struggling, right? They are challenged, they are all over the place. They need some grounding energy and structure is some of the biggest way you can do that. What do I mean by structure? Right? Structure and boundaries is I, I have like six examples I'm gonna give you, so I'm just gonna read through them and then I'll dive deeper, right? So one way I have a structure in my course, right? And a boundary is I'm a big fan of like supporting my clients in my courses, my group programs, but I also wanna honor my mastermind ladies that are paying me more money and paying me more for more of my energetic support, right? It's a different price point between my small group offer and my big mastermind, right? And so in my course I have a thread where I respond, but and so my course clients get me as their coach for one day a week, right?
Speaker 3 (10:01):
My mastermind clients get me as their coach every day basically, right? I always say I respond within 48 hours, but it's like always before, right? And so that's a boundary. And some people would say like, Oh, you're only answering their questions on the course one day a week, right? But here's the thing, because I have that boundary and because I say one day a week, you tell me your questions, course participants, my course participants show up and ask the most epic questions because they know, Ooh, I only got Anna one day a week, so I better make it good. So they ask questions, they write paragraphs and paragraphs, and guess what? I show up full on on Wednesdays and often I respond paragraphs and paragraphs and paragraphs to one person's question. And this is someone that's only paid me, you know, a low amount for a digital course.
Speaker 3 (10:45):
You know what I mean? And so we think that boundaries are gonna be restrictive, but actually I found that they're super expansive and then I get excited. I don't feel like, oh, these people I didn't pay me very much and they're messaging me every day, right? No, I feel like Wednesdays it actually feels like a treat. <Laugh>, it sounds crazy, but I love showing up on Wednesdays and reading all of the really well thought out questions and giving like a full on response. Like very thoughtful, right? And so even the other ladies in the course that don't have questions, they're able to really read through this personal coaching in this way, right? And so that's an example of how you can have a boundary in a program, right? But how it can really serve you. For me it serves me because just showing up once a week, I'm able to really enjoy it and look forward to it.
Speaker 3 (11:30):
It really serves those ladies because they know ahead of time, Okay, I need to make sure I curate my question and put it here and this is what it's gonna be, right? And same thing with all of the, all of the components in that program, right? I have a coaching call, right? We have again, the worksheet reviews and that's another boundary, right? They have to turn in their worksheets by Thursday at a certain time and if they do, then their worksheet get reviewed and personal feedback, right? And here's the thing that boundaries do, is they give your client the autonomy to choose. And I just think that's so powerful. Okay? Another example of, let me see another example is for my clients. The, so I do sessions, live coaching sessions, but I also have in between support for almost all of my containers of some type, right?
Speaker 3 (12:19):
And, but it's not synchronous, it's asynchronous. What that means is someone puts a message in base camp or puts a message in Slack and then I respond when I'm able to, again, I always say I respond within 48 hours, right? It's usually before. But what this does is it allows me to sit down and reply to my clients when I'm in a good head space and giving it my full focus. Some of you guys respond to your clients 24 7 and it's actually, we think we're helping our clients, but we're actually creating anxiety within our clients and we're not creating autonomy for our clients to sit down to articulate their question, to figure it out, to try to get some breakthrough right on their own. And I really find that this is huge in in like we want it to when we're, when we're supporting our clients, we wanna have this balance between being there for them but also not being codependent or babying them or sending the message that they can't figure it out on their own too.
Speaker 3 (13:16):
You know? And so I have found that like having asynchronous messaging means there's like a gap between when they write and when I respond, right? Really helps to provide some of that structure that they know they can drop that message in there, that it's gonna get a response, right? That they can post in there as much as they want. Cause I don't have notifications on, right? They can post at 1:00 AM they can post at whatever time, right? But I'm gonna sit down on my computer when it, the time is right for me, it's once a day, right? And I can mindfully respond, right? Do you see how that works? Well for my clients and for me? Okay? Another boundary is ending my sessions on time. If you do my program, Get In Coach, which teaches you how to not just get paying clients, but how to coach clients and how to get coaching clients results.
