The Mental Game that’s Likely Sabotaging Your Marketing & Sales Success

INTRO: After generating over a million dollars in sales and selling one of her businesses with a single email, your host Kathryn Thompson takes an unconventional approach to marketing and sales. So if you're ready to tap into a more powerful way to be seen her and a sought after entrepreneur in your industry without having to spend endless hours marketing your business and chasing clients, you're in the right place. Be the sought after entrepreneur podcast is here to help you ditch the cookie cutter one size fits all approach to marketing and use your unique energy to effortlessly attract the most aligned clients. When you do this, you can spend less time marketing your business and more time doing your soul work and enjoying the richness of your life. Welcome to Be the Sought After Entrepreneur podcast, and here's your host, Kathryn Thompson.

Kathryn Thompson: Hey. Hey, super stoked that you're tuning in this week's episode. I cannot wait to dive into today's topic [00:01:00] because I wanna have a conversation with y'all about something that I see so often in the entrepreneurialship space.

That I truly believe is the reason why we get this urge to want to burn shit to the ground, walk away from everything, or we have this notion that things are not working, when in reality they very well could be, we're just not maybe seeing it, and I want to have the conversation because It's not something that I'm just observing.

It's something that has been a default in my life for a very long time. And until I was able to sort of really see it for what it was, I wasn't able to shift through it. And I want to have that conversation and share with you, I think more so my journey in it. So hopefully if you're experiencing this too, that you can see it for what it is.

So that [00:02:00] you're not burning shit to the ground. You're not walking away from a really good thing or you're not carrying this belief that things aren't working when in reality they actually are. And the examples I'm going to share obviously are going to be really specific to marketing because I've had so many conversations recently that.

I'm even thinking about creating an offer to support coaches and consultants and maybe entrepreneurs in general really assess their marketing and to figure out what works and what it and what actually isn't working because I have seen in the last three months entrepreneurs literally Walk away from something that was working so freaking well, or completely change what they were doing, even though it was working so well.

And so I want to sort of pull back the curtain on that. So one it prevents you from burning shit to the ground. That's actually really working or really see it for what it is so that you can make those shifts within [00:03:00] yourself. So, what the heck am I talking about? Well, we have these default patterns, mindset patterns, subconscious patterns, that most humans have, and the default is usually one that's deep seated in scarcity, right?

This deep seated fear that we lack something, be it money, love, power, or anything else. When we operate from this default, we see life as this like zero sum game where one person's gain is somebody else's loss, or we're always in this state of competition where resources are limited. I've got to hoard these resources.

I can't share what I'm doing. We must grab whatever we can before it's gone. And the problem with this is that this way of thinking ultimately leads to [00:04:00] anxiety, feelings of inadequacy, and that constant yearning for more without ever feeling satisfied. And years ago I wrote a blog post on how chasing success and money with the hopes of thinking it's going to bring you happiness will keep you broken unhappy.

And that might seem like a duh, Catherine, we all know that money isn't going to be the thing that makes us happy. However, this scarcity consciousness is very nuanced. So on a broad spectrum, you might be looking at that and saying, Yeah, duh, that makes sense. Like, of course, I'm not chasing money to make myself feel happy.

Or I'm not going to try and find a partner to fulfill some void within me, but this scarcity consciousness can be so nuanced in business. And I want to share some examples with you that to me reflect that [00:05:00] nuance, because I'm sure if you're listening to this, you might. I'm going to be looking at your business and your marketing and your sales with the same sort of nuanced brush that you're not even really aware of.

And one example is, let's just say you put out an offer, a product or a service, and it starts to sell, and you're seeing these sales come through your business. And out of nowhere you get this like gut punch and this like instant worry that comes over you. Maybe it's like right before you're about to go to bed or it's maybe you're, you know, standing in your house one day cooking and you just get this wave of anxiety and that feeling like, what if this all runs out?

What if this was all just pure luck? What if people stop wanting what I'm creating or what I'm offering? That is scarcity [00:06:00] consciousness That's so nuanced that runs through your business. Like you could be at the height of your success and still be operating from a place of scarcity. And it doesn't mean that you can't have abundance consciousness while you have scarcity consciousness, right?

So you could be running through your day and have this abundance mindset, right? That there's enough to go around. My luck is never going to run out. What's meant for me will sort of come to me. What's not meant for me will go away. You've got this really relaxed grip. You're not like trying to hold on to all of the things, right?

