11 Mar REACH. BRAND. SALES.

In order to grow your business as an entrepreneur, you must have a clear answer for these three questions:

1. What are you doing to reach into new markets?
2. How are you build a strong reputation for providing value in those new markets?
3. How are you inviting people to buy?

Finding the answer to these questions is a lot about experimentation in the beginning. You begin with a hypothesis, which says: “I think that if I turn up here, in this way, and offer this service, people will buy”. This is not only about making informed decisions between multiple options, it’s about going out and testing your hypothesis in real life, in the market. You test that hypothesis, get feedback, tweak and go again. You keep doing this until you have the answer, then you repeat that.

This video was filmed at a recent DARETOGROW / Live event. I introduce the model, explain each stage, and encourgage business owners to find and test the three levels in their own business.

🎥 Watch the full episode on YouTube

What’s Covered in This Episode:

00:00 – The only three things required to turn on sales
00:45 – What “Reach” actually means (and why strangers matter)
02:30 – Why shouting in the wrong room kills sales
04:10 – Brand is not logos, PR or aesthetics
06:00 – Why unclear websites repel buyers
08:30 – Sales as a separate, deliberate activity
11:20 – The signature programme model
14:30 – Selling without a fancy website
17:00 – “Whatever it takes” and finishing the thing
19:40 – The one exercise every business owner must do

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When I work with new clients, one thing I really push for is a very clear answer to these three questions:

(1) Can you tell me how you’re reaching into new audiences?

(2) Can you tell me how you’re building a brand / reputation of value and expertise in those new audiences?

(3) Can you tell me how you’re inviting them to understand your service.

I cannot accept ‘posting on social media’ or ‘networking’ as an answer.

That like me asking someone new to driving: How are you getting your licence, and them saying ‘driving lessons’. Like, dur, and – rude, haha. I could have guessed that bit. It’s just such a rubbish answer isn’t it?

Nooooo, tell me, really tell me – how are you going to guarantee you pull this off?

If instead, that same person told me how many lessons they were having a week, the fact they were practicing with a family member in all weather conditions, they had their test booked on xx date, they’d already passed their theory, they struggled with three-point turns and were doing more in that area, you’d just have more faith wouldn’t you?

I want that detail.

I want to hear the strategy.

I want to understand why it’s effective.

I need to believe it’s going to work. You need to believe it’s going to work. Your family need to hear it and go ‘Yeah, I can see how that will work’.

For business, it might be something like…

Well, I started by going networking and finding a couple of people to go for coffee with, but it wasn’t really working fast enough. So then, I started offering to speak for free at the same events. Now, I get to share my ideas with more people at a time. It gives me more credibility and just more reach instantly.

I do roughly two talks per month (which is hard, but I’m developing my style so quickly!) and I give so much value! I lift people’s energy, I give them a model they start using immediately, and I always hand out a little booklet with the key details and my contact details. People always come up to me at the end to chat, and I’ve been getting new followers who’ve met me in person.

Oh, I also film the talk, post the clips on social and link to a webinar so people can do this work if they don’t attend!

Lately, I’ve even been putting on my own events. I’m learning how to use Meta Ads to promote ticket sales, I’m using Eventbrite, and now I’m handing out leaflets about the event at those networking events. I’m also reaching out to people I’ve met networking to ask if they want to come.

At the event, I add value, help, serve, really show people what’s it’s like to work with me. I smash it!! At the end, I invite people to join a webinar to follow up on this work, and I position my offer in this webinar.

Can you see how that’s a strategy I can believe, and that it covers Reach, Brand, and Sales?

Please reflect on this today and see if you can write your paragraphs:

1. What are you doing to reach into new markets?
2. How are you making the value you offer clear up front?
3. How are you inviting people to understand your offer and buy?

To the work,

Lisa