Work Less, Earn More

We all know that video is a powerful tool to grow your brand and using video to effectively grow your sales is a specialty in and of itself, especially if you’re trying to bring in leads with organic video content. Where should you post? How do you know your videos are being shown to people who would be interested in your business? What should your videos be about? If you’re brand new to the idea of selling through a short video post, or if the very thought makes you uncomfortable, it can be tough to know where to start. Kate Hore-Lacy is a master at using video as a tool in your business to make more sales. Like a lot of business owners, Kate had to make a big pivot in her sales strategies when COVID cancelled the live events where she would typically find many of her leads. Thinking outside of her comfort zone and pushing past her resistance to doing video has paid off big in her business and today, she’ll share some of her strategies and tips for success with video as a sales tool. Kate Hore-Lacy is a client attraction strategist and sales and mindset mentor. Values-driven service providers who struggle with sales hire her to claim their impact, get clients, get praised and get paid! She has addressed worldwide audiences through summits, videos and workshops to rave reviews and with over 33,000 followers of her daily videos, has recently been named a LinkedIn sales star. Listen to the full episode to hear:How pivoting to video on a platform with less saturation helped Kate bring in sales when COVID caused her live events to be cancelledEasy strategies for selecting video topicsWhy your video description needs a hook tooHow to catch and keep your audience’s attentionWhy you don’t need to spend a ton of money on equipment to do video, and one relatively inexpensive thing that’s totally worth it Learn more about Kate:KateHoreLacy.comConnect with Kate on LinkedIn Learn more about Gillian: Join Startup Society (promo code: earnmore)Get on the waitlist for VALIDATEProfit Planning ChallengeGet in touch!

Whenever you’re pursuing a goal, at some point you’ll want to give up. Making the distinction between frustration, boredom or distraction and it really being time to move on is hard and it can get emotional.   There are times when you’re frustrated and discouraged and things aren’t working, but you can change course and use a different strategy rather than giving up on the goal altogether.   There are times when you’re bored or unmotivated and a shiny new idea seems like a better path.   And there are times when you’ll realize that, for one reason or another, the goal you’ve been pursuing truly isn’t serving you.   So how do you make an informed, solid decision with all those feelings swirling around?   In the final episode of our series on perseverance, we are going to help you answer that question.   I’m joined again by Startup Success coach Gabe Cox. Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. She helps women use their passions to enhance their productivity and spiritual growth so they can go after their God-given goals.   Listen to the full episode to hear: Why you can be working without doing the work How validating your ideas can help you decide to change course or give up How to tell if you’ve truly lost your passion What to do with roadblocks, detours and other obstacles When it really is just too hard to keep going   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Work Less, Earn More Ep 80: How to Stick with Your Plan Until You Succeed with Gabe Cox Work Less, Earn More Ep 81: Setting Yourself Up For Success From The Start with Gabe Cox Work Less, Earn More Ep 82: Motivating Yourself When You’re Not Motivated with Gabe Cox Work Less, Earn More Ep 83: 5 Things That Will DERAIL You From Achieving Your Goals with Gabe Cox

Far too often, we make the plans, we get started full of enthusiasm and excitement, but before long, we either lose motivation or something else actually gets in our way and we fall off the wagon.   This week, we’re focusing on the things that can derail you.   So often when we are thinking about achieving our goals, we think about tips for planning, for staying on track and staying motivated.   But sometimes things literally get in your way.   And they can be the reason why you don’t achieve your goals. It’s not that you didn’t have a good enough strategy or good enough plans, but maybe you didn’t think about–or didn’t even know about–potential obstacles that could derail you.   I’m joined again by Startup Success coach Gabe Cox. Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. She helps women use their passions to enhance their productivity and spiritual growth so they can go after their God-given goals.   Listen to the full episode to hear: Strategies for tackling fear of criticism and ways to help you remember positive feedback How community and mentorship help you with the unknown and unforeseen obstacles The mindset shifts you need to make around failure The subtle ways fear of success can derail you How the 80/20 rule can help you beat shiny object syndrome How to handle distractions from social media to binge watching   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources:   Work Less, Earn More Ep 80: How to Stick with Your Plan Until You Succeed with Gabe Cox Work Less, Earn More Ep 81: Setting Yourself Up For Success From The Start with Gabe Cox Work Less, Earn More Ep 82: Motivating Yourself When You’re Not Motivated

