Full Transcript for Episode 120 - Why Your Visibility Isn't Turning Into Clients

00:03:53.039 Not going viral, oh, for the love. 00:03:53.280 --> 00:03:54.800 No, not virality. 00:03:55.039 --> 00:03:57.919 And not being online all day, thank goodness. 00:03:58.159 --> 00:04:01.520 It's putting you in front of the right people who actually need what you do. 00:04:01.759 --> 00:04:03.919 So visibility creates the awareness. 00:04:04.080 --> 00:04:06.240 It gets you onto somebody's radar. 00:04:06.400 --> 00:04:11.439 They discover you, they think, oh, I like her, or they think, oh, that's interesting. 00:04:11.680 --> 00:04:13.919 Or maybe they think, oh, I need that. 00:04:14.080 --> 00:04:15.599 I've been struggling with that. 00:04:15.840 --> 00:04:17.519 I want to hear more from her. 00:04:17.920 --> 00:04:21.199 But visibility alone doesn't give somebody a reason to take the next step. 00:04:21.360 --> 00:04:31.040 And I think this is where a lot of entrepreneurs get frustrated because we're told, create great content, be consistent, get visible, grow your audience. 00:04:31.279 --> 00:04:37.439 And the implication is that if enough people see us, eventually some percentage of those people will magically become clients. 00:04:37.839 --> 00:04:42.639 Sometimes that happens, but that's not a strategy I want to build my business around. 00:04:42.800 --> 00:04:47.920 I don't want to sit at my kitchen table posting content and hoping somebody eventually raises their hand. 00:04:48.160 --> 00:04:54.319 I want to know once somebody finds me, how am I helping them move closer to actually becoming a client? 00:04:55.199 --> 00:04:57.199 Here's the distinction I want you to hear. 00:04:57.360 --> 00:04:59.199 Being seen is passive. 00:04:59.600 --> 00:05:01.600 Somebody scrolls past your post. 00:05:01.839 --> 00:05:03.519 They hear you on a podcast. 00:05:03.759 --> 00:05:05.839 They see your name in a Facebook group. 00:05:06.079 --> 00:05:08.480 They sit in a breakout room with you at networking. 00:05:08.720 --> 00:05:10.399 Maybe they hear you on a summit. 00:05:10.639 --> 00:05:12.160 So they saw you, they heard you. 00:05:12.480 --> 00:05:13.120 Great. 00:05:13.759 --> 00:05:16.319 But being chosen requires more. 00:05:16.480 --> 00:05:21.279 And I don't mean somebody sees one Instagram post and immediately whips out a credit card and hires you. 00:05:21.519 --> 00:05:23.199 That rarely happens. 00:05:23.439 --> 00:05:24.800 That would be super cool. 00:05:25.120 --> 00:05:26.800 That's not what we're talking about. 00:05:27.040 --> 00:05:30.240 Being chosen starts much earlier than the sale. 00:05:30.480 --> 00:05:31.920 They choose to follow you. 00:05:32.079 --> 00:05:33.439 They choose to click on your profile. 00:05:33.519 --> 00:05:35.759 They choose to download something and join your list. 00:05:35.920 --> 00:05:38.079 They choose to reply to your email. 00:05:38.240 --> 00:05:40.480 They choose to answer your DM. 00:05:40.800 --> 00:05:43.040 They choose to come to your free training. 00:05:43.279 --> 00:05:46.319 Those are all tiny decisions to move closer to you. 00:05:46.639 --> 00:05:49.600 Because people don't generally go from who is Tracy? 00:05:49.920 --> 00:05:51.680 to here's my credit card. 00:05:51.920 --> 00:05:54.160 There's usually some stuff in the middle. 00:05:54.319 --> 00:05:56.319 And the middle matters a lot. 00:05:56.560 --> 00:05:57.920 So let's make this practical. 00:05:58.079 --> 00:06:00.639 You go to a virtual networking event and you meet 10 new people. 00:06:00.879 --> 00:06:01.439 Awesome. 00:06:01.680 --> 00:06:02.399 Now what? 00:06:02.879 --> 00:06:04.000 You speak on a summit. 00:06:04.160 --> 00:06:06.000 200 people hear your presentation. 00:06:06.240 --> 00:06:06.959 Awesome. 00:06:07.439 --> 00:06:08.160 Now what? 00:06:08.720 --> 00:06:11.759 Somebody finds your Instagram post and clicks on your profile. 00:06:12.240 --> 00:06:12.800 Awesome. 00:06:13.439 --> 00:06:14.079 Now what? 00:06:14.639 --> 00:06:16.240 Somebody downloads your freebie. 