Last week’s episode was about the stress that happens when you’re trying to make a proposal and how to avoid relying on that one piece of paper in order to make the sale. This week, in part two, I’m going to dig deeper into something that most service providers, entrepreneurs, coaches, and others who are making service-based sales don’t often think about: client retention and the impact it has on your income and profit.
You may think that the only way to generate more income and increase your revenue and profit, is to get more clients in your business. But sometimes getting more clients is actually not the way to go because that's what leads to burnout, stress, and getting overwhelmed. Hello, spread thin entrepreneur!Strengthen Your Relationship With Existing Clients
A better way to increase your sales is to build stronger relationships and get more profit share from the clients you already have. When you have multiple clients, you have to understand multiple different businesses but at some point, if you're a service provider, it's just not scalable. And if you're selling an online course, a membership, or you're selling high-ticket sales, then it's really a matter of having a great client list, going deeper with them and getting more wallet share.An Overlooked Asset in Your Portfolio?
Client retention is often one of the most overlooked assets in a small business owner's portfolio. And by portfolio, I mean the portfolio of things that you, as a small business owner, are doing on a daily, weekly, or monthly basis. Most entrepreneurs have sales growth on their to-do list and you might even have measurable outcomes that have to do with sales, but it's not common to see entrepreneurs who associate client retention tasks with growing their profit . And I wonder, is it even something you think about?
When you have a service-based business, (copywriting services, podcast agency services, social media services, etc)., retention is a really big part of that. Because even as you grow, if you lose too many clients, then it won't feel like growth at all. Retention must be on your list.The Difference between Customer Service and Client Retention
While some entrepreneurs don’t think about retention at all, there are other business owners who stress about this all day long and equate client retention to customer service. But, the fact is, even the best customer service does not guarantee client retention. It’s really a matter of building customer loyalty. And that is not only based on the services you provide, but it’s based on you creating the ‘stickiness’ so that your clients aren’t just clients. Sure, they’re happy and they’ve been wow’d by your service. But you don't just want a happy client, you want a loyal client that will refer you to others over and over again. That’s how your business grows.Creating Customer Loyalty
A lot of people think that in order to create happy and loyal customers you need to provide services 24/7/365. If your client is emailing you at 10 o'clock at night on Sunday, you may feel like you need to respond right away, even though you're busy trying to live your life. But, that's not necessarily going to make the difference. What will make a difference is when you start realizing that client retention leads to more business, more referrals, and more loyalty. When you look at it as a sales tool.
So just like you sold them in the beginning, you need to continue to “sell them” on staying with you. As an entrepreneur, you should always be selling. But, it doesn't mean you need to be salesy. Salesy is never a good thing. Ask yourself: How close are you becoming with your clients? Are you developing a solid relationship? How much value are you offering? How much value do your clients perceive?
You don’t have to get close on a personal level if you don’t want to, but getting personal and creating an actual real relationship helps. Because most people like to buy from people they like. So why not be liked by them? Why not have an actual relationship with them that makes business more fun? Plus, it’s way more fun to do business with people you like!
What are you doing on a continuous basis to show your clients the value that you're delivering? For example, if you’re an ad agency, and you’re getting paid on a monthly retainer, then you need to show the results you're getting for them each month - what were your goals, did you meet them, what are you going to do to get there faster, better, stronger, etc. Instead of just being the busy bee worker in the background, stay in touch with your clients regularly to let them know the progress of the work you’re doing for them. Doing so will make everything clear about what has been done so far and what still needs to be done to hit the goals faster, effectively, and efficiently.
Becoming a Trusted Advisor Leads to Client Retention
Let the data tell the story. When I was working in software sales, I had an account manager on my team and the account manager would do account reviews with my clients. Then, I would show up to all account reviews after talking to the account manager in advance. During the meeting, we would look at the actual data to see how they were doing. Then, the account manager and I would strategize on what the next plan would look like, and what they need to do to move forward over the next three months, six months, next year. We were constantly reconfiguring it based on their data so that we could get them the best results in the fastest way.
Now, you may be wearing all the hats where you are both the account manager and the salesperson, but you need to make sure you are seen as a trusted advisor. And the best way to do that is, to be honest.
Therefore, you need to be looking at the actual data so that you can make informed decisions with regards to the next step that you and your customer need to take. And when you speak from the data, it's going to be so much easier. There are so many freelancers and service providers out there who are not even having these data-driven meetings. What kind of data-driven meeting do you need to start incorporating into your day so you can focus on client retention?
While answering a text message late at night or on the weekend and going above and beyond is great, it does not secure client loyalty. It might add to overall satisfaction and it might help, but in order to improve client loyalty, present the results you’re getting for your clients, sell and resell your clients by showing them the progress and doing things that remind them why they hired you and how you're getting the job done. When done right, your clients won’t have any reason to talk to your competitors because you're constantly presenting them the data that they need to know and show them that together, you are achieving great results.
