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Woman of Influence
Why I Don’t Create Freebies Anymore - And Why Your Most Ideal Clients Don’t Need Them
00:29:11
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- [00:00]
Julie Solomon
And then that led to this other revelation where it was like, oh, why am I creating offers for people who aren't my ideal client? Maybe that's why I'm calling in people who aren't my ideal client, because I'm creating offers for people who are not my ideal client.
- [00:15]
Welcome to the Influencer Podcast. I'm your host, Julie Solomon. If you found yourself here, it means you are ready to unleash the powerful visionary that lives inside you, turning you into an authentic leader who creates influence, impact, and change. Let's get started.
- [00:39]
Hello, my friends, and welcome back to another episode of the Influencer Podcast. I am so excited to chat today as I actually just got off the heels of, well, being sick. So I'm glad that I'm back. As you can probably hear, my voice is still a little bit low, but I'm feeling so much better. And in the midst of that, I also just got off of the heels of speaking at a couple of Masterminds over the last, I would say, month or so. So I was asked by two really good friends of mine, Terri Cole and Amy Porterfield, to come and speak to their Mastermind women. And there was something that came up in both of these Mastermind conversations that really left a lot of the attendees mind blown. And because it came up on those two different instances, the feedback that I was getting, it was this common thing that I was sharing with these Mastermind members that they were like, oh, my gosh, I've never thought about it this way. And you're making me think about the way that I'm approaching my business and my offers and my ideal client in a whole new way. And you are, like, shaking things up for me in a way that I never thought was possible. But it is also exactly what I needed. And because this kept coming up, I was like, okay, I think I also need to bring this to my podcast community. So I'm going to be sharing today what I spoke about in these two rooms that really shifted the room's perspective. And the gist of it is that I don't create freebies anymore, and there is a very specific reason why. And so I'm going to be walking you through this today the same way that I walked through it in these Mastermind rooms, and hopefully leaving you with a new understanding of really how to approach your ideal client, how to approach your offers, and really start rooting into how you want to approach 2025, because it is literally around the corner. And so we're going to start there. And I'm Hoping that this will leave you with a really new perspective about how you can start providing the most excellent, extraordinary client experience that you can imagine to really stick out among the saturation and to really shift how you are leading in your business and in your industry today. So with that, my friends, let's get started. Okay, so as I mentioned when I spoke at these masterminds over the last month, this common theme that was coming up when I was really just sharing a big shift that I have made in my business over the last year, was that I don't create freebies. So I'm gonna back up and I'm gonna give you a little bit of a background story of what really brought me to where I am today. So, so over the past, I would say year to year and a half, and I have talked about this a little bit on the podcast, I have been on an internal, you know, journey with my business and really rooting into my offers. What my genius is, how I really serve my most premium clients to get them the biggest transformation possible, how I can do that faster and easier than ever before, and really making sure that from the back end client experience to my marketing, to my messaging and everything in between was as extraordinary as it can be. The reason why I started on this path about a year and a half ago is that I started to see very clearly that the online space was changing and changing fast. And I know that we've talked about this and I know that so many of you have witnessed this too, and that we are getting to a place where anything less than extraordinary is just not going to cut it anymore. Consumers and clients and customers are being way more discerning with their time, with their money, with who they choose to align and partner with, as they should. And it is requiring us as leaders, us as coaches, us as service providers to really start to show up and serve in a way that is truly extraordinary to the results that the client is searching for, because that is really, at the end of the day, the most important piece to the puzzle. And so as I started to root into what does that mean for Julie Solomon and what does that mean for her business and what does that mean for the offers that she creates? I. It started to become very, very clear to me that when I got brutally honest about my who my ideal client was 18 months ago, I started to see very clearly the holes and the gaps of where I was not speaking to her, where I was not creating offers for her, where I was not really allowing myself to show up fully to give her an Extraordinary result, which is why it was making it more challenging for me to actually call in the most ideal and premium clients that I wanted to work with. And so one example of that was this idea of freebies. I remember so clearly about a year ago when I was sitting behind my desk and we were working, my team and I were working on wanting to up level this free webinar that we had. And I just remember it feeling so heavy and so forced and so hard, even though it was a topic that I could teach in my sleep. And so there would be a past version of me that would just kind of push through that, right? But in that moment, I paused and I just asked myself, I said, why is this feeling so dang heavy? Why is this feeling so hard? And it was like a light bolt that went through my body in this moment. And when I got really honest and I asked myself that, what came through was a very simple, true statement that was like this still small voice inside me that said, julie, this feels heavy because you're trying to create a freebie and your ideal client doesn't engage in freebies. And I was like, ooh, wait, what? Huh?
