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- [00:00]
Daphne
Foreign.
- [00:07]
Julie Solomon
Welcome to Woman of Influence. I'm Julie Solomon, and this is where high level women come to recalibrate their message, realign their leadership, and rise into the next era of impact. If you're ready to align your visibility with your true authority, if you're called to speak, speak to women at the
- [00:27]
Sponsor/Ad Voice
level you now lead.
- [00:29]
Julie Solomon
If you're ready for your business to
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Sponsor/Ad Voice
feel as elevated as the woman running
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Julie Solomon
it, this is your space. Because real influence isn't built in the algorithm, it's embodied in your identity. Let's get started.
- [00:49]
Hello, my friends, and welcome back to another episode of the podcast. I have been having so much such incredible conversations with my clients and my members inside my membership lately.
- [01:02]
I am not lying.
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They have been coming to the table with so many good questions that are deep, that are rich, and that are really showcasing just what so many of us are actually going through right now in this season as it pertains to growing our businesses, to really showing up and leading in the way that is honestly required at this level for your ideal clients to find you. Because let me tell you one thing. Knowing how good your offer is, knowing what you sell and it making sense to you is not the same as knowing how to sell it and the exact words and messaging that you need to use in order to call in and attract those ideal buyers. And that has been such an overarching premise and theme to so many of the conversations that I have been having lately that I thought to myself, you know what, I cannot gatekeep this. I have got to bring this to my podcast community and just kind of let them in and give them a bit of a sneak peek of the richness of these conversations and most importantly, how we're getting to the other side of them with solutions. So with that, I have decided to share with you some of my coaching calls. So you're going to hear in this episode and some episodes to come, just the veil lifted back and the real and raw conversations that I am having with these clients and exactly what we are doing to get to the other side of a lot of these challenges that I know that so many of us are facing. So with that, let's get started.
- [02:39]
Coach/Consultant (possibly Julie Solomon or a guest coach)
It is just time to dive in, my friends. So the first thing that I wanted to share is that as I was reviewing, we had three submissions for today's call and there was just an overarching theme that I started noticing and all three submissions were kind of saying the same version of I want more followers, I want more engagement so that I can get More people booking so that I can get to my 40 and 50k month goal. And that logically makes sense. But as I'm kind of looking through, what I notice is that the three women that submitted and I'm sure the rest of you are going to be able to relate to this. None of you actually have a follower problem. A lot of times it just comes down to clarity and math. Just like clarity and simple math. So. So as I mentioned, like, the three submissions kind of had the same version of what I had shared before. But the real question is, and I want all of you to really be asking yourself as you're going into these workshops and these trainings and these launches, like, how many sales do I actually need and am I actually positioned to get those sales today? Because the goal is never more followers or more likes or more visibility. Why is that never the goal? Because that's so vague. That is not specific at all. It's normal to think that that's the goal because we see those as the vehicle or the catalyst to get us to the real goal, which is predictable buyers. And so right now I'm just kind of seeing a collective pattern where there's big revenue desires which are more than possible, but then there's vague audience clarity, and then there's no simple math plan to actually get there. And then the messaging isn't fully calibrated to the buyer sophistication. So then we're also kind of running into that problem as well. And so before we get to the tactical, I just want to kind of reframe for everyone. Let's just say, for example, that your goal is to get to $40,000 a month, right? At 10,000, if your offer was $10,000, you're going to need how many sales? Four. You're going to need four sales to get that. Then you have to think, okay, well, what is my typical close rate? Meaning, like, how many people do I need to talk to to get for sales? So each person's close rate is going to be different based on who you are, how you close. Like, is it a training? Is it a sales call? Right. So let's say if your close rate is 40% and you want to get four people, then you're going to have to do the math to figure out, like, what is the actual volume of people that I actually need to talk to to actually get for sales? Right? Because sometimes it's just a numbers game. Let's say that your offer is $2,000. Well, you would need 20 sales to make 40k. Or let's say it's a hundred dollars a month, you're going to need 400 people buying your thing, right? And then you have to look at, well, what is my legion? Am I running ads? Because if I'm not, that's okay. But I'm going to just realistically be playing at a different volume because it all hinges on my organic reach. It all hinges on how many people can I get in front of organically because I don't have an ad or a marketing engine bringing leads to me. And then out of that organic reach, how many of them are actually qualified? And then out of them that are actually qualified, if 40% convert, like, what is that number? And so a lot of times it's really just about reverse engineering the numbers that are there. And I say that to all of you, not in a way to pressure you. It's really in a way to give you the freedom. Because once we know the truth and once we know the simple math, we actually stop chasing more. Because it's never enough, right?