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The Most Successful People Have a Daily Gratitude Practice. Here’s How You Can, Too
15:37People tend to think of Thanksgiving as Gratitude Season. And while I love that aspect of the holiday, for me, gratitude is so much more than something to show for a mere day, week, or even a month. The most successful people practice gratitude with intention. It’s not just a season, but a daily habit that countless studies prove creates more abundance in our lives. In today’s post, I’m sharing a peek into my own daily gratitude practice and giving you some tips on how you can manifest more success in your life by simply becoming more deliberately grateful. I’m also starting a 30-Day Gratitude Challenge and would love for you to join me on social media - more details on that at the end! The Intentional Daily Practice of Gratitude Gratitude is something that should be practiced every day. And I say the word “practice” very intentionally. Think about a yoga practice, for example. Imagine you've never done yoga before. Perhaps you say to yourself, I'm going to practice yoga every day for the next 60 days. Do you think that on the 60th day, you'll be more flexible than you were on the very first? Of course you will. It doesn't matter where you started on that first day, what matters is that on the 60th day you'll have made so much progress. This is because practice creates progress. Whether it’s yoga, playing a musical instrument, or some other skill, by committing to a daily practice, you will inevitably create transformation in your life. The same is true with gratitude. Gratitude is great when spoken occasionally, but when you make a daily commitment to gratitude? That’s when you’ll really see the positive changes take effect in your life. How does gratitude currently transpire in your life? What is your gratitude habit? Do you have one in place that you participate in regularly? There are two different ways we typically express gratitude: towards others and towards ourselves. How you demonstrate gratitude to yourself is actually the most powerful way to create change in your life. Think about everything your body, your mind, your efforts, and your dedication do for you. A big part of the self care you show yourself demonstrates your gratitude. You can then take that gratitude and share it with others. The more we practice gratitude, the more it becomes a natural way of being. Take, for example, all of the things in your daily life that typically bring out frustration and stress. Smaller irritations like traffic on your commute can help you train your brain to more easily shift into a grateful mindset. The next time you find yourself stuck in traffic, use it as an opportunity to think about all the things you have to be grateful for. You can even use your imagination here. Perhaps you’ve avoided an accident up ahead because the traffic slowed you down. Or, perhaps the traffic is giving you the extra time you’d been wishing you had to finally listen to that podcast on the subject that will help you grow in your business knowledge. When you begin to shift your energy from negative (upset) to positive (grateful), you’re making space for more abundance in your life and business. Study after study irrefutably proves that the most successful people in this world tend to be the most grateful. Gratitude creates an energetic openness making you more receptive to the opportunities in front of you. An attitude of gratitude is an underrated secret to success. 3 ways to make space for more gratitude in your daily life Here are a couple of ways I incorporate gratitude into my life. Feel free to try one, or try them all. The most important part is to select something you can do consistently. To truly reap the rewards of an attitude of gratitude, it must be practiced every single day. Start your day with gratitude When I wake up each morning, the first song I listen to is a song called, “Thank You for the Blessings.” It’s a prayerful kind of song. In fact, I'm almost certain it's sung in churches, though I don’t remember how I came upon it. But what I’ve done is create a playlist that begins with this song and sets the right tone - the right energetic frequency - for my day. This grounds me, and reminds me of all I have to be grateful for. And that’s a great lens to view the world through as you embark upon your day. You’re welcome to snag this song, or find something of your own that serves as a gratitude “wake up call” to begin your day with. Choose something that both excites you and brings you peace whether it be a song you listen to, a video you watch, or a meditation you do. Write in a gratitude journal This doesn’t have to be any formally designed gratitude journal; anything with blank pages will do. Journaling doesn’t have to be intimidating, either. Simply make it your habit to write down three things each day that you’re grateful for. This can be done at any time of the day, though picking a time that generally works each day can help you stick to the habit. There’s so much power in the written word. Scientific studies have shown how much more we actually retain by writing things down. By searching for things to write down that you’re grateful for each day, your brain will begin to seek them out throughout the day. Begin to notice how things that normally bring you anxiety or annoyance become more opportunities for gratitude. This will happen more and more naturally with time and practice! Share your gratitude Start by telling one person each day that you’re grateful for them. It can be a different person, or there can be repeats. You can send a card, make a phone call, or pop out a simple text. Just share that you’re grateful for them (including why is a bonus!). Then, I’d like to encourage you to share your gratitude publicly. For the next 30 days, we’re hosting a gratitude challenge to help you kickstart your new daily habit. Wherever you enjoy participating on social media - Instagram, Facebook, LinkedIn, etc. - use #BBAttitudeofGratitudeChallenge to start chronicling what you’re grateful for. Some ideas include: photos of your walk, photos of your family, photos of your pets, or perhaps even photos of something you used to find annoying but have now shifted your mindset into something you’re grateful for (see the traffic example above!). I promise you that if you begin to show up every single day, gratitude will transform your life. When you create an attitude of gratitude in your mind and body, that gratitude will expand into your actions. When you feel good on the inside, the outside becomes good too. Thank you for reading. I look forward to seeing your gratitude posts. I am SO grateful for YOU.
Resisting the Urge to Rush your Results
11:38Have you noticed how every year, it seems like our society moves things along at a faster and faster pace? I mean, my Halloween candy hasn’t even been eaten, and yet All Things Christmas are already exploding from every storefront. I see the same thing happening in the businesses of my fellow entrepreneurs. People suddenly want to reach their 12 month goals in 10 month’s time. But here’s the thing: Your business is not Amazon Prime, and no one’s results are delivered overnight. There’s still time. You CAN still finish this year strong (because it’s not over yet, despite what the holiday decor will lead you to believe!). And as you start your 2022 planning, know that it IS possible to approach it from a place of grace - for yourself, and for your business. Read on to find out why I think sometimes slow is the best way to grow. NEWSFLASH: 2021 is NOT over yet. Because the stores have been decorated with Christmas stuff for a month now already, and because Black Friday deals have been being promoted over a week in advance, it’s got people thinking the year is over. And as a business owner, that can lead to panic and disappointment at potentially having not hit the goals you set for yourself this year. I’ve got good news for you: 2021 is not over yet. You still have weeks left to rally and meet your goals. Don’t give up simply because Santa decided to pop in on November 1st. You made goals for January through the end of December, so see them through to the end. People are still buying and still doing business. Their financial focus is not entirely on Christmas gifts, I promise you. They will still spend money on themselves, their own development, and their own business needs if the value is communicated to them in an irresistible way. And if you’ve been doing your sales training with me in my coaching programs, this podcast, and beyond, I KNOW you have what it takes to make your offers irresistibly valuable! Setting your foundation for 2022 - with grace. As you begin your planning for the new year ahead, I’d like to offer some advice that you might initially feel some resistance to. But hear me out. Start by asking yourself, “What do I need to do to set the foundation for myself in 2022? What seeds do I need to plant in order for them to blossom over the course of next year?” Then, give yourself permission to grow at a pace that may be slower than you’re accustomed to. We’ve all come to expect our businesses to be like Amazon Prime, delivered within the hour. But your business is not Amazon Prime, and results do not happen overnight. When you see someone who's a success, you might think, Oh my gosh, she blew up, like, yesterday. Suddenly, she has a million followers and her business is through the roof! But I promise you - I’ve seen it again and again - she did not simply arrive to her wild success overnight. She's where she is because she set the foundation for her own growth. She did the work, likely got the support she needed through coaches, masterminds, and networking, and she made shit happen, probably way slower than you think. I don't know anyone who will tell you they're really an overnight success - and I know a lot of incredibly