- [06:54]
Unknown Speaker
If you are still listening to this podcast episode, it's probably because your social content isn't hitting the sales goals that you know that you're capable of achieving. It just doesn't feel easy. You're likely frustrated because while sales are happening for you, they aren't growing at the level you know they could be. You see others in your niche skyrocketing, and you're wondering why your sales aren't reflecting the brilliance that you bring to the table. And let's just be honest, not from a place of comparison, but from a place of clarity. You know you have more expertise than most people in your space. You know the transformation you provide is second to none. So why aren't more people buying your offers after consuming your content? Nine times out of ten, the problem isn't your pricing or your offer. It's a gap in your messaging. The way you communicate with your audience is the difference between ideal clients buying from you every single day or your sales remaining static for months. The truth is, when you learn how to shift and refine your messaging, you'll have clients reaching out to work with you directly from the content you're already creating without needing constant sales calls, posting every day, or chasing after the next viral trend. This is exactly what I cover inside the Brand Accelerator, which you get lifetime access to, helping you turn your content into a magnet for your ideal clients. So Your sales can finally reflect the expertise and transformation you offer. Let's turn your messaging into a powerful sales and brand visibility tool. Ready to get started? You can join me@juliesolomon.net T B A.
- [08:50]
As I always say, a large following does not equal a lot of money. Beyond just having a large audience or thousands of followers, what is most important is the relationships that you build with them. And I know I talk a lot about that on this podcast. And there really is no better way to build community around your audience while earning reliable recurring revenue then Memberful. Whether you're a business coach, whether you're a fitness instructor, a family blogger, Memberful is amazing as it lets you offer membership perks and exclusive content to your loyal followers, giving you full control over who has access to things like your blogs, newsletters, online courses, podcasts, private community chats, and so much more. What I love about Memberful is it's so easy to set up and manage your membership program with their platform. There is no tech expertise required. If you are anything like me, I am not tech savvy, so I need so much of it done for me and Memberful does that you can easily create multiple membership tiers and payment options that cater to different audience segments that you may have to really maximize your revenue potential. What I also love about it is that it integrates with all of the tools so many of us already use, like WordPress, ConvertKit, Learndash, and so many more. So you can start monetizing your content without changing any of the existing workflows.
- [10:20]
Or softwares that you use.
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You can start growing your audience today into a thriving community and membership business. @memberful.com Julie that's M E M B E R F U L.com Julie.
- [10:39]
Julie Solomon
And.