00:06:16.480 --> 00:06:17.040 Fantastic. 00:06:17.279 --> 00:06:18.560 You grew your email list. 00:06:19.199 --> 00:06:19.920 Now what? 00:06:20.399 --> 00:06:22.000 Somebody joins your free group. 00:06:22.480 --> 00:06:23.120 Perfect. 00:06:23.600 --> 00:06:24.399 Now what? 00:06:24.959 --> 00:06:26.959 Somebody replies to one of your emails. 00:06:27.360 --> 00:06:28.720 Yes, I love that. 00:06:29.439 --> 00:06:31.759 Love it when you reply to my emails, by the way. 00:06:31.920 --> 00:06:32.879 Hint hint. 00:06:33.759 --> 00:06:34.639 Now what? 00:06:34.959 --> 00:06:41.439 And I know I have just said now what about 15 times, but it's because I want you to start hearing that in your head. 00:06:41.600 --> 00:06:44.720 I want you to start hearing my voice, saying, now what? 00:06:44.959 --> 00:06:49.360 I want you to start asking that question of yourself over and over again in your business. 00:06:49.600 --> 00:06:50.319 Now what? 00:06:50.639 --> 00:06:52.240 Write it on a sticky note. 00:06:52.560 --> 00:07:03.040 Because I see entrepreneurs putting enormous amounts of time and energy into getting discovered and almost no intentional thought into what happens after discovery. 00:07:03.519 --> 00:07:08.800 Then when the business results and the income aren't there, they assume, oh, I just need more people. 00:07:09.040 --> 00:07:11.680 Well, maybe, but maybe you don't. 00:07:12.000 --> 00:07:15.519 Maybe you need to do a better job with the people who are already raising their hands. 00:07:15.680 --> 00:07:21.439 And very often the thing that moves someone from simply seeing you to actually moving closer is a conversation. 00:07:21.839 --> 00:07:31.199 Did you know that the clients I worked with this past summer in my one-to-one group coaching all made money because they got into conversations with people who were already in their world? 00:07:31.439 --> 00:07:36.240 Yeah, it was pretty cool to help them work through that and gain those new clients. 00:07:36.639 -->

00:07:38.720 We're going to talk a lot more about that next week. 00:07:38.800 --> 00:07:40.399 So I want you to stay tuned. 00:07:40.639 --> 00:07:44.240 And this is why I really want you diagnosing the right problem. 00:07:44.879 --> 00:07:50.800 Because imagine you're getting 100 new people a month finding you through all the different visibility strategies you're using. 00:07:51.600 --> 00:07:55.040 But when they find you, there isn't a clear way for them to move closer. 00:07:55.279 --> 00:07:57.600 So you decide, I need more visibility. 00:07:57.839 --> 00:08:03.120 Well, now you get 200 people finding you, but you haven't fixed what happens after they find you. 00:08:03.360 --> 00:08:04.639 So congratulations. 00:08:04.720 --> 00:08:08.959 You've literally just doubled the number of people reaching the same dead end. 00:08:09.360 --> 00:08:11.920 This happened with one of my one-to-one clients this summer. 00:08:12.079 --> 00:08:15.759 She was running paid ads to fill up her list and also her free Facebook group. 00:08:15.920 --> 00:08:17.839 And listen, the ads were doing their job. 00:08:18.000 --> 00:08:19.600 The ads were converting. 00:08:19.839 --> 00:08:23.839 But here's the thing: she wasn't doing anything with the people coming in. 00:08:24.079 --> 00:08:26.319 She was just collecting more people. 00:08:27.040 --> 00:08:34.480 So I suggested that she turn the ads off for now, and primarily because she really didn't have that money in her budget to be spending anyway. 00:08:34.720 --> 00:08:39.440 And we were going to focus on the subscribers on her list and the awesome people joining her free Facebook group. 00:08:39.519 --> 00:08:43.600 And we were going to focus on converting them, making her money. 00:08:43.840 --> 00:08:52.240 And then when we run out of the warm people or we get close to, we can turn the ads faucet back on and work on filling back up the list in the group. 