successful people. They will all tell you that their success was 5, 10, even 20 years in the making, even today, with the accelerated growth that’s possible through our modern media channels. You will hopefully not need 20 years to reach the level of success you’re dreaming of, but I share this to encourage you to give yourself some grace. The foundation you’re currently “standing on” is probably far better than the one you were on in your business the previous year. And if you give yourself the time and love to properly set the foundation for your business’ next tier of growth, this will end up helping you get there in a sustainable way. Things don't always happen overnight. And that's okay. Your successes arrive right on time. Last year, when I was building up my mastermind, I had the goal of having 10-12 members. But the truth is, in retrospect, if I had actually reached my goal, I probably wouldn't have been ready to support so many new people all at once with the systems I had in place in my business at the time. What ended up happening is 4 women initially signed on, then a couple more joined. There are now 6 women in our mastermind group who are all renewing and heading into 2022 with me. In starting a bit slower than I’d planned this year, I was able to serve these women to the best of my capabilities. Can you imagine if I’d started with the 10+ I’d thought were right for me? I worry that I’d have disappointed my members for lack of resources. Now, as I head into 2022, I have an even stronger foundation in place. I’m no longer starting from zero when I didn’t even know what I would need until I needed it. I now have the systems, processes, staff, and resources available to truly take on the additional new members and deliver an experience that exceeds their expectations on every level. I’m so glad I trusted in the wisdom and timing of the Universe - she knew exactly what was best for me to be at my most successful this year. Going slow as you grow isn’t a bad thing. Are you currently trying to grow many things in your life and business at the same time? I feel you. I, too, have a mind racing with many, many ideas. I like everything to be fast-paced, and want things to arrive in a New York Minute. My patience is something I’m constantly working on. But I’m finding more and more, slow can be the answer. We’re so used to viewing slow as something bad in our society. But slow isn’t no, slow isn’t go-go-go, slow is just slow. It’s not a bad thing. Slow can be an intentional, mindful choice. What if, as you map out your 2022, you give yourself grace by setting an intention that slow is okay, and that everything is happening for you in just the right time. Can you work on growing one thing at a time, rather than all the things at once? This is your friendly reminder that you don't need to be like Amazon Prime. Just because it's become a standard in our society for people to want instant gratification - messages responded to immediately, products delivered within a day, etc. - it doesn’t mean you have to operate that way in order to be successful. You get to create the boundaries that best serve you. You get to choose how quickly your business grows in a way that allows your life to thrive alongside it. When you detach from the outcome and look at the bigger picture, little by little, day by day, you’re growing and building a better foundation than the one you’re standing on today. From there, you can continue to plant in that rich soil so you and your business will be nourished and given the space to blossom.
One Big Factor that Can Make or Break your Mastermind Experience
14:41Are you currently in a mastermind group? Or perhaps you’ve been looking for one to join in 2022? I both lead one and am a member in one, and I am a huge proponent of the power of these purpose-driven groups. However, there are a few things beyond just the coach leading them that can make your experience in a mastermind either transformative, or a major letdown. In this post, I’m going to let you in on something that you need to find out BEFORE you join your next mastermind group. The Breakthrough Babe Mastermind At the time of this writing, I am just coming back from literally one of the best weekends ever. It was a weekend retreat I hosted for my mastermind members who are all a part of a year long mastermind experience. The Breakthrough Babe Mastermind is an ongoing group coaching program where members get multiple coaching calls every month, multiple in-person retreats, direct access to me when they need it, and the power of the community that I've cultivated. I'm really proud of this particular offering of mine because it's working on all levels. It’s working for me - I LOVE facilitating it - and it’s working for my members, who are all experiencing incredible growth, breakthroughs, and record numbers in their businesses as they evolve into each new version of themselves. It's been so powerful to see the impact this one mastermind group has created. What to look for in a mastermind group If you’re looking for a mastermind group of your own, it’s important to do your research to ensure you find the group that is the best match for you. Most people begin by looking for the coach they want to work with - and that’s a great place to start. You should feel an alignment with the coach who is leading the mastermind group you’re considering. Are they someone you want to learn from? Do you feel a connection to their personality and the content they share? Do you think they have the experience and expertise to help you reach your next level? Do you trust them? Trust and alignment are key. And if you reach out to me to apply to be in my mastermind, that’s where we’ll start - ensuring you and I are a good fit together. The next most important consideration in choosing your mastermind group - and this is something so many people overlook - is to determine whether you’ll be a good fit within the group. Start by finding out who the other members are. Because in order to be successful in a mastermind group, you need to not only trust your coach, but you also need to be able to trust your fellow mastermind members. When you join a mastermind, you're joining a sisterhood. The power of a mastermind connection is strong. These women will likely be your friends for life. In a transformative mastermind group, we go deep. You want to be able to feel like you can share almost anything to be able to get the most out of it. So I recommend that you take the time to find out about your fellow members before you join. Are these people that you can look up to and relate to? While you don’t need to agree on everything with everyone (that’s just not realistic), you DO need to feel in the company of like-minded individuals in order to feel a stronger connection. I witnessed this exact scenario at our recent Mastermind Retreat. The trust that has been placed inside of this container as a result of the people who are in it is incredible. The right group dynamic allows its members to be vulnerable. It allows its members to show up and be themselves. There’s nothing performative about it. It’s all openness and a willingness to dig into even the ugly parts with the ultimate goal of growth and transformation. And this can only happen inside the right container where there is already an established level of trust in each other and trust in the coach. I'm really freaking proud of this dynamic that I’ve created. I'm proud that these women can show up as themselves and find comradery with their fellow business owners, listen to one another’s stories, connect, and go deep. Lastly, find a coach who is going to deliver MORE rather than less. Word to the wise: make sure the mastermind you choose is led by someone you trust and know is legitimate. I’ve unfortunately seen too many people be disappointed by the lack of follow-through from the coaches they’ve entrusted themselves in. Masterminds tend to be high ticket offerings. I want to make sure that you get a high ticket experience to match. There should be no skimping and you should get what you’ve been promised when you sign-up. My philosophy as a coach is to deliver MORE than what I’ve promised. I want my members to feel surprised and delighted by their mastermind experience - and to get tangible results. Make sure the coach you choose to work with is committed to making an impact in YOUR life and business, so you can take that and make an impact of your own with your clients. Make sure they’re committed to providing you with the mentorship and connection you’re seeking. It’s just that simple. You want your coach to be someone who under promises and over delivers - not the other way around. Is the Breakthrough Babe Mastermind for you? I don’t know that yet, and neither do you. BUT, if you have an inkling that it might be, and you’ve got the desire to level up to the next version of yourself starting in 2022, then I’d like to invite you to reach out and apply. You can also DM me on Instagram if you’d prefer to chat with me there. In order to reach new levels of success in our lives and businesses, we’ve got to be prepared to get the right back-up to take us there. That means the right coach and the right community to support your rise. Only with this kind of unique support can you see beyond what’s blocking you, accelerate your learning, and experience meaningful breakthroughs that lead to total transformation. I hope you consider joining a mastermind because I know the power that masterminds hold. And I know this from experience, not just in leading mine, but also in being a member of one. Masterminds deliver unparalleled value and the difference they make affects not only your life and business. This kind of growth creates a ripple effect that makes magic, too, in the lives of your clients, your client’s clients, your friendships, and your family. It’s tremendous. I look forward to reading your application, should you choose to apply.