- [10:39]
It was like, yeah, if I'm really being honest with myself, my ideal client, my most premium client, is not downloading a freebie right now. So why am I over here spending time, money, energy and resources creating a bunch of offers that my ideal client doesn't want? And then that led to this other revelation where it was like, oh, why am I creating offers for people who aren't my ideal client? Maybe that's why I'm calling in people who aren't my ideal client, because I'm creating offers for people who are not my ideal client. And so this revelation, if you will, just this one of many, and there's been many, and I think I'm going to go through a journey of sharing more with you guys over the next couple of months about what those were but it was this idea of there's the disconnect. And I think that really at the end of the day it is because. And if you've been in this online industry for longer than five years, you're going to really understand what I mean here. And even if you haven't, you've probably also been told this lie that I'm about to share with you, that we have been told this lie that you create low ticket offers for low ticket people. You create freebies as a way to get people into your world and to build your email list and then you create mid ticket offers for mid ticket people, and then you create high ticket offers for high ticket people. But I think that that is just setting everyone up for failure. Why? Because that means that it starts to force you to create offers and products and freebies and things for people who may not be your ideal client. So when I got really honest with myself about this and I said, you know what? I'm not creating freebies anymore. Because I know that, at least for me, and it may not be the same for you, but for me, when I'm really being honest with myself, I know that my, I know my ideal client so intimately. I know that she is not sitting behind her desk right now, now downloading a bunch of freebies. So what is she doing? She is looking for a very specific, high value, high level result to a specific problem that she has. Can I provide her that? And so when I really started to root into that and really understand that my ideal client is not looking for a free quick fix, not that there's anything wrong with that, but for my ideal client, that wasn't where she was at, then why was I putting my energy there? And especially because we are taught that, right, that the freebies is what's going to attract the clients. But is it going to attract the ideal clients in this season, the answer was no for me. And so that's when I knew that I needed to really start to shift and recenter the positioning of my offers and most importantly, the positioning of my messaging. Because what you put your name behind, whether it's a signature program or a freebie that 110% dictates the clients that you are calling in. If you are working with clients right now that are not your premium clients, that are not your ideal clients, that are not clients that you genuinely want to work with, that is 110% because of the messaging and the offers and the way that you position those offers out there in the world. And so when it when it really came down to me and when I got really honest about this lie that we have been sold, that everyone needs a low ticket offer, that's for low ticket people and everyone needs freebies to hook people into their ecosystem. And I was like, I'm done with that. That it's not serving me. I know that that, that is not true for my ideal client and it doesn't mean that I can't have a low ticket offer. But that low ticket offer needs to be made for my most premium client, not for a random low ticket person that I'm not meant to serve. And when I got really honest with who that person was, for me, the ideal clients for me that are, they're ready to invest, they're ready to find solutions to their problems. They're not lingering on the sidelines looking for free solutions. They've, they've done all of that. They're, they've elevated, elevated past that. That's when I knew that I needed to start to speak to a level of expertise and experience in which my offers were actually made for my friends.
- [14:51]
Unknown Speaker
I have to let you know about a new approach to strategy that I have been doing over this last year that has helped so many of my clients this year. It is an approach that involves taking a deep dive into your business, examining every part of it from messaging and offer flow to sales strategies. Review your messaging, analyzing your offer suite, refining your sales strategies. We dive into all things like social content, email copy and everything in between. And we really talk about what your offer looks like today and how are we making sure that your offer or your offers and the messaging that you use to sell those offers are talking to each other. And then I dive deep into identifying ways to really amplify your efforts to ensure that not only your public facing messaging and marketing, but also all of the invisible behind the scenes strategies that you need in order to scale actually work together. So if this sounds like something that you need help with, it is going to be perfect for you. If you are an online educator, an online coach or an online creator who is looking to take your current business model and scale it to new heights. So I am saying for people that may be making, let's say anywhere around 5 to 10 to 15k a month right now, and they're wanting to hit those big numbers, the 20k, the 30k, the 50k, the 100k months, but they're sitting here thinking how do I make this happen? How do I keep seeing other people on the Internet do this? But I can't do this. And it really does come down to those three key things that I mentioned earlier. Your messaging, your offer suite and refining those sales strategies. And that is what is happening in my world. And so if you are interested in learning more about that, I would love for you to go to juliesolomon.net interest there's gonna be a quick form there that you can fill out and from there we will see what you've got going on and see what is the.
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Julie Solomon
Best fit for you.
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Unknown Speaker
I wanna make sure to meet you where you are instead of just throwing some kind of random program at you that may not benefit you.
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Julie Solomon
So that's what the form is for. It's really quick to fill out.
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Unknown Speaker
Again, that's Julie Solomon.net interest if you are looking to scale your offers this.