00:08:52.559 --> 00:08:56.320 That's why I keep saying more visibility doesn't fix the gap. 00:08:56.480 --> 00:08:58.639 It just sends more people into the gap. 00:08:58.799 --> 00:09:01.200 And she had an awful lot of people in her gaps. 00:09:01.440 --> 00:09:08.720 And this is also why I don't want you automatically creating more things, more posts, more content, freebies stuff. 00:09:09.039 --> 00:09:11.919 I want you to first figure out where is the actual gap. 00:09:12.159 --> 00:09:14.879 Because maybe visibility is the problem. 00:09:15.039 --> 00:09:17.200 Maybe not enough people new people are discovering you. 00:09:17.279 --> 00:09:18.799 That's absolutely possible. 00:09:19.039 --> 00:09:23.840 But if people are discovering you and there's nothing happening after that, we need to work on something else. 00:09:24.159 --> 00:09:25.919 So how do you know which problem you have? 00:09:26.080 --> 00:09:28.240 Well, here's a few things I want you to notice. 00:09:28.399 --> 00:09:31.600 Are people engaging with your content, but your list isn't really growing? 00:09:31.840 --> 00:09:34.320 Do people tell you, oh my gosh, I love your content. 00:09:34.480 --> 00:09:35.919 I've been following you forever. 00:09:36.159 --> 00:09:38.879 I listen to your podcast all the time and it's amazing. 00:09:39.200 --> 00:09:41.039 But they're not moving closer? 00:09:41.279 --> 00:09:47.440 Are you going to networking events, meeting great people and having great conversations, and then everybody goes home and nothing happens? 00:09:47.679 --> 00:09:54.240 Are you doing collaborations, podcast interviews, summit speaking, but you don't really have a next step for the people who discover you there? 00:09:54.480 --> 00:09:57.840 Are people downloading your freebie, but then you never hear from them again? 00:09:58.159 --> 00:10:04.720 And are people joining your free community, but you're waiting for them to start a conversation with you? 00:10:05.360 --> 00:10:06.559 Those are clues. 00:10:06.720 --> 00:10:09.759 They tell us the visibility might actually be working. 00:10:10.000 --> 00:10:12.320 The problem may be what you're doing with it. 00:10:12.480 --> 00:10:16.879 And I think that's really good news because you may be closer than you think. 00:10:17.120 --> 00:10:19.120 You may not need another batch of followers. 00:10:19.279 --> 00:10:23.360 You may not need to double your email list before you can generate leads and get clients. 00:10:23.600 --> 00:10:25.120 You may not need another platform. 00:10:25.279 --> 00:10:26.159 Hallelujah. 00:10:26.720 --> 00:10:33.840 You may not need to become super much more intentional about what happens after somebody finds you. 00:10:34.080 --> 00:10:35.919 Here's what I want you to do this week. 00:10:36.080 --> 00:10:38.960 And please do not turn this into a giant project. 00:10:39.200 --> 00:10:40.559 You don't need a spreadsheet. 00:10:40.639 --> 00:10:42.879 I know, I see you, you spreadsheet lovers. 00:10:43.039 --> 00:10:44.000 You don't need a new app. 00:10:44.080 --> 00:10:46.879 I know you tech people love to create a new app. 00:10:47.200 --> 00:10:51.919 For the love, please do not go into the go into Canva and start making this pretty. 00:10:52.480 --> 00:10:54.559 Grab a piece of paper and a pencil. 00:10:54.799 --> 00:10:56.080 Yep, you heard me right. 00:10:56.320 --> 00:10:59.120 Pad a paper, pencil, we're going old school. 00:10:59.360 --> 00:11:03.440 Pick two or three places where people are most likely finding you right now. 00:11:03.759 --> 00:11:06.320 And then answer these questions, these three questions. 00:11:06.480 --> 00:11:09.039 Number one question, where are people finding me? 00:11:09.759 --> 00:11:10.879 Is it networking? 00:11:11.039 --> 00:11:16.720 Instagram, Facebook, podcast, somebody else's podcast, referrals, your Facebook group. 00:11:17.919 --> 00:11:21.679 Then because I want you to notice where are the humans coming from? 00:11:22.799 --> 00:11:26.799 Then question number two, what am I inviting them to next?