How Taking a Light-Hearted Approach to your Business Can Actually Lead to More Success
15:47I have a serious question for you: How much FUN are you having in your business? Do you find genuine enjoyment in the work you do, or do you feel like you need to be serious in order to be taken seriously? If you do, you’re not alone. The grand majority of entrepreneurs I encounter get pretty intense when it comes to their businesses. But would you be surprised to know that there’s a direct correlation between income producing ideas (read: more sales!) and fun? This post is all about how taking a light-hearted approach to your business can actually lead to more success. And if playfulness isn’t something that comes easy for you - especially at work - not to worry. I’m also going to give you some ideas as to how you can begin to intentionally incorporate more fun into your business, starting today. Do we really need to be so serious in our work lives? Back when I used to work for a big company, when I was just starting out, I was the youngest person in my position. I thought that in order to be taken seriously, I needed to be serious any time I was at work or a work event. My team would go out to dinners and everyone would be joking around, but I would maintain a deliberate “business-like” demeanor; I didn't want to be off my game. I didn't want to not be taken seriously. Thankfully, I came to learn that this was 100% not necessary - and it was actually inhibiting both my growth and enjoyment of my job. Do you have a background, whether it's your family life or a previous corporate position you held, that ingrained in you the same belief I once held? Do you feel like in your business now, as an entrepreneur, that you have to be incredibly serious when it comes to your work? This might not even be something you’ve been fully conscious of up to this point. I mean, how many people do you know that equate business with fun? But here’s the thing: the more fun I have purposely let into my business, and the more intentional I've been about creating fun in the workplace, the more my business has grown. And I’ve witnessed the same thing countless times in the coaching and masterminds I both host and participate in. There's actually a direct correlation between income-producing ideas and fun. Those who have more fun in their businesses tend to be the most successful in any group. Choosing authenticity over perfection In my business, I want to bring the real me into any interaction I have - with my team, with my coaching clients, with my colleagues, with my podcast listeners, and with you reading this post. I want everyone to get to know the real version of me, not some serious, edited, “perfect” version of me. Let’s use my podcast, Breakthrough Babe, as an example. I don't really edit my podcast episodes. We tack a beginning + ending on each show, but that’s pretty much it unless I make some major error or something is confusing (which is rare). Out of the last 70-something episodes, I basically stopped editing probably about 15 or 20 episodes in. So the last 50 out of 70-something episodes of my podcast haven’t really been edited at all. Sure, I could send it to an editor and have them take out all the ums and uhs and long pauses and random thoughts, but that's not how we talk in real life. And I want you to feel like you’re spending time chatting with me in real life when you listen to my show. I want you to have access to the real me. Why? Because choosing authenticity over perfection creates better connections and - you got it - is way more FUN for all of us. People like to buy from people they can relate to and from people who are enjoyable to interact with. And that’s how fun can create more sales and revenue for your business. Here are 3 ways to infuse your business with more fun 1) Do something fun everyday What do you consider fun? In order to have fun, you have to recognize what’s fun for YOU, because it’s different for all of us. Take a minute and make a list of the things that bring you bursts of joy. Is it jumping into a pool? Doing a craft project? Some days, it might even be something as simple as taking a walk and taking some pictures of your neighborhood. Once you’ve got your list, I want you to do one thing each day just for fun. It doesn't have to be for three hours in the middle of the workday. Could you take a 15, 20, or 30 minute break to inject fun into your life? The answer is YES. Yes, you can. While you might think this has nothing to do with your business, know this: How you do one thing is how you do everything. It’s all connected energetically. When you start injecting fun into your life automatically, you're going to start injecting fun into your business automatically, too. 2) Make your business feel like a game We adults benefit from play just like kids do. We may not have as much time to devote to play as kids, but we can make our work feel more like playing by gamifying our businesses. Can you make your tasks a game against yourself? I love to do this by giving myself challenges to work towards - I want to “win” my game! Here’s an example. I strive to be really people-focused and not numbers-focused in my business, so I make a game of how many people I can help. So I ask myself, How many posts do I need to make to connect and help people? How many Reels? How many outreach attempts can I make to establish genuine relationships? How many DMs is that? How many calls? By making little challenges for myself and approaching it with enthusiasm and curiosity, it tricks my brain into feeling like I’m playing a fun game. Here’s the key to this: don’t forget to set-up rewards for yourself when you “win.” Positive reinforcement is powerful and helps keep the excitement to “win” strong. Create little treats for yourself - it can be as simple as stickers on a goal sheet, or an afternoon coffee break. 3) Share the fun Fun is contagious. The more fun I’m having, the more other people want in on it. Sharing your fun can be an effective motivator for your team, and it can be irresistible to potential clients you’re looking to attract. Once you start having fun in your business, don’t keep it quiet to yourself, or be afraid to show it thinking it makes you look frivolous. People are drawn to a light-hearted approach and when you can share that together, that is the freaking ultimate win. Remember: Business CAN be fun, IF you allow it to be. And if you’re not having enough fun, chances are, you’re not making enough sales. I’d like to challenge you to release some of that entrepreneurial tension we all fall victim to at some point. The next time something in your business goes awry, choose to take a more light-hearted approach and see what happens. Laugh things off, let things go, and go with the flow. When you’re stressed and intense, it takes you down a rabbit hole of negativity. You lose your creativity and ability to impact others. See what arises when you flip the switch and approach obstacles with cheerful energy instead. I promised it will be more fun, and I know from experience it leads to more success. If you’d like my help in finding out how you can infuse the kind of joy into your business that will lead to more creativity and more sales, don’t hesitate to reach out. Fun (especially the kind that translates into sales!) is my specialty. And the next time you're doing something just for fun in your business for you, for your clients, or for your team, be sure to tag me on Instagram @jengitomer - let’s inspire each other and create a ripple effect of fun.
