← Shiny New Clients!
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Welcome to Shiny New Clients, the marketing podcast that helps you attract shiny new clients to your business. We'll talk about social media, what makes people buy, how to go viral, and marketing psychology all in 20 minutes or less. Whether you're a coach, a stylist, or a wedding planner, if you've got a service based business to sell, this is the show you need to fill your calendar. I'm Jenna Warner, your new marketing coach and this is Shiny New Clients. When I told my colleague that we were gonna plan our year so that we barely had to work in July and August in my entire business, he looked at me like I was joking. Like he kind of laughed. My colleague, Nathaniel. And I was like, wait, no, I'm serious. Like, we don't wanna have to be working hard in July and August. What are you talking about? And he was like, yeah, I mean, sure. Like he's, he's always game for whatever. But I came off that call and I was like, why did he think that was such a novel concept? Well, one, I mean, it is a privilege to be able to have seasons in your year when you commit to more rest and play. But two, he lives in California and I live in the middle of Canada. So he can go outside every day of the year if he wanted to. He could go on hikes, he can play in the yard. I can't. I have a unique experience, and the Canadians get it, of there being many days of the year where if we go outside, the inside of our noses will freeze. So we very much value the beautiful July and August weather. I love my work. I like working. I'm not going to take that time completely off. I honestly wouldn't be my happiest doing that. But almost every year in the summer, for the past four years or so, what we do in the summer is I focus on content creation and play and fun and being outside. And that very much serves my fall launches. And I often tell the story of how I had my first $10,000 day in the business years ago because I had spent the summer building up my audience and then sold in the fall. And the fall has that, like, back to school. Sorry, my voice is just coming back after a bout with bronchitis. But the fall also is a big time for sales when you have like a membership or a course or a launch based, like a program. I've actually just recently found out that it is referred as launch season. Kids go back to school. We have this new leaf energy. We're coming inside and we're okay to like sit down at our computers again. The ingrained back to school energy is like in our brains and we want to get down to business and then hit our sales goals and our profit goals for the rest of the year so that we end strong. And I hate to rush you forward, it is only the beginning of the year. Still, I hate to rush you forward and make you think into the future, but what if we reverse engineer our lives and we plan to sell a ton in the fall and we plan to chill in the summer, which would mean right now we're talking March 2026. We just had the first day of spring. We have all this energy that's about to come into the world. What if you use that energy to book out your service now, ride that revenue into the summer and then repeat. That is what my clients are doing right now. We are about to open doors for booked out offers, which is a program you can. I'm going to tell you about it. You can only join if you were in my program, Magic Marketing Machine. This is an alumni program. But I'm going to tell you the formula that we're going to use to help our clients get booked out in their offers by summertime. And you can listen and you can maybe do some of this along on your own as well so that you get booked out by summer. By booked out, I mean hit capacity. So the very first step we need to do is figure out what your actual capacity in your business is. This is boring. It involves a little bit of math. It involves getting very real about your calendar. But it's so important because as soon as we hit a milestone, we move the goal posts right. As soon as you get more clients, you want more clients. So I want to make sure that we know exactly how many we need. But in order to know how to hit capacity, this is boring, but we need to know the conversion rates of every step in your funnel or the process of someone signing up to work with you, blah, blah, blah. So in order to get us there, we need to know where there is. I was recently doing a VIP marketing day with a one on one client and she told me that her goal for the year was to hit six figures. But when we looked at the amount of time she has to work with her clients and the membership model that she works that she sells, we realized there was literally no way that she was going to hit six figures this year unless she made a change. Right now. She needed to change her rates, she needed to change her model. It wasn't a huge overhaul, but wouldn't you rather figure that out in March rather than December when you're like scrambling or working at 3 o' clock in the morning. Because that's what you need to do in order to hit your sales goals. We don't want that for you. The way booked out offers works, it's an accelerator. And you're going to follow the booked out offers method, which is very easy to remember. It's find it, fix it, fill it. Once you have an offer that you know is marketable, so you have put an offer out there into the world, it probably solves some sort of problem for somebody. And people are willing to pay to have that problem solved. You know, like someone has bought this offer, you know, it works. Maybe it's a group program, maybe it's a one on one, maybe it's a package. What, whatever it is, doesn't matter. You know it works. Then it is reasonable to assume if we can get you in front of more of your ideal client and you say the right thing, it's reasonable to assume we can fill that thing. We can fill it, we can sell it out, we can hit capacity because you have a proven offer because someone has bought it which has henceforth proven it. Oh my goodness. I just looked up the word henceforth and I used it correctly. I doubted myself. But it means from this time on or from that time on. So from that time on, as soon as someone bought your offer, henceforth, we know that it's proven and that it's reasonable to assume if you get it in front of a bazillion perfect people and say the right thing, more people will buy it. Step one, find it. So we're gonna kick this off with a big diagnosis day. It's like a full afternoon event where we figure out what exact exactly in your marketing or messaging is working and is not working is missing. Especially when it comes to selling an offer online. What I have observed is a lot of business owners do not have a clear path for an outsider to find their offer and buy their offer. And it might be clear to you, but one of the ways I used to say it is can my grandma look at your Instagram or Google your name or whatever and figure out what buttons she needs to press in order to sign up to work with you and give you money. Sometimes it's clear to you, but it is not clear to an outsider. And that is where you are losing people. So we want to figure all of that out. You might find out that there are assets that you need to build. Like maybe you don't have a proper sales page for your offer yet. Great. We definitely want to build that. Because if we want strangers who don't really know you yet, or someone who's just getting to know you, if we want them to be interested in your offer, we need a place for them to go to read all about it. So we're going to find it, we're going to assess what's working, figure out what's going on with your messaging, figure out where your messaging is not the same across different, you