- [06:46]
Julie Solomon
It's just more.
- [06:46]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Well, more followers. I just need more followers. I just need more visibility. I just need more opportunities. I just need more launches. But we keep chasing this more and then that yardstick keeps changing of what more is, and then that's not freedom. So we actually have to. We have to know the simple math first based on where we are and what we're coming to the table with and start building true conversion pathways from that math. Does that all make sense? Daphne, I'm actually going to get to you because you submitted, so I'm going to come to you next and we're going to dive in with you specifically.
- [07:20]
Daphne
So thank you for what you just said. Yes, technically, the goal is not more followers and more likes and comments. The reason why I put the question together this way is because I'm thinking if I reach out to more people, then there will be more interest and then there will be more organically booked calls. So to give you specifics, I do run ads and I have a pretty good conversion rate. Typically it's over 30%. I know 30% is like a good standard, but it's probably 40% ish. And I offer a high ticket program. I have only one offer and I get my women from my ads as well as referrals. So I would love to have women who randomly find me, love the content and start to follow me and book from there as opposed to relying on ads. I find ads can be expensive. They can bring a lot of cold leads that even though they're sitting in front of me, talking to me me, they're not quite warmed up yet to make that decision and take that leap of faith. And I find this is a bit of a bottleneck and I do want to build my social media so that it naturally attracts people. I find that it's the very same few clients of mine from the near and far past and friends and followers who are liking or commenting. I rarely get someone to just jump on from somebody that I don't know.
- [09:03]
Julie Solomon
I am so excited to share this,
- [09:06]
Coach/Consultant (possibly Julie Solomon or a guest coach)
especially for those of you who tune
- [09:08]
Julie Solomon
into the podcast every week and are ready to actually start putting a lot of this work that you're doing into really intentional action. We just opened up something really special inside the Growth Collective, which is my messaging membership. And right now you, you can join and try it out for just $1
- [09:27]
Sponsor/Ad Voice
your first week when you use the
- [09:29]
Julie Solomon
link in the show notes. Now this is a special link just for my podcast listeners and inside the Collective you'll get access to the exact frameworks my high level clients use to create magnetic content that converts. So I am talking about power and pleasure content, mirror messaging, magnetic conversion method, and so much more, all built into an easy step by step path that helps you turn your clarity into consistent sales. And if that wasn't magical, all of this has also been updated into a custom GPT prompt to make creating any kind of messaging that you need so much easier and so much faster. It is literally as plug and play as you can get. Also, every month you get access to a live group coaching call with me where we refine in real time your message together and get you out of your head and back into your heart and your momentum. So if you've been listening and thinking, okay, I know my message could be clear. I just need someone to show me how. I need this to be easy for me. I need something that can meet me where I'm at. This is your sign. Head to the link in the show notes and join the Growth collective for just $1 your first week and start that week with Clarity Connection, an incredible community and conversions today. I cannot wait to see you inside.
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Coach/Consultant (possibly Julie Solomon or a guest coach)
Can I stop you right there?
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Daphne
Yes.
- [10:48]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Is your expectation that you're going to immediately get someone to jump in that doesn't know you?
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Daphne
Not really, but at least to jump in on a post.
- [10:58]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Why is that your expectation?
- [11:00]
Daphne
I don't know. Is it not realistic?