How to Get Control of that Voice Inside your Head
14:23Did you know that something you live with every day has the power to impact your ability to perform and your ability to create the outcomes you desire? In fact, it’s not just you - it’s something everyone around you is dealing with too. And it’s something that, when left unmanaged, can really wreak havoc on your progress in both your business and your life overall. Care to take a guess as to what I’m referring to? It’s the negative voice inside your head. Now, I don’t often talk about the voice inside my head. But, I’d like to be incredibly transparent with you because this voice is a major contributing factor in our eventual success… or failure. Ever since I got control of that voice in my head, truly amazing (dare I say, magical) things have transpired in my life and business. And I want the same to happen for YOU. How often do you hear the negative voice? How often are you consciously aware of it? Meet your Negative Voice: This is the voice that is responsible for creating the self doubt you experience. It breeds uncertainty, fear, and overwhelm. It’s the voice that says you're not organized enough. You're not good enough. You're not successful enough. You're not rich enough. You're not worthy enough. It’s the voice telling you that maybe you should just give up. Sound familiar? I’m pretty sure you know what I'm talking about. Don't you just wish that negative thoughts could be handled like a typo on a keyboard? If only you could just press the DELETE button. You know, just backspace over that crap and move on. Unfortunately, as simple as that sounds, you can't really do that with those negative thoughts inside your head. They have to be handled a bit differently. The first step is becoming aware of when negative thoughts are happening. When I first started to become aware of my negative voice, I decided I’d name her. I call her, “Jerky.” And let me tell you, when Jerky comes out to play, she’s not messing around. Jerky has stopped me from doing plenty of productive things over the years. Most recently, I realized it had been Jerky all along that had gotten in the way of me launching the online networking community I’d been dreaming about. If you’ve been following me on Instagram, you know I just recently launched my new venture, CEO Club. While it’s only just launched, I have been thinking about this for a long time (it just didn't have a name yet). I knew I wanted to launch an online networking group where I could get great people together in a space where they could meet each other, support each other, help each other grow, and create connections for each other. And the thing is, I already knew exactly how to do it because I'd done it successfully before. But Jerky got in the way for years. She told me all the reasons why it couldn't happen - and I believed her. But guess what I’ve learned? I get to control Jerky. The great news: You get to control that voice inside your head, too. Think about it like Spotify, where you pull up a playlist and a song comes on. If you like the song, you end up dancing along and it's all fun and good. It's propelling you forward, and it's creating the atmosphere that you want. But, then a song comes on that you don't want. Because it’s Spotify, all you have to do is hit the NEXT button. Then, you’re right back to the upbeat mood you’d cultivated just minutes before. Wouldn’t it be nice to be able to do that with your thoughts? You can. This is what controlling your mindset is all about. You need to create the self-discipline where when that negative voice begins to creep in, you can hit that NEXT button. You can change the way you listen to that voice to the point that you can literally tune it out. Now, I realize this isn't easy. It’s something that happens over time. Your negative thoughts didn't happen in a day, so you can’t expect them to just disappear in one day. But with time and awareness, you can create better outcomes by creating better thoughts. Where to start: Begin by creating awareness around your thoughts. Stop being a passive listener and get active. Journal about what’s going on in your head. Read what you’re writing, and get tuned in to what your inner voice is telling you. Then, it’s time to analyze those thoughts; it’s time to question the source of those thoughts; and it’s time to challenge those thoughts. What are these thoughts preventing you from achieving? What are they holding you back from doing? Remember: our limiting beliefs start out as thoughts, then they become the stories that we tell ourselves over and over again, and then they become beliefs that we identify with. We must first tune into them to be able to tune them out. Tuning in, tuning out You get to decide how high or low the volume on that tune (thought) is going to be. Is it going to be tuned so high that it prevents you from doing the things you want to do? Or is it going to be tuned down so low that those negative thoughts aren't even a part of your frequency? It’s time that they’re not even a part of your vibration, that they're not even something that you're putting out there into the universe. When you tune into the negative and your focus is on the negative, guess what? It becomes a self-fulfilling prophecy, because that's what your focus is. You get stuck in a web of negativity. But, if you tune into the positive and your focus is on the positive, that, too, becomes a self-fulfilling prophecy. When we begin to question the source of our negative thoughts, we can then recognize where they came from. When we see what they’re rooted in and how they’re no longer serving us, it becomes far easier to shake them off. From there, we can create positive affirmations and positive thoughts to replace them with. It takes practice and it takes time, but little by little, you begin to shift how your inner voice speaks to you. Lately, I have been so tuned into this higher frequency that the synchronicities have been insane. Situation after situation, I’ve wished for something and before I know it, I've manifested it. And I am certain this is because of some of the things in my life that I have intentionally changed such as my desire to tune out that negative vibration. Where once negative thoughts got in my way, now that I’ve said I’m done with them, they’re done holding me back. And guess what? You can change your tune as well. Powerful shifts can happen in your business and life too. It all starts in your head. If you want my help... If you’re tired of self-doubt, uncertainty, and fear stifling your progress, you can work with me, one-on-one. It’s often easier (not to mention faster) to have an external coach help you recognize the thoughts in motion. I can give you a process by which you can turn down or tune out the negative thoughts + vibrations, and really tune into your own positive, self-fulfilling prophecy. If that sounds appealing to you, feel free to reach out. This is also something we do together monthly in my coaching group calls. You can check out that program here.
