“an investment in knowledge pays the best interest.”...online presence to match that — and i...

“An investment in knowledge pays the best interest.”

— Benjamin Franklin

© Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com © Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com2 3© Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com © Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com2 3

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COMMANDMENT #2: Offer Your Gifts

to the RIGHT customers.

Only offer your services to those who want what you have.

© Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com © Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com2 3

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Unstoppable Entrepreneurs Academy


CLASS OUTLINE:

• Reminders + Definitions

• Claiming your Expertise + Uniqueness

• Finding IDEAL Clients

• Exploring your Niche

• Identifying the Transformation

• Writing your “What Do You Do?” Statement

• Crafting Your Avatar

• Homework


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Unstoppable Entrepreneurs AcademyREMINDERS:

• People tend to quit RIGHT before the biggest breakthroughs happen.

• Be patient with the process: each step leads to the next.

• It can take time to find your “right” target market -- trust your unfolding.

• If you speak in lofty or “vague” languaging, you’ll likely stay broke.

• If you try to help everybody, you will unfortunately end up helping very few.

• People are savvier now - use CLEAR language over “cleverness”, fluff or B.S.

• Learning to marketing to your ideal client is not slimy, or “selling out” — it is service in it’s highest form.

• Most smart women throw a tantrum over picking a target market - be gentle and give yourself time to breath into today’s ideas!

• It’s easy to lose momentum — just know if you’re every having days when you want to quit, it’s just your brain rebelling to all the new stimulus. • It’s also easy to misinterpret ideas — if you have questions, please speak up!

DEFINITIONS: • Target Market / Niche / Ideal Client =

A group or type of person you will serve by solving a specific problem.

• Pitch / Elevator Speech / “What Do You Do?” Statement =

The problem and/or solution that you provide to a specific market.


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Unstoppable Entrepreneurs AcademyIdeal Clients...

DON’T:

oSpeak to you or your assistants rudely.

oHaggle over your prices.

oTry to change your program structures.

oRequire a lot of your extra time, attention or hand-holding.

oWhine, complain, nag or blame others for their circumstances.

oShow up late or miss appointments.

DO: oActively want, and seek, your type of services.

oWhat you suggest and take action.

oSee you as the expert that you are.

oGladly pay you what you’re worth.

oHave a great, positive attitude and are motivated to succeed.

oValue your time, gifts, skills and services.

oAre people you LOOOOOOVE to work with!

Notes:

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Unstoppable Entrepreneurs AcademyNon-Negotiables List

What you DON’T want: What you DO want:

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Circle 3 items from the 2 lists above that are the MOST important to you at this stage of your business. Then be on the lookout for signs of these traits in potential clients.

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Unstoppable Entrepreneurs AcademyRising to “Expert” Status

Why you need it: o Experts have little, if any, competition.

o Experts get paid higher salaries that those who are generalists.

o It’s easier to locate your peeps the more specific your focus.

o It’s much easier to talk about what you do.

o You will only need to know ways to help your niche market.

o The more money you make, the bigger your empire can grow —

and the bigger difference you will make in the world!


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Unstoppable Entrepreneurs Academy“Expert” Examples

Examples:

Generalists: Specialists:Family doctor Neurologist specializing in glioblastomas

Business coach Business coach for chiropractors in large cities making 6+ figures

Jewelry designer Jewelry designer helping public speakers stand out + get more exposure

Photo organizer Photo Expert who creates personalized 1-of-a-kind photo books

for weddings, engagements and anniversaries.

Lamaze Coach Birthing Specialist helping women give birth + raise extraordinary children

Feng Shui Consultant Spatial Expert for busy moms in their 30’s and 40’s who want more

balance, peace and calm in their household

Personal Organizer Organizational Specialist for Extraordinary Female Work-At-Home

Entrepreneurs who are ready to break the 6-figure mark

Life Coach A Maturity Mentor who works with women in their 50’s + 60’s who are

retired or getting ready to retire from phase 1 of their life and

are ready for a fabulous phase 2!

Business Mentor Intuitive Business Mentor for women who are on a mission to change

the world AND make an awesome living doing what they love!

Internet Marketer Irresistible Branding Specialist working with bold women in their 30’s who

want to cross the 6-figure (or multi-6 figure) mark in their business


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Unstoppable Entrepreneurs AcademyClaiming Your “Expert” Status

oWho do your clients tend to be already (or if you’re not working with clients yet, who would

you most loooove to work with)?