Speaker 3 (14:01):
Specifically, I talk in depth about the importance of ending sessions on time. How to do this, what sentences to use. A lot of times we don't in sessions on time because we're afraid that like, oh, I don't want the client to be disappointed, I want them to get the most of it, right? But here's a thing of what happens, right? I always end my coaching sessions on time, that's the boundary. But during that session time, I am full in and focused on my session, my client for major breakthrough. And I think it's better to meet with your client for your session time and keep it on point on the clock, on the dot, right? And show up full, then go over be lightly resentful, right? Be watching your clock, right? Like, so it's just another example of how like boundaries actually service all. Okay? Another way I have a boundary, this is kind of like a really simple silly one, but I have things recorded so I don't always have to repeat myself, right?
Speaker 3 (14:54):
So a lot of, you know, a lot of people say like, should I do one-on-one or should I do a group program? Almost all of my group programs have been developed from my one-on-one work, right? And so even if you're just a one-on-one provider, I recommend that you start recording what you find yourself repeating. Is there an exercise that like you have almost all of your one-on-one clients do? Do you find yourself repeating the same story, right? Do a video of yourself or create a worksheet and then start sharing that when someone has a block in that area, that's a great boundary, right? So a boundary I have is that I will often like record myself or write it down or systematize it, but I'm always willing to point back to it. I'm always willing to link them and say, Oh my gosh, this is a great question.
Speaker 3 (15:37):
Watch this video. I answered it here, right? Okay. another structure or boundary that I have is I really am working my muscle when it comes to having my team support me on all non coaching things in my business, right? <Laugh>. And it can be hard to release control, but I really encourage you to ask yourself when it comes to your programs, what do you actually need to be doing and what can your team support you on? Okay? Those are just some examples <laugh>. But I want you to stop this episode right now. Hit pause, smash the pause button and really ask yourself what boundaries, what structure are you feeling like you need to add in your business in the next 90 days? This doesn't have to happen overnight, right? But this, these are some of the things that really allow you to grow in scale and streamline your current offers is just making sure that you're having structure and boundaries.
Speaker 3 (16:34):
And trust me, this is gonna feel in the long run, both really good to your clients cuz they know what to expect so they can show up for it, right? If they know you end your session on time, they're gonna be diligent to be on time, they're gonna be diligent to bring up all their issues early on in session, right? Like then they know how to react. What we don't wanna do is like spring things on our clients, right? But as long as our clients know in advance, it's actually a really big gift for them because then they know how to show up or not. But then that's their choice, right? Boundaries give a, give more energy, they help more creative flow. And it's really our job as the coach. It's not our client's job to end the session on time. It's not our client's job to make sure that our business is set up so that we're not resentful.
Speaker 3 (17:14):
That is our job. My loves, right? It is our job to make sure that our structure is set up. And as we grow and scale our business, we often need more structure because there's more people going through our programs. But it actually is useful to have early <laugh>, right? This increases your capacity, this increases the comfort, right? It's kinda like with kids, like they don't like a boundary, but once it's in place, it's actually really relaxing for them cuz they know what to expect. They're not having to make the decision, they're not having to take the ownership. And that's something that we are in charge of taking on as the business owner is. We're in charge of making that decision. That's not our client's decision. That's our decision, right? Okay. Now we're gonna talk about the second part incentives. But the reason I wanna talk about boundaries first, the structure first is because sometimes we try to add incentives to get our clients better results in our programs without the structure and then it's just a hot mess, right?
Speaker 3 (18:11):
<Laugh>, the structure and the boundaries are like the number one thing, and then the incentive is just like the salt on the caramel fudge. You know what I mean? Like it's just the accent, right? It's a really great accent and I am obsessed with it. But it cannot make up for lack of structure and boundaries. Okay? <laugh>. So essentially the idea of this is almost gamifying your offers. What do I mean by this? Right? Making it like, you know, like when you do, I'm not really big into video games, so I might be totally botching this for those of my podcast listeners that are avid video game fans, but it's the idea that you unlock something, right? You do something and you get something unlocked, you get a fun bonus and that's what it should feel like, right? It shouldn't feel like you're trying to like salvage things.