How One Day Spent ON Your Business Can Impact Your Entire Year
15:11Do you have a running list of things you’d like to make happen for your business, yet you can never seem to find the time/energy to actually make them happen? Do these tasks (tasks that would truly help YOUR business grow) keep ending up on the back burner as you grow your clients’ businesses instead? In today’s episode, I’m sharing a concept you may have heard me mention before - a VIP Day - and shifting its focus onto you and your business. When you’re listening to this show, you’re going to learn more about what I consider a technique of Next Level Entrepreneurs. It’s something that, if you choose to apply it to your business, will lead to wildly accelerated outcomes. Here’s how just one day spent on your business can dramatically impact your entire year. How much of your time spent working is actually moving YOUR business forward? While I see so many coaches, entrepreneurs, and service providers spending tons of time IN their businesses, what I see much less of are these same people spending any focused time ON their businesses. Perhaps this is something you can relate to: Here you are, committed to your entrepreneurial journey, setting goals and intentions for yourself and your next year, but then... stuff just keeps getting in the way. And the tough pill to swallow is, it's not like you're not being productive. It's not like you're not working your butt off, particularly in moving your clients’ businesses forward. You’re busy. You’re hustling. You’re doing important work, but it’s all preventing you from launching that course, from expanding on your current offerings, and from embarking on that new revenue stream that might be the thing to finally advance and elevate your business. What’s the solution? A VIP Day. Now, you may remember a concept I talked about a while back called VIP Days. VIP Days are essentially an exclusive experience for a client to work with you directly one on one to address issues in their business and accelerate their success in one highly focused day. When I first introduced this strategy, I talked about the value of offering VIP days as a means of providing something uniquely impactful to your clients that brings in quick cashflow for you and gets them supercharged results. But today, I want to talk about VIP Days from another perspective. This one is focused on you and your business, rather than your client’s. How often do you invest in yourself by taking a day OUT of your business to work ON your business? I was recently speaking with one of my clients and mentioned this concept to her. I said, “Hey, why don't you give your company a VIP Day?” She had been telling me how she’s been wanting to do this and that to help grow her business, but hadn’t found the time to really focus on these things. Within a few minutes, she’d agreed a VIP Day for her business was a good idea and got back to me that week with an upcoming day she’d blocked out to spend the entire day focused on her own business. And let me tell you, it’s incredible how much she moved forward in ONE DAY. She took a ton of items that had been lingering on her to-do list for months and crossed them off in one day. Everything from creating new SOPs, to outlining a refreshed customer service experience for her clients, and so many other things that had been weighing her down. This is what being a Next Level Entrepreneur is all about. A Next Level Entrepreneur looks ahead and plans accordingly. They MAKE and TAKE the time to invest in their own business. I am about to make seven figures in my business because I dedicate time to my business, not just to my clients’ businesses and the things that I'm putting out there for them. I am just as dedicated to my own growth. So I want you to ask yourself, “How much time am I dedicating to my own growth?” Have you ever invested in a VIP Day for your business? What would be the value, to you, in truly investing in your own accelerated outcomes? Now, imagine that you dedicate a day every quarter where you’re going to spend it working solely ON your business. You’re not going to respond to client emails, you’re not going to respond to your team; you’re going to put someone else in charge and you are literally going to take a full day to focus on your business. What kind of results could you create? What kind of intentions could you set? And now, imagine you don't just do it alone. Here’s why Next Level Entrepreneurs always have their own coaches. VIP Days are incredibly impactful on their own, but they are a whole other level of amazing when done with a coach. I do it with a coach, and I believe every single entrepreneur should have a coach. Coaches are able to help us move past the things that keep us stuck and help us see beyond the minutiae of what’s holding us back so we can focus on the bigger picture. The same is true for VIP Days done with a coach. A coach will make your VIP Day both easier and more productive. When you have someone that can lead you through activities and exercises designed to help you uncover things that may have been getting in your way of moving forward, together you can create new outcomes, create a new reality, and create new results that can lead to your business growing bigger, better, faster. With that guidance, you will complete your VIP Day in a way that allows you to hit the ground running in your business. This VIP Day on your business leads to freedom: Freedom from your to-do list, freedom from the pressure of having to do research, freedom from wasting time on trial and error on things that maybe you aren't an expert in, and freedom to know how to focus on the things you’re incredible at and outsource/delegate the rest. Your next step: Your challenge right now is to consider how much time you actually spend on your business. And, if this is something you want (NEED!) to be doing more of, it’s time you made a plan for your next VIP Day for your own business. A lot of times, people will say to me, Jen, I can't believe it's the end of the year. I had all these things I was going to launch and I just couldn't get to them. I guess now I'm going to have to wait to get to them next year. Don’t let this be you, year after year. Don’t get so focused on helping your clients that you forget to focus on growing YOUR business. If you want my help... If you’d like my guidance and want to chat about what it would look like to work together for your next VIP Day, whether virtually or in person, feel free to DM me. I do have some VIP Day openings, as well as a scheduled VIP Experience in November at this beautiful house on the beach. It's going to be amazing. If this is something you're interested in, definitely contact me about it directly. I would love to spend a day with you working on your business and taking your growth from 0 to 60.
The Powerful Growth Strategy Most Business Owners Avoid
14:06Is there something that you've been holding back on in your business because of fear? Is there something in your past that you were afraid of, but then eventually decided to try and it turned out really well? In today’s episode, I talk about a strategy that helped me grow my business to six figures in less than six months. And it can help you grow your business as well. But, the ironic part is that this particular strategy is one that I almost avoided because of fear, doubt, and uncertainty. That’s why I really want to share it with you because it’s so powerful and I consider it one of the elements that I attribute so much of my early success to. Thanks but no thanks. Almost the biggest missed opportunity of a lifetime. In 2013, I was at a tennis clinic and started chatting with one of the other players, Conrad. Conrad told me that he was a leader in a networking meeting (not to be confused with network marketing) and that networking had the power to change the trajectory of my business. He invited me to attend (the golden ticket) and told me there would be about a hundred people - entrepreneurs, salespeople, other people trying to grow their business and all I had to do was show up to this big grand ballroom in New York City. But the thought of standing up in front of those hundred people, telling about myself, what I do, and who I want to meet, terrified me. And, because I was so scared, I said thanks, but no thanks. What would you do? Would you be in or out? Conrad knew that this meeting had the potential to change my business and my life. He must've invited me 6 to 10 times over the next couple of weeks. And each time, I came up with an excuse as to how/why I was busy at 7 AM on a tuesday morning...every week. Until, finally, one day I accepted the invitation and I walked into the networking meeting. Shaking and terrified at the thought of standing in front of that many people, I gathered courage . And that day changed my business forever. The Misconception About Networking You might be thinking that at these networking events, people are only there to sell their products and services to potential customers. That they’re salesy, slimy, icky... That’s what I thought too. But I almost missed out on an opportunity that changed my business because of this preconceived notion of what networking events are. But, after that very first meeting, I was hooked. I joined the group, became a leader in the group, and eventually left the group to start my own networking group that grew to more than 40+ members who showed up every week in person. And most importantly, we passed millions of dollars of referral business and yes, we tracked all of it! The power of Intentional Networking What does networking get you? Why is it so powerful? How does it work? When you're in a group of people who have been selected by the networking leader, you are all there for a reason. You're all there because you have some sort of matching energetic vibe. You have businesses that are complementary to each other. You are able to give each other advice, referrals and real support. Imagine being in a networking group with people who have all different zones of genius and they're willing to share their zone of genius. When I started my business, I was able to get meetings with people who were, at that point, way far ahead of me in business. They were able to give me advice that I never would have been able to have access to would it not have been for being a member of that group. Because those people who were earning seven figures, multiple seven