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oWhat big/unique struggles have you faced in your lifetime?

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oWhat is your family background? Is there anything unique or unusual about them?

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oWhat is your job history? What special skills has life brought your way?

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oWhat groups of people, topics or issues are you SUPER-PASSIONATE about?

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Unstoppable Entrepreneurs AcademyExpert Status (Cont.)

oWhat natural talents do you possess? What comes easily to you?

What do people compliment you on most?

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oHow would you describe yourself, today? (Often your clients will be carbon copies of you)

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oWhat type of work with clients makes you the absolute happiest?

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oWhat kinds of people get the best results when working with you? Describe them:

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oWhat are you noticing? Does anything stand out?

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Unstoppable Entrepreneurs AcademyHow You’re Unique

From the previous 2 pages, what stands out?

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These will likely be information that will be useful for designing your programs, and speaking about what you do.

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Unstoppable Entrepreneurs AcademyGroups to Explore

Who would be fun to work with?( Who do you work with already? )

( What type of person are YOU? )

( What groups have similar experiences? )

( Who would you enjoy working with most? )

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Check off 1 – 3 possible target markets above, and test them over the next 3+ months.

Notes:

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Unstoppable Entrepreneurs AcademyExploring Your Options

Which group rocks your world:

oWhich group is more profitable?

oWhich group is more fun?

oWhich group gets the best results?

oWhich group lets you do your favorite work?

oWhich group is more motivated?

oWhich group takes the most action?

oWhich group refers you to others the most?Notes:

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Unstoppable Entrepreneurs AcademyTransformation You Provide

What results to your clients get (or would you like them to get)?

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How do you work with clients? What do you do for/with them?What do you do with them that’s special or unique?

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Unstoppable Entrepreneurs Academy“What Do You Do?” Statement

Guidelines:

o Should be short + clear, using the every-day words of your ideal client.

o Should state WHO you work with as specifically as possible.

o Should state the problem you solve and/or the results you provide.

o The results should be specific to a client’s burning problems — not vague, philisophical, lofty or woo-woo.

o Is all about your ideal client, NOT about you.

o Should never start with “I am a _______________....”

o Should evoke a big response in people - not a glazed look!

o Should have folks saying: “I need THAT!” or “I know someone who needs you!”


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Unstoppable Entrepreneurs Academy“What Do You Do?” Samples

Examples:I help young, busy professional women lose weight permanently — and feel FABULOUS about their bodies!

I help female entrepreneurs, healers and coaches dramatically increase their energy and mental focus so they get twice as much done in 1/2 the amount of time. (Health Coach)

I teach pregnant women how to have the easiest, healthiest pregnancy possible, so that the baby is set up for success right from the beginning, and has an immune system 10x stronger than most all other children.

I work with women in their 50’s and up who are depressed + wondering if their best years are behind them, and I show them how to reclaim that “spark” so they have more fun than they did in their 20’s, 30’s + 40’s... COMBINED!

I work with busy professional moms who’ve tried everything to lose weight -- and I help them get back into their skinny jeans -- without feeling deprived or taking up a lot of time.

I help healers, coaches and public speakers stand out from the crowd and get noticed. (Jewelry designer)

I help busy professional moms create a home environment that brings peace and balance to the family, so Mom stays more focused, more organized, and get smore done in way less time.

I help work-from-home female entrepreneurs create easy organizational procedures so they end up getting 2x more done in half the amount of time... and end up making way more money and taking more time off.

I’m the 1-stop-shop for right brained service professionals who are totally intimidated by the word “marketing”. I teach them marketing essentials in a really easy, FUN way, so they start making more money... And I also take care of all their nuts-n-bolts “techie” backend magic so they don’t have to stress about a thing!!!!!

I help female entrepreneurs who have HUGE visions but don’t quite have the branding and online presence to match that — and I help them create a totally-irresistible online image that has clients literally flocking to them, and helps them step into the 6 and multi-6 figure levels with their business.


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X. List 1 type of person (or group) I currently work with, or want to work with:

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Y. This group’s Middle-of-the-Night Problems: ______________________________________

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Z. The Transformation they Desire: ___________________________________________________

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Are they actively seeking our services like yours?: ____________________

How invested are they to solve their problems? (1-100): ____________________

Do they have the resources +/or willingness to pay your fees? ____________________

“What Do You Do?” Statement: I help X who Y to Z. (or) I help X to Z.__________________________________________________________________________________________

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They want to have a booked-solid practice.They want to get comfortable with stepping outside their comfort zone. They want to feel fearless about public speaking, networking and talking to others.They want to make a 6-figure income doing what they love.They want to trust that they’re on the right path, no matter what anyone else thinks.They want to understand the nuts + bolts of running a successful business. They want to know in their bones that they’re good enough + their talents are valuable.