Speaker 3 (19:01):
It should feel like, ooh, this is like a fun little cherry on top that's not gonna distract my client, but that's gonna get my client more results. Whether you're offering a bonus for someone to join your program or you're offering a bonus for someone in your program to get better results, you should always ask yourself, is this going to distract my client and give them more to do more busy work, more overwhelm, or is this gonna actually push them in the direction of getting the result that they want? Right? Does that make sense? Let me say it again. Is this bonus incentive something that's going to distract my client or something that's going to actually help them get more results with me, right? Something that makes sense. This is why for myself with heart clients that sign early, right? I do a bonus session because it makes a whole lot of sense if they're signing two months early that we can meet one on one and get a plan going.
Speaker 3 (19:55):
That way when the mastermind starts, they hit the ground running, right? So something of that nature where it feels like it just makes sense and it helps get the client better results. And I know this sounds obvious, but at the start of my business, I like had all these ideas for bonuses that I realize like it didn't really help the client, you know what I mean? Okay, so the goal is that you're unlocking something. Again, examples of how I've done this in my course are if you finish the worksheet by Thursday, then you get a bonus worksheet review, right? The bonus that I'm gonna be offering for the first time ever in Sell with Heart this next round is my mastermind clients. They get group small group sessions, right? A small group, so there's personalized attention. You get private, you know, personal feedback from me in the Sell with Heart Facebook group private in the group, but not individual, right?
Speaker 3 (20:49):
But the bonus is going to be that if you join Sell With Heart this next round, you can unlock $2,000 worth of private one-on-one coaching with me <laugh>. And here's why. And here's how. Let me share the bonus and then I'll talk, share you behind the scenes on why I'm doing it, right? I get that you are so busy for my clients that join Sell With Heart. They have clients already, right? They have, they're busy in their business, right? Current clients, family members, new ideas, right? It's hard to make time for you and your business and doing the things that are important for you to grow it, right? Your CEO actions, right? Something that I encourage that my clients do and sell with her is spending time every week on money making actions, right? This is a little bit different for each client, but really focusing on one hour a week, one to two hours a week of selling.
Speaker 3 (21:42):
And people will often say like, Oh, that feels like a lot of selling. It's actually not when you do it and get it off your plate. What takes more time and energy is when we avoid selling in our business. For me, I probably sell like three hours a week in my business, but it doesn't feel like it because number one, I enjoy it now, right? At first we just don't enjoy it. Then we figure out the way that aligns with us. The other thing is I do it and then I don't think about it the rest of the day. The reason I'm able to work such few hours of my business is when I am working, I'm like doing the things that actually matter instead of wasting time. You know what I mean? And so what I'm gonna be doing is offering a bonus that when and sell with heart, you actually do your sales hour once a week and you accumulate 12 hours of selling in the first 90 days of the program.
Speaker 3 (22:26):
That's one hour a week. But I'm not gonna do it necessarily week by week. You just have to accumulate and clock in for 12 hours of selling for yourself in the first 90 days of the program. So maybe one week you do two hours when maybe the next week you get sick and you do zero. Maybe the next week you do one hour, right? Like just accumulating 12 hours. When you accumulate 12 hours of selling in the program, you unlock two one-on-one sessions with me worth a thousand dollars, right? And obviously I recommend you do two hours of selling a week, and I think that you can do that. And I teach that you how, but like even if you do one hour of selling a week in your business, it's gonna unlock so much cash. And so I really want it to be able to incentivize this because otherwise, when we're working in our business week to week, we're much more incentivized by like my client is struggling, I need to reach out to them, which great, right?