How do you stay motivated?   Staying motivated is one of the things people think about the most when they think about achieving a goal.   How do you keep going when you’re having an off day or the hard work is taking the shine off your excitement?   Maybe you’ve lost some of the fire you had when you set the goal. Maybe there’s an unforeseen obstacle in your way.   In the third part of our series on perseverance, we're going to be talking about how to stay motivated.   People ask me about staying motivated all the time. But it’s more complicated than simple hacks. They're not going to be enough to have perseverance and to get the results, but motivation is an important piece of the puzzle.   I’m joined again by Startup Success coach Gabe Cox. Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. Gabe is a powerhouse woman and someone who has really become an expert on persevering through and achieving your goals.   Listen to the full episode to hear: Ways to keep your “why” visually in front of you to help you keep going Why you should ask yourself if “not feeling it” is a warranted feeling How to effectively use rewards for hitting milestones, large or small Why having an accountability partner can be about more than hitting deadlines   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Work Less, Earn More Ep 80: How to Stick with Your Plan Until You Succeed with Gabe Cox Work Less, Earn More Ep 81: Setting Yourself Up For Success From The Start with Gabe Cox YouTube: the SCIENCE of Manifestation and the Law of Attraction One Small Step Can Change Your Life: The Kaizen Way, Robert Maurer

You know what your goal is. You know it will take perseverance to get there. Now what?   What strategies can you put in place for when you want to give up? What small wins can you put in your path?   Today we’re going to talk about how to set yourself up for success from the start.   We’ll share strategies to put into place before you even get into the work of the tasks that will lead you to your goal.   When you’re inspired and excited about your goal and in the planning phases is the perfect time to  put these strategies into play, before you get bogged down in the day to day and long before you wonder if you should quit.   I’m joined again by Startup Success coach Gabe Cox. Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. She has so much to share with us on the topic of perseverance.   Listen to the full episode to hear: How to find the why that will keep you going through the last six miles of your marathon Why you need to have a long-term vision, but give yourself smaller goals with more predictable outcomes along the way How to use your vision to craft and support your short-term projects Why smaller goals can help you course correct faster when things aren’t going as planned How to write an action plan that works for you   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Work Less, Earn More Ep 80: How to Persevere and Stick with Your Plans Until You're Successful with Gabe Cox Work Less, Earn More Ep 57: A 7-Figure Course Business...And the Surprising Strategy that Built It with Chandler Bolt

We all know how volatile the economy has been in the last year or so. And it might get much worse before it gets better.   With so much unpredictability, it can be easy to blame our circumstances when we don’t succeed.   But one thing that I know for sure is that we are not victims of our circumstances. I firmly believe that we develop our character, expand our capacity and learn invaluable lessons by working through challenges rather than letting them stop us.   Your business will inevitably encounter a crisis at some point, whether it’s a major market shift, a global pandemic or a personal crisis with your health or family.   Today I'm looking forward to talking to John Meese about what he's discovered about what it takes to build a thriving business in any economy.   John is an economist-turned-entrepreneur on a personal mission to eradicate generational poverty by helping entrepreneurs create thriving businesses which is why he wrote Survive and Thrive: How to Build a Profitable Business in Any Economy (Including This One).   John is CEO of Cowork.Inc, Co-founder of Notable, and host of the Thrive School podcast.   Listen to the full episode to hear: How the economy moves in cycles of stability and crisis, so you can look to the horizon Why having a thriving business is more than just being profitable Why you need to focus on the real people and the real problems you solve for them, not your ideal client avatar Five growth models for your business, and why you only need to focus on one of them The three core products your business needs   Learn more about John: JohnMeese.com Survive and Thrive: How to Build a Profitable Business in Any Economy (Including This One) Connect with John on LinkedIn Thrive School Podcast   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Survive and Thrive Playbook Ray Edwards’ OPEN Buyer Awareness Scale

Results take time.   We know that it takes perseverance to see our ideas and plans through. But when success still seems far off in the distance, or a newer, shinier idea pops into your head, what do you do?   And how do you know when it really is time to throw in the towel?   It’s rare that success happens on day one. Or even on day 50. By day 100 you might be seeing some real progress, but even then you probably won’t have made it to the finish line.   So, what to do when new ideas come? Is the new idea really better or is it a distraction from the hard parts in between the idea and the finish line?   Deciding when to stick it out and when it’s time to move on are questions of perseverance, commitment, and discernment. And it’s exactly what Startup Success coach Gabe Cox specializes in.   Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. And she knows a thing or two about seeing plans through to completion.   Listen to the full episode to hear: Two types of goals and the challenges they present to perseverance The benefits of perseverance, not just to your business but to your life and personal growth How perseverance and discipline are recurring choices, not immutable traits How knowing your “why” on a deep level helps you stay the course How to get honest with yourself about the real consequences of not persevering   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian:   Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!