To just keep a grip on and control it. That you're allowing things to come in and out of your life. Whether that be clients or sales or whatever. And yet, there can be pockets of time in your day, or your month, or your week that you get these bouts of Anxiety or worry, which is just scarcity creeping in, so it's not an all or nothing, [00:07:00] right?

I think sometimes we think, Oh, there's this, these people that have scarcity consciousness, and I'm not them, I have abundance consciousness, when in reality, we can flow in and out of those levels of consciousness all the time, and it doesn't matter what level of business you're at, you can experience it.

But when you can point it out and name it and you have this awareness around it, you know exactly what it is and it no longer drives your decision or it no longer creates you to make a move in your business that is one out of fear, right, which is where scarcity is grounded. It's based in fear, right?

The fear of things running out or the fear that I'm not enough. I don't have enough money. I don't have enough love. I'm not doing enough. And so I know when we owned our brick and mortar, there was a fear that, well, what if nobody comes and what if we open this business and we don't get clients or customers, right?

And then we started to see the flood of people come through and the sales come through. [00:08:00] And I remember standing in our store, like siphoning wine or something and having this wave of anxiety come over me like. Oh God, what if this all runs out? Like what if people, the novelty of this store wears off? And that's totally scarcity coming through.

Another one that I've been experiencing lately within my online business, particularly within my program, and I've done a lot of work, right? I've done a lot of work on my mindset. I've done a lot of work on my energy. I've done a ton of somatic work, nervous system regulation, you name it, I've done it and I continue to do it.

And I approach my business. in such a different way than I did when I owned my brick and mortar. If you've listened to the earlier episodes of the podcast, you know that I was very much in this anxious control, needing to grip everything, needing to [00:09:00] control everything. I was very much operating in scarcity and I then approach my business in that way, right?

Where I was trying to control like all of the things within the business. I was just on edge all the time. It was just not.

And I've done again, all of this work to not show up in my online business in this way. Now I have scarcity that creeps in, I'm going to share this with you, but I come to business with such a calm demeanor. Now I'm so leaned back in my business. That doesn't mean I don't take action and I don't get shit done because I do.

But I have this very sort of calm demeanor. And I approach all of my clients with this calmness and they reflect that back to me, but I've also had them express to me how calm I am and how grounded I am and how what I do is such a [00:10:00] breath of fresh air and how relaxed I am in, in a lot of the things that I'm doing.

And if you listened to last week's episode, you know that I do things differently in my group program, Spellbound, where Clients wanna take a break, they just have to tell me and they get time added on. Or if there's, there's an illness or a death or something like that, then they'll just add it on. And that's cool.

And I'm fine with that. And I'm pretty flexible in that regard because I can't control what happens in their life. I can't control what they're navigating. I can't even really control what's happening in my life. So to expect me to have these sort of rigid things in place where I'm like, you get six months and that's it, and if you can't show up, too bad.

I just can't operate my life like that, but I let it, let alone operate my business like that. I'm sharing this because the inner critic in me recently has been telling me that I'm too passive and that I'm not... I don't have these like rigid [00:11:00] structures and I need more rigid boundaries and all of these things if I really want to be successful and if I really want to scale yada yada all the things that pipe up in your freaking brain when you've done the work and now you're kind of expanding and you're really sitting in this expanded from this expanded place, the inner critic will start to get loud again and that's scarcity seeping in right that I'm I need to do more.

Like I need to do more in my business. I need to create more boundaries. I need to have more rules. I need to all the things when in reality, everything about who I am is like ditch the rules. We're all unique. We're all authentic. Let's show up in that and let's be okay with people's authenticity. Let's not get insulted by it.

Right. But also let's just be real. Everything in life is a constant moving. changing evolution. Nothing is consistent. And so I can't approach my business [00:12:00] like that in a lot of ways because to me that's just control trying to control what I already know that I can. I'm sharing this with you because these things will seep up into your business and I want to shed some light on it from my own perspective and some of my own inner chatter that goes on because Like I said, when we could name and we can see it, we can make these shifts so much easier in our business, but we can also be really compassionate with ourselves through that, right?

That it's the inner chatter and the inner critic and all the things that pop up. We can just see it for what it is and release it as it comes in. And so some of the other things that I see within business that is sort of really grounded in that not enoughness is I think a big one. You know, my marketing and sales aren't working right when in reality you're seeing sales in your business or you're seeing client inquiries pop up.

This is a [00:13:00] big one, right? So. If you are putting things out into the world and you have people, let's just say DMing you or they're booking a call with you or maybe they're buying stuff off your website, but it's not to the degree that you want. To blanket statement and say things aren't working implies that nothing is working when it comes to your marketing and sales.