- [16:54]
Julie Solomon
Year and that is what I was sharing in those masterminds and really how I shared with that community, how creating lower end offers for the wrong audience can actually detract from your business growth. It can actually water down your brand's value because you end up calling in a bunch of people that your signature offers and really the solutions that you provide were not made for and it makes it a whole lot harder and takes a whole lot longer to convert that person than it does your actual ideal client that your offers were truly made for. So if you are going to create low ticket offers, it is truly about aligning those offers with the ideal client that is ready to take action. So it's about giving them something that is. Just because it's low ticket does not mean it needs to be low value. It needs to be high value. A really good, quick, tangible win for your ideal client only that speaks to the solutions that you provide that they can take away with in that moment so they can get just a really high value taste of what it's like to be in your world and what it's like to work with you. And that has been a game changer for me this year. And really a lot of the things that has been happening behind the scenes, we're still in the midst of making these transitions. And so, you know, depending on the rabbit hole that you may go down on the Internet, you may still find that I have, you know, a free webinar out there or that there may be some freebies still trickling around that we haven't gotten to yet. But when it comes to how we're setting up, and most importantly the intentionality of how I am setting up my funnels, my top of funnel, you know, when someone comes to my world for the first time. We are being so intentional with what they get access to, with the solution that that piece of product or training or what have you provides. And we are making sure that is so intentional. Just for our ideal client who wants things like they want to be able to refine their messaging, right? Because messaging is my genius. That's what I do best. So it's going to be about messaging refinement and making sure that your messaging is magnetic and aligned to what you specialize in. We're going to have, you know, in our funnel, things that really talk about the offer suite, where we're optimizing your offer suite and your offer flow and we're making sure that your offers actually speak to one another. Like what I'm talking about right now. We're going to make sure that if you do have a freebie, that it's actually made for your premium client and that everything from your freebie to your most signature highest value offer actually flows seamlessly and leads your ideal clients into the next thing. We're going to make sure that there's sales strategies in place to really amplify your efforts, both public facing, but also what's happening behind the scenes in your funnels and your automations and, and in how those speak to each other to really make sure that you're getting the massive impact that you need. And so in order to do that, there has to be intentional steps and intentional phases, if you will, of your client's journey, which I'm actually going to talk more about that in next week's episode about the phases, because that was another piece that I shared with the Mastermind members that kind of blew their mind of, of how I really look at my ideal avatar. But when it comes to this, that's really the journey that takes place and that's really the most important piece to the puzzle. And I knew that had to go through this myself and really witness this experience in this transformation in order to really support my ideal client at the best way. And so that is really the gist of some of this transformation. There's still so much to share and I'm excited to be able to share it with you in the coming weeks. But how we've been able to embody this philosophy, if you will, and after 18 months of doing this and really rooting in, how can we support our premium clients that are having the same issues? Right? Because it's not just the Mastermind leaders that I talk with that are having this issue. It's not Just their clients are having this issue. It's the very women in my community that are having this issue. And so my team and I have been working behind the scenes of how do we support my ideal clients that may be having similar issues when it comes to their messaging, when it comes to their offer positioning, when it comes to their funnels, their automations, their sales strategies and how are we really going to be able to support them in the best way possible. And so we've been looking into 2025 and how to do that and I have decided to actually create a 12 month high level coaching program that helps with just that. It's called Luminary and it's for coaches, service providers and online educators who want to go beyond just scaling the business. Luminary is going to give you the exact steps and strategies that I have used to master the systems, to master automating growth, to master your messaging and to position your personal brand for major leadership and branded opportunities. And so it's going to be giving you each phase that you need to get to that place where you're able to scale. And so today was just one example of the many that I'm going to be able to start helping my premium clients with in 2025. This is not just another grow your sales type of program. This is truly a complete solution for entrepreneurs who want to scale their business, but want to do it strategically, they want to do it intentionally and they want to be able to use their personal brand to really unlock high impact opportunities that are coming. But they know that those high impact opportunities can't unlock until they get this messaging and this offer positioning and this really, this funnel mapping