know, platforms and places on the Internet, and then create a clear plan of what you need to focus on next. And part of the benefit of booked out offers is we're going to hold you to it. So then you have to fix it. Everything can be fixed and it does not need to be perfect. You might be thinking, well, I do have a sales page, but it's not very good. No worries. It doesn't need to be perfect. It just needs to exist and have the right messaging on it. Maybe there's pieces of the puzzle that you have been not fixing because you have just been putting off, putting it off, putting it off. Now is going to be the time to fix it, to move forward with a scrappy energy to get the thing made. Think about it this way. You're standing inside a cube and all around the cube, on the other side of every wall of the cube is a person trying to hand you their credit card. All right? And as long as you have a wall up on every side of this cube, all six sides. Six. One, two, three, four, five, six. Yes, six. Oh my gosh, I'm really doubting myself today. As long as you have a wall on that side of the cube, that person can't reach in and give you their credit card. So we need to make sure that every wall that you inadvertently put up accidentally because the link was broken or because you were missing an asset or because it was unclear or it's hard to find, or you never took the wall down when you started your business in the first place. Whatever it is, we want to get rid of all, every barrier keeping someone from working with you. When I polled my clients recently, I got so much information about what's actually going on inside people's businesses. One of the most common themes I heard was folks have an idea of what they need to do, but they're not doing it. They have an idea, but they're not staying consistent with it. So what I really wanted to build was a container for folks to just, here's the time to do it. And I will help you. When you get stuck or if you don't know where to go or you want a template or whatever, I'll just help you. And we will get it made because you need this foundation done in order to fill up and hit capacity. So that's the fix it phase. We've got find it, find the problems, basically the weaknesses, fix it, and then fill it. That, of course, meaning fill your offer. You know what capacity is. You know how many people you need. We throw everything at it. Tactics that you haven't used before, tactics you have used and worked, tactics that have worked for other people. We go hard for June with the goal of hitting capacity. And then once you hit capacity, you enjoy your summer, you serve your people. Maybe you do what I do and focus on growth and fun and play. You touch grass. Ugh, this can be so good. I know personally, in my business, there was. There have been many times where I hold myself back from hitting capacity because I'm worried about what will happen when I get there. Actually, I'll be kind of vulnerable with you here for a second. There was a time in 2024 when my business was growing so rapidly. I was doing, like, I don't know if we're in Canadian, like, probably exceeding $100,000 months, like four. Like, a lot, like, money was coming in, clients were coming in, things were on freaking fire. And I started really stepping on my own feet and getting in my own way because I was scared that I wouldn't be able to serve all these people. And even at the time I was told that I was doing that, that I was getting in my own way. My business coach had said it, but, you know, there wasn't much that we could do because I was so in my head with all the mindset stuff that comes around, hitting capacity. And even when I had my service, my social media management agency, I often thought, like, can I even fit a new client into this world? Like, maybe I should slow myself down to make sure that I don't overdo it. Blah, blah, blah, blah, blah. And of course, I want you to prioritize delivery, and I want you to give a good quality product to your people, a good quality offer and a good service and keep your people happy. But I think sometimes we're worrying about things that do not exist, and that's stopping us from helping more people and making more money. You really want to try and avoid not going for things because you're worried of what will happen when you get there, because you don't know what will happen when you get there. Maybe it will be fine. Let me give you another example. I think I've talked about this before too. Uh, we had a three day promo and again, it would have been longer and I would have got way more people. But I did three days because I was scared about having too many people. And so in three days, I think we had like 60 people sign up for Magic Marketing Machine. And even that, I was like panicking. I was like, how are we going to serve these people? Oh my goodness. Good ideas. Only brainstorm on the couch with my husband, like, what are we going to do? And because we were faced with that problem, because we let ourselves get to that point, we found a solution and it worked like a freaking dream. The solution, the solution we came up with ended up serving us tenfold. And all the customers were happy. I don't think I got a single person that complained and said, it feels like too many people came in. Like, I don't even think our clients realize that many people came in at once. And I realize this is champagne problems, but I think we're all doing like, I'm talking about big numbers and like, you know, huge sales days. And that might not be what's going on in your business right now. You're trying to get like two more people, but are there ways that you're getting in your own way and you're holding yourself back from growth because you are nervous about what comes when that new person comes? Because you were worried that someone who signed up to work with you might not be perfect and then that might cause problems because something in you fears something in that next level of business. The only way you will defeat that fear or discover if it was valid is by getting there. No one wins by you playing small. No one wins by you holding yourself back. Not your clients, not you. Nobody. Find it. Find the ways that you are blocking money. Find the ways that you are making it difficult for people to work with you. Find the places your messaging is inconsistent. Find the things that are working. Then fix it. Fix all those things. Take scrappy action. Get it all done. Open up all those sides of the cube and then fill it. More action. More tactics. Dedicated time. Commitment to hitting capacity. Find it. Fix it. Fill it. I am so excited for this. I'm so lit up by this new offer and I'm so excited to just like get my hands inside my clients businesses and meddle around. Magic Marketing Machine is meant to help you get your next 10 clients from Instagram grow on Instagram, grow your followers, spend less time on the, on your phone. And then this is that next step up where it's like, okay, you know how to get clients, you know your offer works. Let's hit capacity. And I'm really excited. This is technically called an ascension model. I was just reminded of that. So I think it's really cool. I'm really excited about it. I'm glad that. Thank you for listening and hearing about it. And if you want to try and get bugged out by summer and you're an alumni of mine, come join the program. We're going to be announcing it this week. And if you are not and you want to try and do it on your own, do it on your own. Spend the summer, chill. Now is the time. Beginning of spring, end of March. Now is the time to start making the moves it takes to be at capacity by July. That's all from me. I'll see you in the next one.