Speaker 3 (23:17):
These emails are piling up in my inbox. My kid got, there's so much urgent things in our business that the reason I created this is I wanted to create more urgency for you to do sales self care. At the end of the day, self care, your business self care is sales for your future self, right? Because the selling you do right now is gonna show up in results in the next like 30, 60, 90 days. You know? And so often when we get a flood of momentum or clients, we stop selling, we stop marketing, we stop getting visible, we kind of hide and then we're upset because there's this like feast and famine cycle. And so for me, I'm hoping this is like a really fun way to incentivize you to every week, no matter what, really show up and do your little sales actions, check it off the list knowing that you're gonna unlock the one on one with me.
Speaker 3 (24:01):
And then in our one on one work, you know, we're gonna be able to strategize for like, okay, now that you have more sales, now that you have more money, how do you manage that money? How do you hire a team? All that stuff. So, and then you also have a chance in the second, so the program is six months long, so you have chance to unlock that coaching in the first 90 days and then it resets midmark and then you have a chance to again, unlock a thousand dollars worth of coaching in the second half of the program. That's four one-on-one private sessions with me, <laugh>. And the reason I'm doing this is I know for my clients that actually sit their booty down and do selling once a week, that they see so much traction, they see so much results. You know what I mean?
Speaker 3 (24:45):
And so I hope this is a fun way to incentivize yourself to do the thing you should already be doing. You know what I mean? Okay. So I hope that makes sense. <Laugh>, if you are interested in this next round of cell with Har and you wanna try this out, I don't know if I'm gonna offer this every time <laugh>, but at least for this next round, I'm super excited to offer it. So basically, if you actually show up and do the work, the amount of value you're getting, you're basically getting, you know, my $10,000 private coaching program and some like the energy of that for half the price in the mastermind, you know what I mean? Like, you're getting an amazing deal if you show up and do the work. And it's not that hard, right? It's not that hard. But so often we put it off.
Speaker 3 (25:26):
So I hope this makes it a little more exciting for you to focus on doing your sales, doing your visibility, showing up for you and your business. You deserve it. Like you can serve your clients, but also it's okay for you to consistently care for your business and put your business first because that is loving your clients in the end because that's how you're gonna keep your business open in the long run for them, right? So as you're thinking about, I hope this got your brain ticking on incentives, you wanna offer your clients, think about the things you most want them to do, the behaviors you most want them to take to get the results you know that they want. And how can you incentivize it in a way that feels aligned and exciting for you? It feels aligned and exciting for me because I love one-on-one coaching.
Speaker 3 (26:05):
Don't have as much margin for it, unfortunately anymore, but for the women that are doing the work and that are like, Oh my gosh, I did all this selling. Now I haul all these clients in money. Like what do I do? Like I wanna be there for that client. You know what I mean? So it feels exciting for me. So think about what incentives feel aligned for you that are gonna get your clients more results, but are gonna also light you up and excite you. And again, making sure you're doing that from a place of already having the structure because that helps you know where to add an incentive, where it's gonna be a a good bonus. And it, you're not trying to like make up for the lack of structure. Like this program, since
Speaker 4 (26:42):
I've run the, the mastermind 10 times, there is such solid structure in this program, right? All of the calls, all of the workshops, all of the worksheets, all of the videos, like everything is just locked and on point. And it feels really good to my mastermind clients. They know, they know when all the coaching calls all they, they know what to expect from me. They know when we do our Friday check-ins, right? And so remember structure first, incentive second, but this is a hundred percent the way to make your business more aligned, more less stressful, getting your clients better results. Okay? Tell me what you thought about the training bonus points for emailing me and telling me what structure, what incentives you wanna add to your programs. Buy my love.
PS: In the midst of this challenging time I’ve been asking myself what I can do to help? One of the #1 ways I support my clients is by helping them simplify their business so that they can increase the flow of money without creating extra work. In this season simplified visibility and sales is needed more than ever.
So if you’re craving personal support as you reposition your free and paid work, I’d love to help you simplify your sales process so that you can produce income in your business even during a challenging time. If you want support you can check out my services and book a free discovery call here, or you can send me a DM on Instagram.