systematized and in place. And so that's what we're going to be doing during our time in Luminary. It gives you access to all of my programs, it gives you access to all of my frameworks, all of my systems, and then it also gives you access to high level one on one coaching and high level group coaching. So this is going to be a really great way to get a full year of support of guidance, to scale your business and to also leverage your personal brand really effectively. So there's going to be again personalized in depth support. There's also going to be opportunities to meet other like minded people, but this is really about getting that real time feedback on your messaging, on your copy, on your offer, positioning, how it all flows together, really making sure that we are supporting you throughout 2025 so you can not just step in to your next iteration. Or phase of your business but really build a brand that attracts high impact opportunities and high impact premium clients. Again, I just feel like this is where the industry is going. The industry is requiring that we show up in our most exceptional form. And I don't think that it's going to take, it's not going to allow us to do anything less than that. And so this is really about focusing on your legacy. That's why I'm calling it Luminary. It's about lighting the path to the next phase of your excellence. And this is about really getting a full year of the time and the support and the roadmap that you need for that high impact expansion. There's going to be a lot of strategic refinement and clarity happening. There's going to be a lot of focus on visibility and sales systems and automation and scaling offer positioning as I mentioned and then there's going to be a big focus on some of those legacy building projects and really positioning you for those high impact opportunities. It's not just me that you get access to, it's my team. We're all in on this. It's going to be a really Fun journey for 2025. And so if you're interested in learning more about that again we're going to get started in January, but there is opportunities now to go ahead and save your seat if this is what you want to do. It's going to be 10,000 for the year. If you want to join us for a year, there is also an opportunity to join for six months as well if you want to tap in for that. So it's either a 6 month or 12 month commitment but it's going to be really exciting and I, I'm really excited to be able to work more longer term with people in a much high level way and really being able to kind of get under the hood of the car. So to spe and to help them with those pieces that I know have been so transformative for my own business over the last year and a half and, and really has kind of led to my 10 years of being in this industry and, and everything that has unfolded, you know, from my journey here. But also importantly, I think really it's about taking that next level and kind of what does that look like and what does that mean? And so I'm really excited to be able to work with my ideal clients on this. I do feel that this is the next phase to support. I think that is why people got so many aha moments and you know, so Many things got unlocked for people when I was speaking in these Mastermind rooms because we are tired with the old way of doing things. We are tired with continuing to fall to follow the rule book, if you will. And things just aren't changing and things aren't moving the needle. And I know without a shadow of a doubt it's 110% because of your messaging and because you keep creating offers for people who are not your ideal client. And you keep, keep trying to force this marketing positioning that just doesn't work anymore. And if I can be a support system and helping you out of that and into what your legacy is really going to be, then I could not be more excited about that. So if you want to learn more about Luminary, all you have to do is just click the link in the show notes. We have not gone public with this yet. And so it's just going to be like a document that gives you all of the information with a link to save your seed. If you know that this is right for you and you want to join us starting in January, we will be. And we're probably going to announce it to, to the public closer to December. But for now it's, it's in a document for my podcast community to review. If you have any questions, just DM me on Instagram or you can email us supportuliesolomon.net put luminary in the subject line and so we know what you're, what you're wanting to root into, and we're happy to help you there. But all the details can be found in the show notes. All right, my friends, I will see you next week to share more about some things that I unlocked in these Mastermind conversations, specifically with the phases of the avatar that's coming next week. All right, friends, I'll see you then, same time, same place.
- [28:01]
Unknown Speaker
As always.
- [28:02]
Julie Solomon
Thank you so much for joining me today and every week here on the Influencer Podcast. If you're wanting to dive deeper into the topics and discussions that we have here, I would encourage you to head over to juliesolomon.net and sign up for my weekly newsletter. It is in our amazing newsletter community.
- [28:21]
That we are able to really support.
- [28:23]
Unknown Speaker
You on a much larger scale.
- [28:25]
Julie Solomon
And I love to do a ton of amazing things that I send inside your inbox every single week. So just head over to juliesolomon.net you'll.
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Unknown Speaker
See a little spot there that you.
- [28:34]
Julie Solomon
Can add your information in and you.
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Unknown Speaker
Will get on the list and start.
- [28:37]
Julie Solomon
Receiving all of that good stuff.