- [11:02]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Show of hands, Anyone that gets someone to follow them and like immediately starts engaging in their content? Not me.
- [11:09]
Daphne
No.
- [11:10]
Coach/Consultant (possibly Julie Solomon or a guest coach)
So again Remember what I was talking about earlier? Pressure versus freedom. I think there's a lot of things that we make up and tell ourselves that is the right way or is the supposed to be way. And we are comparing ourselves up against some unrealistic benchmark that we have made up or that we have assumed happens for other people when it may not actually be fact. So I just want to reframe that for you first, because I think that that's really, really important and letting us all off the hook. That's the first thing. The other thing, Daphne, you shared so many beaut things that I think are so relatable. So, Daphne, you had mentioned, like, that someone comes into your world, whether it's organic or paid, and then they're not really buying at the rate in which you would anticipate that they would buy. From the question that I have for you, and this is for all of you, Daphne, how long does it typically take someone who comes into your world and then makes a buying decision? How long do they need to be nurtured by you to make that buying decision?
- [12:14]
Daphne
I wish I knew that about every single woman who comes my way. Maybe I should ask, but those who have shared typically tell me that they followed me for a year or two before reaching out. Yeah.
- [12:26]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Okay. So that is great information for you to know, because what that's telling you is that typically it takes someone from the time that they first find you to actually raising their hand and saying, yes, I want to work with you is one to two years. Which means you have to do one to two years of consistently nurturing someone for them to make a buying decision. Now, the reason why it's important for all of us to know that is that we can't collapse that gap of time until we actually know, on average, how long that takes. So if I didn't know that it typically takes my buyer 120 days from when she first finds me to making a buying decision, it would be so hard for me to figure out realistically, like, how long do I need to nurture someone before they're ready? So for all of you, if you don't know what that is, I don't expect you to have to go and, like, data mine yourself to death to try to figure this out. But to the best of your ability, if you can start to kind of figure out, like, on average, how long does that take? Because once we have that information and then we actually have real data to find, like, now, how do we collapse that? So that's kind of the first Step. So with Daphne, it's like if it is realistically one to two years, which to me that sounds very long, I would kind of maybe like push back on that and see if we could get a little bit more structured data to see how long that is. But let's just say it's six months. Right. What that's going to tell you, Daphne, is that you know that it is now your job to consistently create a six month nurture pathway to get someone to make a buying decision. So then now that we have that information, we can start to say, okay, well then what is that going to look like for me? Uniquely. Right. And it's going to be different for every single one of us. But maybe that's. They need to get emails from you once a week for six months. They need to be invited to some trainings, whether that's evergreen or live over a six month period. They need to hear you on some podcasts. They need to see you showing up consistently on Instagram, like whatever that is for you. Maybe they need some freebies that they can sink their teeth into, you know, like whatever that is going to be from you. Which, how do we figure that out? Well, we figure it out by doing it and time, because time gives us more data and then that lets us figure this out. But that's really the kind of, the first key is that I think a lot of times, again, it's like we think we need, oh well, just more visibility or more followers is going to help us. But then, and this kind of goes back to what you were saying earlier, Daphne, like, ads are amazing. I use ads every day. I've used them in my business since 2018. But something that I share a lot, and you've probably heard me say this before, is that ads are an amplifier. They are only going to amplify what is already there. So if you're getting a volume of leads coming in, but you don't have a nurture plan, then you can't nurture them to qualification. If you've got a bunch of leads coming in, but they're not quality leads that they've come in through messaging that isn't aligned, through positioning that isn't aligned, then they're not going to be your ideal buyer anyway. So it's really about we have to, again, we have to fix the root system. To me, like, ads are so necessary, but it's about when are they necessary. In the journey. To me ads, it's kind of like trying to bring someone into your house to install your drapes before you've built the home, they can't install the drapes. There's no windows up yet. But you're like, but no, it's, it's time to install the drapes. It's like, well, let's actually get the foundation built correctly first.
- [16:08]
Daphne
What do you think is that foundation?