figures at the time, would never have sat down with someone like me if I wasn't in their networking group. But the fact is we were all accepted into a group together which created instant connection and a shared desire and intention to help each other. How’s Your Current Network? The difference between a networking group and an online community or a mastermind group that you might already be in is that in the networking group, people actually want to meet one another. And there are scheduled meetings, one-on-one meetings, and small group meetings where you can meet each other. In addition to that, if you're in the right networking group, people show up with an intention to give. They show up with an intention to give advice, to give value, to give help, to give connections, and to expand their network. And that's what you can get as well. I realized that when you surround yourself with people who are doing great things, it makes it easier for you to do really great things. The power of your network can change the growth of your business. In just one meeting, if you know the right people, they can connect you with the other right people as well. And those people can turn into customers, referrals, and they can turn into business or affiliate partnerships. Even lifelong friends. The Real Power Power of Networking But the power of networking and the online business world is so understated. For years, I lost touch with that power because I've just not seen it done well in any online community that I'm in - communities that came with courses, communities that came with templates and other programs, mastermind communities, and coaching communities. Being a part of a networking group where you show up intentionally to help the other members of the group, and they show up with an intention to help you is so powerful. It can change the trajectory of your business. It can change the trajectory of your life. And knowing this, for the past couple of years, it's been on my heart to create a global networking group of some kind. When I first moved to Charlotte, I was going back to New York City every single week because I was making so much money from networking that it was in my best business interest to continue to go back to lead the group I was leading. I was flying back and forth every week for a year until it eventually wore me out and I had to pick up my business elsewhere. Since then, it's been on my heart to start a group like this again because I know what this can create for entrepreneurs like you. And I know how this could help people grow their business faster, more efficiently, more effectively, and in a really fun way. That's why I created CEO Club (yes, you’re invited!) Your Personal Invitation to Growth Acceleration I'm going to tell you a little bit about CEO Club because it would be selfish of me to create this group and not share it with some of my most loyal podcast listeners. CEO Club is an online global networking group. It's not in person. It’s all online where I'll be facilitating breakout sessions and small group connection sessions. You’ll get access to networking sessions where you can meet other amazing entrepreneurs, where you can meet people who want to connect you with potential customers, where you can meet people who want to connect you with the vendors that you're looking for, people that want to do JV affiliates and where you can meet amazing people who could become not just business connections, but lifelong friends. The first step to get into the CEO Club, is to apply. You can go to ceoclub.vip/apply. And do me a favor, in the section that asks you who referred you, since you listened to my podcast and you heard it here, choose my name. Then, when you get there, if you’re an entrepreneur, that’s a perfect place for you where you can significantly help your business grow. The Bottomline No matter what you choose, whether you choose to apply to the CEO Club, or you choose to find a networking group in your community, I just hope that you'll give networking a chance in some way. And networking beyond the way that you're likely doing networking right now in your online groups because intentional networking, where you surround yourself with the right people who can both buy and refer your services, who can recommend you to other people, who can become your best salesforce on the planet, can literally change your life and your business. It changed mine.
One Question Can Change Your Life
12:46Why did you originally decide to become an entrepreneur? If you’re like me and most of the other entrepreneurs I know, you took the leap for a bunch of different reasons that all had one common denominator: freedom. Location freedom. Financial freedom. Time freedom. Let me ask you this: Does it feel like you’ve achieved it yet? If not, why do you think that is? This week’s episode on the Breakthrough Babe Podcast may just be one of the most important shows yet. I'm of the belief that this one question - if you're able to ask it of yourself, answer it honestly, and then use it to learn and grow from - could literally change your life. In fact, one sentence can change your life. Think about this: what have you read or heard - one line - that has impacted you forever? My husband and I were hosting a Book Writers Weekend this past week. During those weekends, my husband and I host three to five people that are by application only. It's very intimate, personal, fun, collaborative, and focused on the book that they're writing. During this past weekend, we had a realization: one sentence can change someone’s life. As a content creator, you have the ability to say one thing or write one thing, that can have a significant impact on someone else’s life. To take it a step further, one question you ask yourself can change your life. Assuming you ask a powerful question, answer it honestly, and use your answer to learn and grow from. The question for today's episode is: Are you building a life to support your business? Or, are you building your business to support your life? It’s a simple ‘yes or no’ question. But, what will you choose? If the answer is, “Well, Jen, you just called me out. I've built my life to support my business rather than the other way around,” then you have to answer these follow-up questions: Is that what you want? Do you want a business that runs your life? Do you want to feel guilty when you take time off? As an entrepreneur, you get into this game of entrepreneurship to create time freedom, location freedom, money freedom. But what I see happen so often is entrepreneurs strive to create a business that brings in enough money and in order to bring in enough money, you feel like you need to work harder. It feels like you need to work more. You need to work all the time. And then it becomes the hustle of the year. You need to ask yourself, what do you want your tombstone to say? Do you want your tombstone to say, “great hustler, worked her ass off, yep, 150 hours a week!”? So proud she was working all the time. No, no one does. What kind of “dash” are you creating? I used to do seminars for a company that purchased 90% of the mom and pop funeral homes across the country and one of the big concepts was ‘the dash’. You and I are creating our own dash every single day. You know the dash. Born in 1983 dash whenever. You get to create the dash - and write your story of what happens during that time. What do you want your dash to look like? Because if you're creating a business that only runs if you're running, that's not really a business, that's a crappy business. I hate to say it, but that's a bad business and it's a bad position to be in. It’s time to build a business that supports the life that you want to live, to design a business that supports your lifestyle rather than putting yourself last or putting yourself on your to-do list and then saying, “Well, that's (I’m) not so important today. I will do that thing that's going to feel good for me later after I get all this work done.” Defining Your Non-Negotiables You may be thinking, “Jen just called me out. This episode feels triggering because I'm living this in my day-to-day - my business is running my life...” Don't worry, I'm going to help you solve that. The first step is to create a list of non-negotiables. I help my clients do this all the time, because they often come to me feeling totally burnt out, totally overwhelmed, totally stressed and working all the time. What they find is when they create a list of non-negotiables and then they hold them as non-negotiables, they end up performing even better in their business. It's this really wild thing where our brains tend to think the more you work, the more you’re going to make, the more you’re going to be able to help more people. And that's logical. It makes sense. You and I have been raised to think that, but the truth, is the more you neglect yourself and put yourself last, the more you continue to build a business built on sticks and straws, a business that will easily collapse whenever you hit that point of burnout. Make your list of non-negotiables. What are the things that matter most to you? What are the things that when you design the business of your dreams would be included? Not someday, not one day, but today. Huge distinction there. One of my non-negotiables, for example, is that I play tennis from eight to nine in the morning. Every morning, if I'm at the beach, I play tennis. And on Tuesdays we have a match. That match can run up to 4 hours. I'm not responding to emails during that time. I'm not on customer calls at that time. The world doesn't end. I'm taking off, playing tennis. Sometimes it's an away game and we go to lunch after the game! That's right. So sometimes half of my Tuesday, in terms of work, is shot. But I return to work refreshed, more creative and in a better place to serve my customers...literally. When you create a list of non-negotiables and you stick to them, you will fill your cup in a way that allows you to pour into your business, be more creative and achieve even greater things. I hope by asking you this question, you'll take some time to really think about what kind of business you are creating. One that runs your life or one that allows you to support your life and your dreams. And I hope this will inspire you to do something today for yourself. Fill up your cup, take care of yourself, invest in you because when you do that, it will have a great return.