Smart, driven female coaches and healers (who want to change the world)

I’m afraid I’m not good enough. I’m afraid to put myself out there, because I might be humiliated, and fail big time. I hate networking + public speaking because I won’t know what to say or will sound stupid. I’m afraid to charge more for my services because people will think I’m a snob. It’s hard to stay optimistic because my husband and best friends think I’m crazy. I know NOTHING about business, and have 0 clue where to even begin!I’m scared to put myself out there to find clients and take risks.

Yes.98

Yes.

I help female coaches and healers who are struggling to find enough clients, or to make enough money, to build a booked-solid 6-figure practice doing what they love....or.... I work with female coaches + healers who are on BIG missions, but who are afraid to really put themselves out there — and I teach them become totally fearless around networking, public speaking + sales conversations so they can easily grow their businesses to the 6-figure mark and beyond.


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Unstoppable Entrepreneurs AcademyHoity-Toity vs. “Human”

INSIDE VOICEYour Big Mission:

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Unstoppable Entrepreneurs AcademyMIDDLE OF THE NIGHT PROBS

MIDDLE OF THE NIGHT PROBLEMS: o I need more money.

o I need a new career I love.

o I need to find a partner.

o I need my kids to do well in school.

o I need to fix my marriage.

o I need to rid my body of pain.

o I need to lose weight.

o I need to heal my disease.

o I need to find important paperwork.

STRONG + TANGIBLE:

o I help women who hate their current jobs find a meaningful and lucrative new career.

o I help female healers, coaches and purpose-driven service professionals make an awesome living doing what they love.

o I help couples who’ve grown apart learn to communicate and connect, so they feel that spark again!

o I help busy professional women 25-35 lose weight without dieting, extreme exercise or deprivation.

o I create personalized, 1-of-a-kind memory books that help forever capture life’s most precious occasions.

o I teach stressed-out professional moms how to design an environment that inspires balance, focus + calm.

o I help spiritually-sensitive women learn to stand strong, be bold and strut their stuff in any situation!

o I help profess’l women achieve greater success by dramatically increasing their energy, focus + productivity.

o I show women over 50 how to be like fine wine — and get better and better with age.

o I help busy work-at-home entrepreneurs create streamlined offices and systems that save time + money.

o I teach people with drug addiction how to stop, permanently – even if they’ve tried everything else + failed.

WEAK + VAGUE:

o I help women find more balance.

o I help people to connect to their Soul’s desires.

o I help people in transition.

o I help women heal their past pains and patterns.

o I help people understand themselves more fully.

o I help people find more joy.

o I help people to live more consciously.

o I help people become self-empowered and self-expressed.


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Unstoppable Entrepreneurs AcademySpeaking to Just 1 Person:

Crafting Your Ideal AvatarName: _______________________________________________________Sex: ______________ Age:_____ Relationship Status: _____________________Career/work: __________________________________________________Where do they live: ______________________________________________What kind of house/apartment: _______________________________________Hobbies: _____________________________________________________Where do they shop: _____________________________________________Where do they vacation: ___________________________________________State of their health / weight issues: _______________________________________________________________________________________________Children, if any: _________________________________________________Dreams + desires: ___________________________________________________________________________________________________________Family background: _________________________________________________________________________________________________________Pains + struggles they face (or have faced): __________________________________________________________________________________________General lifestyle: ___________________________________________________________________________________________________________Where do they dine/what do they eat: _____________________________________________________________________________________________Unique talents, if any: ________________________________________________________________________________________________________Other details: _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


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Unstoppable Entrepreneurs AcademyHOMEWORK:

o Create 1-3 “What Do You Do?” statements

o Share and discuss these statements with your buddy

o Share these statements on the facebook forum

o Support and comment on your Unstoppable Sisters’ posts + statements

o Go out into the world and TEST your “What Do You Do?” statements

Notes:

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Unstoppable Entrepreneurs AcademyNotes:

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© Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com © Stephanie McWilliams LLC • [email protected] • 619-630-5269 • JoinTheUnstoppables.com30 PB

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“an investment in knowledge pays the best interest.”...online presence to match that — and i...

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