- [16:11]
Coach/Consultant (possibly Julie Solomon or a guest coach)
The foundation is your messaging and your positioning always. That's why we're here in this container. Like, we've got to get your messaging and positioning dialed in to build that foundation so that you can bring things like offers and price points and marketing assets and vehicles like training to sell the offer and things like podcast and all the visibility vehicles. If you don't have that messaging and positioning dialed in, no amount of visibility, no amount of ad spend, no amount of followers is going to fix the problem. Because that's not the problem. The problem is that once they're in your world, they don't see themselves and the transformation that you provide. They don't see themselves in your word. They don't see themselves in Are you like me? Can you lead me? And is there a path that I can follow? Which is why I give you guys those three questions all the time. When someone comes into your world, whether they're cold to you or not, they are subconsciously always asking themselves those three questions. Is she like me? Can she lead me? And is there a clear path to transformation that I can follow here? Because most of the time when someone comes into your world, they are not sold on your concept yet. And so they're going to have a lot of resistances. And so our job is to reframe those resistances using metaphors and stories that answer the question of is she like me? Can she lead me? And is there a path that I can follow? That's what builds the foundation. And then once you've proven proof of concept of that foundation and that it's working organically, then you actually have data to then go and put ads behind. And then ads just start to amplify the good stuff that's already there.
- [17:56]
Sponsor/Ad Voice
If you're building a business online, then you already know that marketing isn't just about posting more content. If only it were that easy. It truly is about staying connected with the people that want to hear from you. And that is where a platform like Brevo can make a massive difference. Brevo is an all in one marketing and CRM platform that helps you manage customer relationships literally in one place. So I am talking email, sms, automation, all the lead nurturing that we all need working together. And what is really interesting is its AI assistant named Aura. It helps you craft your campaigns, it suggests content, it optimizes your sin times, it analyzes performance so you can really focus on the improvement and the optimization of your strategy in real time. So instead of juggling like 15 different tools, I literally just did this in my business, going through these tools and thinking to myself, why am I paying for all of these different tools when a lot of them do the same thing? You can literally have one platform helping you run smarter campaigns and grow your business. So get started for free Today you can use the code woman W O M A N5050 to save 50% on their starter or standard plans for the first three months of an annual subscription. That is such a great deal. Just head to www.brevo b r e v o.com woman to take your marketing further. With Brevo and Aura, starting anything new, especially in our business, can be really exciting and also completely terrifying. If I'm being honest, I remember so many moments in my business when those what ifs would creep in. What if it doesn't work out? What if no one buys what if? What if I'm a failure? What if, what if? What if? And for so many of you listening who are building physical product brands, those questions are so real. But I know that having the right platform behind you, helping you make those decisions can make the leap feel so much easier. And that is why I love Shopify. It is a commerce platform behind millions of businesses around the world and 10% of all e commerce in the US from household names to brands just getting started. I love Shopify. One of the reasons that Shopify has been such a long term partner of this podcast is that it helps you build truly a beautiful store with ready to use templates, create product descriptions and page headlines with their easy AI tools and just to be able to reach your customers through really simple email and social campaign campaigns. They have it all. If those what ifs are currently keeping you stuck from making a move in your business, this is where Shopify can come in and help. It's time to turn those what ifs into with Shopify today you can sign up for your $1 per month trial today at shopify.cominfluentencer go to shopify.cominfluent that's shopify.com SL influencer.
- [21:11]
Daphne
What kind of data do I need?
- [21:13]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Well, how long does it take someone to be in your world in order to make a buying decision? What are your click through rates? What are your showup Rates. If people are downloading your freebies, how many are they downloading? Like, all of that data? And the data is going to be different for each and every one of you based on what it is that you're working on. But for example, if you're doing a training, you need show up rate, click rate, conversion rate. If you're just doing content creation, well, you know, Instagram, LinkedIn, they all have analytics. It's showing you what kind of content your audience is connected to, what kind of content they're not connected to. All of that relates to and really shapes and informs data is just information. It's giving us the information that we can then use to make more informed decisions moving forward. And so specifically for you, Daphne, and it's like, I would even very simply, like, go back to the audience. Clarity. Mad Lib, have you completed that here inside the Growth Collective?