One of the Most Overlooked Assets in a Small Business Owner's Portfolio
11:56Last week’s episode was about the stress that happens when you’re trying to make a proposal and how to avoid relying on that one piece of paper in order to make the sale. This week, in part two, I’m going to dig deeper into something that most service providers, entrepreneurs, coaches, and others who are making service-based sales don’t often think about: client retention and the impact it has on your income and profit. You may think that the only way to generate more income and increase your revenue and profit, is to get more clients in your business. But sometimes getting more clients is actually not the way to go because that's what leads to burnout, stress, and getting overwhelmed. Hello, spread thin entrepreneur! Strengthen Your Relationship With Existing Clients A better way to increase your sales is to build stronger relationships and get more profit share from the clients you already have. When you have multiple clients, you have to understand multiple different businesses but at some point, if you're a service provider, it's just not scalable. And if you're selling an online course, a membership, or you're selling high-ticket sales, then it's really a matter of having a great client list, going deeper with them and getting more wallet share. An Overlooked Asset in Your Portfolio? Client retention is often one of the most overlooked assets in a small business owner's portfolio. And by portfolio, I mean the portfolio of things that you, as a small business owner, are doing on a daily, weekly, or monthly basis. Most entrepreneurs have sales growth on their to-do list and you might even have measurable outcomes that have to do with sales, but it's not common to see entrepreneurs who associate client retention tasks with growing their profit . And I wonder, is it even something you think about? When you have a service-based business, (copywriting services, podcast agency services, social media services, etc)., retention is a really big part of that. Because even as you grow, if you lose too many clients, then it won't feel like growth at all. Retention must be on your list. The Difference between Customer Service and Client Retention While some entrepreneurs don’t think about retention at all, there are other business owners who stress about this all day long and equate client retention to customer service. But, the fact is, even the best customer service does not guarantee client retention. It’s really a matter of building customer loyalty. And that is not only based on the services you provide, but it’s based on you creating the ‘stickiness’ so that your clients aren’t just clients. Sure, they’re happy and they’ve been wow’d by your service. But you don't just want a happy client, you want a loyal client that will refer you to others over and over again. That’s how your business grows. Creating Customer Loyalty A lot of people think that in order to create happy and loyal customers you need to provide services 24/7/365. If your client is emailing you at 10 o'clock at night on Sunday, you may feel like you need to respond right away, even though you're busy trying to live your life. But, that's not necessarily going to make the difference. What will make a difference is when you start realizing that client retention leads to more business, more referrals, and more loyalty. When you look at it as a sales tool. So just like you sold them in the beginning, you need to continue to “sell them” on staying with you. As an entrepreneur, you should always be selling. But, it doesn't mean you need to be salesy. Salesy is never a good thing. Ask yourself: How close are you becoming with your clients? Are you developing a solid relationship? How much value are you offering? How much value do your clients perceive? You don’t have to get close on a personal level if you don’t want to, but getting personal and creating an actual real relationship helps. Because most people like to buy from people they like. So why not be liked by them? Why not have an actual relationship with them that makes business more fun? Plus, it’s way more fun to do business with people you like! Your Challenge What are you doing on a continuous basis to show your clients the value that you're delivering? For example, if you’re an ad agency, and you’re getting paid on a monthly retainer, then you need to show the results you're getting for them each month - what were your goals, did you meet them, what are you going to do to get there faster, better, stronger, etc. Instead of just being the busy bee worker in the background, stay in touch with your clients regularly to let them know the progress of the work you’re doing for them. Doing so will make everything clear about what has been done so far and what still needs to be done to hit the goals faster, effectively, and efficiently. Becoming a Trusted Advisor Leads to Client Retention Let the data tell the story. When I was working in software sales, I had an account manager on my team and the account manager would do account reviews with my clients. Then, I would show up to all account reviews after talking to the account manager in advance. During the meeting, we would look at the actual data to see how they were doing. Then, the account manager and I would strategize on what the next plan would look like, and what they need to do to move forward over the next three months, six months, next year. We were constantly reconfiguring it based on their data so that we could get them the best results in the fastest way. Now, you may be wearing all the hats where you are both the account manager and the salesperson, but you need to make sure you are seen as a trusted advisor. And the best way to do that is, to be honest. Therefore, you need to be looking at the actual data so that you can make informed decisions with regards to the next step that you and your customer need to take. And when you speak from the data, it's going to be so much easier. There are so many freelancers and service providers out there who are not even having these data-driven meetings. What kind of data-driven meeting do you need to start incorporating into your day so you can focus on client retention? While answering a text message late at night or on the weekend and going above and beyond is great, it does not secure client loyalty. It might add to overall satisfaction and it might help, but in order to improve client loyalty, present the results you’re getting for your clients, sell and resell your clients by showing them the progress and doing things that remind them why they hired you and how you're getting the job done. When done right, your clients won’t have any reason to talk to your competitors because you're constantly presenting them the data that they need to know and show them that together, you are achieving great results.