00:11:27.440 --> 00:11:29.200 Not what am I teaching them? 00:11:29.519 --> 00:11:31.120 Not what am I posting? 00:11:31.279 --> 00:11:32.799 Not what am I giving them? 00:11:33.039 --> 00:11:35.120 What are you actually inviting them to do? 00:11:35.279 --> 00:11:36.720 Is there a clear next step? 00:11:37.360 --> 00:11:39.519 Question three, what happens after they do it? 00:11:39.679 --> 00:11:41.600 And this is the one I really want you to think about. 00:11:41.840 --> 00:11:43.279 They downloaded the freebie. 00:11:43.919 --> 00:11:45.279 Okay, cool, then what? 00:11:45.840 --> 00:11:48.879 They join your group, awesome, then what? 00:11:49.120 --> 00:11:51.840 They follow you, okay, cool, then what? 00:11:52.159 --> 00:11:55.360 They replied to an email, then what? 00:11:55.600 --> 00:11:57.519 Your answer better be I replied back. 00:11:57.679 --> 00:12:00.399 They meet you at networking, then what? 00:12:00.559 --> 00:12:03.360 And if you can't answer those questions clearly, don't panic. 00:12:03.519 --> 00:12:08.720 But don't solve it by automatically deciding that you need more visibility because you may be fixing the wrong problem. 00:12:08.879 --> 00:12:18.639 And this is exactly the kind of work we do inside my eight-week group coaching program called Business Visibility Made Easy, helping you actually get clients, not just get visible. 00:12:18.879 --> 00:12:23.360 Yes, I help you get it get visible because that's a foundational piece. 00:12:23.440 --> 00:12:26.159 If nobody knows you exist, we've got a problem. 00:12:26.639 --> 00:12:28.799 But getting visible is only half the job. 00:12:28.960 --> 00:12:31.440 I don't want more people simply finding you. 00:12:31.759 --> 00:12:33.519 I want the right people finding you. 00:12:33.679 --> 00:12:43.120 And then I want those people to have a clear way to move closer to you because that's how organic visibility eventually becomes email subscribers, conversations, opportunities, and clients. 00:12:43.279 --> 00:12:48.399 And if you're listening to this thinking, okay, Tracy, this is exactly where I'm getting stuck. 00:12:48.639 --> 00:12:53.519 Then I want you to get yourself into business visibility made easy by joining the wait list. 00:12:53.840 --> 00:12:56.240 The next round is opening up very soon. 00:12:56.320 --> 00:13:06.320 And being on the wait list is going to matter because waitlisters receive the first opportunity to purchase starting next week and receive the best bonuses I offer all year. 00:13:06.480 --> 00:13:08.399 I'll be sharing more about that very soon. 00:13:08.559 --> 00:13:14.320 But for now, get your name on the wait list, tracybeavers.biz forward slash VIP wait list. 00:13:14.639 --> 00:13:19.519 And next week here on the podcast, I'm going to take you deeper into what happens after the visibility. 00:13:19.679 --> 00:13:31.120 We're going to talk about why relationship marketing matters so much right now, why conversations have become such an important part of getting clients organically, and how all of these pieces actually connect. 00:13:31.360 --> 00:13:36.559 I've also got a free live masterclass coming in September, and I'll have all the details for you very soon. 00:13:36.879 --> 00:13:40.639 For now, remember your three question audit. 00:13:40.960 --> 00:13:42.639 Where are people finding me? 00:13:42.960 --> 00:13:44.960 What am I inviting them to next? 00:13:45.200 --> 00:13:46.799 What happens after they do it? 00:13:47.039 --> 00:13:50.799 And remember, being seen isn't the same as being chosen. 00:13:50.960 --> 00:13:56.799 Your job isn't just to get more people to see you, it's to give them a way to move closer. 00:13:56.960 --> 00:14:00.639 Because you don't need to spend your entire day online creating more and more marketing. 00:14:00.799 --> 00:14:05.279 You need the organic visibility you're already creating to actually lead somewhere. 00:14:05.600 --> 00:14:07.679 My friends, you hear me say this every single week. 00:14:07.840 --> 00:14:08.720 Don't go it alone. 00:14:08.879 --> 00:14:11.360 So being an entrepreneur is freaking hard. 00:14:11.519 --> 00:14:16.960 Some days everybody wants to buy what you're selling, and other days you feel like nobody can even remember your name. 00:14:17.120 --> 00:14:19.279 And if you feel that way right now, you're not alone. 00:14:19.440 --> 00:14:23.919 Get into a community of support and surround yourself with other people that are doing what you're doing. 00:14:24.080 --> 00:14:26.320 I want you to have a great balance of the week and weekend. 00:14:26.399 --> 00:14:29.200 And I want you to remember when one of us rises, we all rise. 00:14:29.279 --> 00:14:32.080 So that is why we have got to keep cheering each other on. 00:14:33.519 --> 00:14:36.799 Hey, thanks for tuning in to create your online business success. 00:14:37.200 --> 00:14:41.440 I hope you found today's episode packed with actionable tips and inspiration. 00:14:41.600 --> 00:14:52.559 And listen, if you want to dive even deeper with me and connect with a community of like-minded entrepreneurs that totally get you and understand what you're building, then join us in my free Facebook group. 00:14:52.799 --> 00:15:00.320 You get to promote your offers anytime, network with other entrepreneurs just like you, and possibly find some lucrative collaboration. 00:15:00.639 --> 00:15:06.879 Just search for be a confident entrepreneur, get visible, grow your email list and your income over in Facebook. 00:15:07.039 --> 00:15:10.320 Or, if it's easier, just click the link in the show notes. 00:15:10.480 --> 00:15:12.399 We cannot wait to welcome you in. 00:15:12.559 --> 00:15:18.000 Let's stay connected so we can create your online business success together.