- [22:09]
Daphne
Maybe I haven't.
- [22:10]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Okay. And that's. Okay, Let's. I would love for us to collectively, like, support her right now because I think this could be a really good exercise for all of us. But definitely I want you to tell us, what is your offer? How much is it, who is it for, and why now? And why you?
- [22:26]
Daphne
Okay, so what is my offer? So I'm not used to sharing my offer like this because I invite my clients on a discovery call and then I basically cater the offer according to their needs. But I can tell you what I do. So I help women over 40 who struggle with metabolic and hormonal imbalances. They may struggle with weight gain, perimenopausal or menopausal symptoms. And I help them to reverse or greatly improve the symptoms, to reverse the weight gain and feel their best. I basically help them to reach their goals. My program is six months. This can be different because I offer a three month option for those who do not need to be with me for six months. And my program includes everything that my women need in order to get to their goals and also turn what they've learned into habits so they can take it away and turn this into a lifestyle. What was the other question?
- [23:31]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Why you and why now? Why are you the woman to help them and why is now the time?
- [23:36]
Daphne
I am the woman to help them because I have lived through what they're going through. I have experienced very early in life perimenopausal symptoms. I'm now in my mid-40s, but my symptoms came in my mid-30s. 30s. I managed to reverse them, to stop the weight gain, to reverse the weight gain, to improve my Metabolism and enjoy my best energy. I am following my own rules. So this is why I am somebody who is trusted and I love what I do because I've walked this path, I've gotten to my goals, and now I get to teach women do the same for themselves and thrive. So I'm also a mindset coach, which is a big part of what I do, and it comes as a part of the implementation and building the habits for life. Sorry, this is very not polished, but I'm improvising.
- [24:31]
Coach/Consultant (possibly Julie Solomon or a guest coach)
Yeah, I don't want it to be polished because this is where we go to refine it. So, like, this is all perfect now. I want us to very lovingly. Like, I just kind of was writing down what I heard you say when you were talking. And the biggest thing that came up to me, Daphne, when I was hearing it, and I would love to hear it from everyone else, is like, I know what your resume says, but I don't know how you're actually going to help me get to that transformation of metabolic health. You said, like, I've lived through it. Well, how have you lived through it? I've reversed it. Well, how did you reverse it? So I think what could be happening? And this is, again, very, very common. Like I said earlier, when someone comes into all of our worlds, their level of commitment to us and to our method and to our process is so incredibly low. They are not committed to the subject yet. So we cannot, can, cannot overload them with information. Everyone's gonna just check out instead of overloading with information, instead of teaching, instead of telling, we've got to help them come to a point of decision. That is the goal. So even though you've shared everything about, like, what you do, you haven't helped me come to a point of decision yet. Like, this is all great, but why should I care about this right now? And why are you the woman to help me get through this? So that's the first thing. Now, how we do that is that we've got to reframe resistances. How we do that specifically is with case studies and stories. And I'm sure you have a ton of those things, Daphne, and you could share them, obviously, like on a sales call, but that's kind of the biggest piece to the puzzle, is that the refinement and really tightening up the pitch also helps us pitch better and speak to our ideal clients better. So I want to just take a moment to open the floor, and I want to know if you all would be willing to share with Daphne what else is came through for you, what landed for you, but what was also missing, what was a gap? What was unclear? Because this will help her refine that messaging and positioning foundation that we've been talking about.
- [26:45]
Michelle
Just like what you said early on, Daphne, when you got, you know, you said women over 40 who struggle with metabolic imbalances. You don't totally lose me within metabolic imbalances. But I think that a lot of
- [26:54]
Julie Solomon
people are like, what?
