Shiny New Clients! – Episode Summary

Episode Overview

Title: Fix these 2 things and you'll sell 10x more
Host: Jenna Harding (Warriner)
Date: November 17, 2025
Main Theme:
In this episode, Jenna reveals the two biggest mindset blocks (or "sales saboteurs") that stop service-based business owners from booking more clients—and how to fix them for better results. She uses examples and stories to show listeners how their beliefs and messaging are likely sabotaging sales, with practical ways to tweak their marketing approach for more confident and compelling offers.

Key Discussion Points & Insights

1. The Two Biggest Sales Saboteurs (01:15–22:30)

Saboteur #1: Doubting That Your Offer Works (07:10–15:03)

• Core Insight: Many business owners unconsciously downplay their own impact because they worry about clients failing to get results.

• Common Thought: “Yes, what I offer works, but only if they do the work…”

• Marketing Pitfall: This doubt shows up in hedging language—adding unnecessary disclaimers or words like “just” in copy (“I can just help you…”).

• Practical Fix:

  • Write your marketing as if speaking directly to your perfect, committed, competent client—the client you know can succeed.
  • “If you have the word just in your copy, I swear, go back, delete it. You stop downplaying what it is you do.” – Jenna (09:56)

• Examples:

  • Web Designer: You can confidently offer “high-converting websites,” knowing the right client will bring traffic.
  • Math Tutor: It’s implied a student must do homework, but don’t let that diminish your promise and expertise.

• Personal Story:

  • Jenna admits to experiencing the same doubts during launches, even after client praise.
  • “No, I am not impervious to self-doubt. Wish I were.” – Jenna (14:54)

Saboteur #2: Making Your Offer Seem Hard or Unpleasant (15:25–22:10)

• Core Insight:

  • Prospects want a “miracle pill,” not a grueling journey. If your offer sounds hard, slow, or heavy, they’ll look elsewhere—even to less ethical competitors.
  • “A miracle pill will sell better than a workout regime. Do you agree? …Everyone is looking for things to be easy.” – Jenna (15:30)

• Marketing Pitfall: Don’t make the path to results sound intimidating or exhausting in your messaging.

• Practical Fix:

  • Position your offer as accessible and achievable—remove obstacles and highlight how you make it easier.
  • Edit your offer or its messaging to address common objections about difficulty.

• Examples:

  • Painting Company: They include moving furniture and prep work in the package so clients don’t have to lift a finger. (19:09)
  • Jenna’s Program (Magic Marketing Machine): She explicitly includes tips, templates, and batching strategies so posting online is faster, not overwhelming. (20:45)

• Mindset Note: If YOU believe your service is slow or hard, that belief seeps into your marketing—so it becomes a self-fulfilling prophecy.

Notable Quotes & Memorable Moments

• On mindset and marketing:
  • “If you don’t believe it’s going to work for them, they don’t believe it’s going to work for them either, and then they don’t buy.” – Jenna (10:43)
• On writing for your ideal client:
  • “Assume the person that you are trying to sell to with this post is the perfect person—not the person who was never ready to work with you to begin with.” – Jenna (12:28)
• Personal vulnerability:
  • “I was sitting on the couch being like: man, I hope my program’s good. Oh my gosh—that’s how I know I’m getting tired at night.” – Jenna (13:45)
• On “miracle pill” marketing:
  • “They would rather have no result and continue trying to seek that miracle cure, and then give their money to somebody who is lying to them and isn’t as good as you are, because their marketing is better.” – Jenna (16:30)
• On solution-oriented offers:
  • “Let me build right into my program all the different tricks that I have… I’ll show you how to edit faster… I added them in because people were so concerned that if they wanted this goal of getting clients, it was going to take them so much time. Great! Let's eliminate that for you too.” – Jenna (21:05)

Practical Application & Takeaways

• Regularly audit your own belief in your offer: Are you hedging or downplaying in your copy?
• Write marketing messages as if you’re addressing your most committed, capable, ideal client.
• Edit your offer (or at least your messaging) to remove obstacles. Make it look and feel easier and more achievable.
• If you believe getting results with you is “hard,” your prospect will sense it.
• “Don’t play to the lowest common denominator and say, I can help you, but only if you do the work, right.” – Jenna (11:55)

Timestamps for Key Segments

• 00:00–02:35: Introduction, challenge overview, story about client results with “Strategic Stories”
• 07:10–15:03: Sales Saboteur #1—Doubting your offer's power & its impact on messaging
• 15:25–22:10: Sales Saboteur #2—Making your offer seem hard or heavy vs. easy and achievable
• 21:00–22:10: Real-world examples: Home painting service, Jenna’s Magic Marketing Machine, closing mindset advice

Final Thoughts & Tone

Jenna’s tone is energetic, warm, and very practical—with a dash of self-deprecating humor. She shares personal and client anecdotes, keeps things grounded and actionable, and is transparent about her own mindset wobbles. Her approach encourages listeners to reflect honestly on their marketing, remove unnecessary hedging, and confidently claim the value they bring for their perfect-fit clients.

For Listeners:
If you want easy, actionable prompts for your Stories, check out Jenna’s “Strategic Stories” challenge—linked underneath the episode.
“Start it on Monday morning. Is it Monday today for you? Great. Go now. Start now.” (22:17)