Webinars are an incredible sales tool.   They let you build relationships with your audience and convert lots of sales in a way that is still aligned with you and your values. It doesn’t have to be sleazy or salesy to work.   But you knew all that from last week’s episode. Or if you didn’t, definitely go check that out.   Now that we know how effective webinars can be and the basics of setting up your first or next webinar, we’re going to talk about webinar content.   What exactly should you say in your webinars? What should you teach?   How can you organize the information that you're teaching?   And most importantly, how can you wrap your webinar up with an effective sales pitch that will actually convert a large percentage of your attendees into buyers?   Plus, we’ll cover some tips so you can avoid common beginners’ mistakes and start seeing success from your very first webinar, from how long it should be and how many slides you should have to the importance of rehearsing your presentation and whether or not you should have your camera on.   Listen to the full episode to hear: The four main components of your webinar structure, plus three elements you can add on How to walk your audience through your process or product in a way that builds trust and leaves them wanting more Six components for a successful sales pitch Why your webinar should promise a result that is in alignment with your full offer Why you need to be clear on your goal for your webinar, and four goals you can use webinars to achieve   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!

Webinars consistently convert at a rate of 10 times the rate of email.   What is it that makes them such a powerful sales tool?   You’ve probably been to at least a few yourself, especially in this age of busy-ness and occasional quarantine.   They can be amazing–full of awesome, helpful, free training! Or in the wrong hands, they can be terrible, super-sleazy sales pitches. Maybe you’ve seen some from both ends of that spectrum.   Some business owners have even decided they want nothing to do with them because they’ve been tainted by sleaze.   But there’s no reason to throw the baby out with the bathwater. Just because some people misuse webinars and do them badly doesn’t mean that webinars themselves are corrupt. And they are still incredibly effective sales tools.   Done well, a webinar should be a positive experience for you and your audience. You can share a lot of value and strengthen your relationship with them. When you do get to the sales pitch, it’s a logical and welcome next step for your viewers because they want more of what you’re offering.   In other words, you want to knock their socks off with your free content so that they’re eager to pay you for more!   With the right balance of information, relationship-building and a taste of the paid product–no sleaze!–you can harness webinars to grow your business.   Listen to the full episode to hear: Three key reasons why webinars work Questions to help you clarify your offer so you get the right people in your webinar Six steps to take your webinar from zero to follow-up emails Why you should focus on building your list ahead of a webinar instead of relying on ads   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Canva

  As entrepreneurs, we’re in the business of creating value and trading it with others.   Which is to say, the main business of running a business is selling products. That’s how you engage in trade, serve your customers, and earn a livelihood..   But the business of trading–that is, selling–can seem like a mystery. What should we sell? How can we market our products? And at the end of the day, how can we convince people to buy them?   It turns out that making sales is much less about “convincing people to buy” and much more about explaining the benefits of your product and finding a mutually agreeable price. You have to find the point at which the price is equal to, or less than, the customer’s perceived value of the product.   It’s an equation that takes the mystery out of the process, and makes it much less emotionally charged.   So how do you apply it to your business?   This month on the podcast, we’re looking at four different aspects of launching products online, one of the most common ways digital entrepreneurs, like you, sell their goods to the public.   In today’s episode, we’ll be discussing launch math, the science of calculating the potential results of your launch long before you ever run your first ad, send your first email, or even, possibly, create your product.   Listen to the full episode to hear: How launch math helps you set realistic expectations and can even save you from making a major investment of time or money on a product that you haven’t validated How to use launch math to create realistic goals for your launch, separate from expectations The variables you’ll need to know for each launch Conversion coefficients and where those numbers come from   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   The math:   Conversion coefficients: Email sales conversion: 0.1% - 2% (average: 0.5%) Free offers typically convert at 2-10X these rates Webinar showup rate: 30% Webinar conversion: 1% - 20% (average: 5%) Direct sales: 10% - 50%If you’re launching to <1,000 people, then prioritize direct selling over mass-selling tactics.   Equations: [launch list] x 0.02 = webinar registrants [webinar registrants] x 0.30 = webinar attendees   [launch list] x 0.005 = email sales [webinar attendees] x 0.05 = webinar sales [personally engaged leads] x 0.20 = direct sales   [sales] x price = total revenue   [sales] x cost = total cost   [total revenue] - [total costs] = net profits