- [26:55]
Michelle
Those are big words. But then you said weight gain and then perimenopausal symptoms. I didn't get super. But, you know, so I wrote in like, sick of belly fat, you don't know what to do with. You haven't changed eating, how come you're gaining weight? Where'd my brain go? Where do words go? You know, what do they complain about in their words? That's what I would love to hear up front. And then when you answered Julie's question about like, how did you reverse it? And you were talking about mindset, you know, just like menopause science and mindset and habit building, she probably is already like researching, she's reading books and stuff. But how do you implement this stuff and how do you stick with it when your brain is already three sheets to the wind? Like those things, you know, like in her language. And here's what you already know, but here's what it takes to actually get to the goal. But also like you talk in terms of goals. A goal is when I know how to get somewhere. I might have a savings goal, I might have a goal to write a book, a goal around my menopause symptoms. I don't know, you know, relief, I think is like the goal, something like that. Or you know, weight loss, certainly if you've got a weight loss goal and
- [28:03]
Coach/Consultant (possibly Julie Solomon or a guest coach)
when you think about information, because like, I saw what you were saying and it makes a great point that it's like what I mean by information. It's we're less encyclopedia, more TED talk. Meaning we have to be more descriptive. And this is what Michelle is talking to. What I heard Michelle say we have to be more descriptive about our visceral day to day experience of the transformation that we provide and also be more descriptive about our ideal clients day to day experiences so that they see themselves and what it is that we are messaging to them and how we are positioning it to them so intimately. So it's not about being more niche or more narrow, but it's about being more descriptive. And so that that metaphor of like, I don't want you sounding like A walking encyclopedia. I want you sounding like a TED Talk because that is going to allow them to trust their own ability to follow your process. Because like Michelle is saying, if they're already three sheets to the wind, if they can't trust their own ability to follow your process, they're never going to buy from you. And we don't get their trust. Like we don't help them trust themselves to follow our process by overloading them with an encyclopedia of information. We help them trust their own ability to follow our process by reframing the resistances that they have to follow the process. And the way that we do that is with stories, with metaphors, with case studies, with being more descriptive about their day to day experiences so that they see themselves so intimately in the transformation that we are solving. We have to make sure that they understand again, why me? Why now? How is this relevant to their life literally today, so that they can't live without it? Too many steps makes it way too hard. Because then we have to think. So that's why we use signature frameworks, right? We have a framework, a process, a methodology that's going to take you through this. And then we use metaphors and stories and case studies to support that framework. And then the, the types of content and I share it all in tgc, right? We need the power and pleasure content, meaning power content is authority content, also known as the content that allows your ideal client to trust you and your deep level of understanding. But then we also need the connection content, the pleasure content, because that's the content that makes them problem aware and makes them feel heard and seen and allows them to self identify in the content that you're sharing. And that's what allows them to trust in their own ability, which then allows them to raise their hand and say that I'm in. This is also why, going back to what we were talking about earlier, nurturing is so important. That's why. Daphne, there's no way that I could do all of that that I just shared with you all in one post. There's no way. If someone comes into my world and buys on the first day, like unless it's something that's very low ticket and very sticky, like a 29 thing. I should never expect someone to come into my feed and immediately invest $10,000 with me, ever. Because human beings are human. They need time to be nurtured. Unless they're coming from like a really strong referral. Can it happen? Maybe. Sometimes. Is that what we should think is going to consistently happen? No. If someone's telling you that they're lying to you. Like, it just takes time to nurture people. We need to be heard and seen. We need to build that know like and trust and that takes time. Now does it need to take six months? Not necessarily. But we got to figure out like, how long does that take for you based on your unique offer and your unique client.
- [31:59]
Julie Solomon
If today's episode served you, don't forget to hit subscribe, leave a review and share it with a woman you know is ready for more. You can now watch every episode every week on Spotify and YouTube and continue to listen on the platform of your choice. And if you want behind the scenes updates on business, messaging, leadership, special promos, the first access to what's happening in my business, in my world, I would encourage you to join my weekly email circle@juliesolomon.net newsletter. That is where all of this goes down that is not normally shared publicly. This is where your next era begins and I'm so glad that you're here.