When in reality, there's probably a lot of really good things that are working. And that all that's needed is some like micro tweaks based on where there might be a kink in the customer mind journey or where there might be a leak that's happening or where there might be a gap that needs to be filled.

Right? So if you're new to business or if marketing is foreign to you, don't expect that you're just going to like put on this marketing hat in your business and be able to just Roll out there and have this expert wisdom and [00:14:00] knowledge. Don't put that pressure on yourself. And then when there are gaps in your knowledge and understanding, don't make it mean that like things aren't working.

It just might mean that you don't have the knowledge that's needed to increase client attraction or increase the nurture part of that customer buying journey or The sales or the retention, right? There's all these different pieces within your business of marketing and sales that needs to happen. And one, these things take time, right?

To master and to know what's working and what isn't working. But two, so many times I've done funnel audits and I've looked at people's funnel and I'm like, This is actually converting at 3%. What you actually need is to drive more people through it. You need to have more people view your business, right?[00:15:00] 

So there's a, uh, an attention, a reach thing that has to happen, a visibility thing that has to happen. Or let's just say you have a thousand people coming through your business or a hundred people coming through, 50 people or 30 people, whatever number you want. And somewhere along the way, you're not seeing the sales you want, then it's kind of like, it's not that it's not working.

It's just maybe the right people aren't coming through the pipeline. Maybe there is something within the nurture part of the sequence that That needs to be tweaked or amplified, or maybe it's the whole conversion piece, right? I know selling can feel so freaking awkward for a lot of business owners because that's not their natural, it's not natural to them to like pitch and to sell and to self promote and all of that.

And so that could be the piece that needs. Maybe a little bit of work, but when we approach it from this isn't working It's this all or nothing, which is that [00:16:00] scarcity consciousness. It's all or nothing. This isn't working. This is working But that default pattern is that things aren't working when in reality they might be and so you as a business owner as an entrepreneur Need to put on that creative problem solver hat and just look at it for what it is.

The other thing that I know to be very, very true is, is that our emotions and that inner critic, that ego lie a lot, right? I'm not saying that our emotions aren't truthful. I'm just saying that. We can have this feeling that things aren't working because maybe we don't see it translating as quickly as we wanted to.

We've put this expectation on it that we wanted to have 15 sales and we only had 5. Or midway through a promotion, you have 10 people by and then it kind of [00:17:00] goes quiet a bit and really your goal was 30 and you haven't hit it yet. So something must not be working. So I'm going to meddle with it when in reality, if you just let the promotion run.

You will likely maybe hit your goal. You just don't know. Can you see how this sort of seeps out in your business as not enoughness but from a very nuanced place? The other thing that I would love to share around this is the whole notion that there's not enough to go around, there's not enough clients, my audience isn't big enough, I have to hold on to my techniques, I can't share them with the world because what if somebody copies me?

These are all scarcity consciousness, right? You That there's just not enough to go around, or if a client decides to leave, that it's a reflection on you and the value you provided. These are all these, these nuanced scarcity bits that are coming through. So I would love for you [00:18:00] to just pause right now and just start to kind of look and identify where in your business, Your default pattern is to look at the things from a scarcity perspective, where in your marketing and your sales and the way in which you, you market and sell the way in which you lead and run your business, is that from a scarcity consciousness or an abundance consciousness?

Is that from things are going to run out, things aren't working. What am I doing wrong? Am I giving enough value? This is a big one in the coaching space and I see it all the time. And I am always amazed at how hard we are on ourselves when it comes to even creating a masterclass, let's just say, right.

I'll see a lot of coaches even present masterclasses to me. I'm like, that's [00:19:00] phenomenal. And they're like, Oh, I thought it was shit. I thought I didn't sound good. I thought I, you know, is this, is this actually going to work? What if this doesn't work? Right. Before we've even put it out into the world and I've done it.

Again, if you listen to the earlier podcast, you know, I sat on it from after my first webinar I sat and did nothing for eight months, I think, because I was terrified, right? I was like, Oh, that was shit. I recorded that masterclass and I went live and I, I felt like I didn't know what I was talking about, you know, when in reality I'd been doing marketing and sales for 20 years.

And that's the other thing I want you to look at, right? Where are we?

I don't have enough knowledge or information yet to sell what I need to sell. So I'm going to go take another certification. I got to take another class. I've got to invest in another coach. I'm going to coach hop because I, I need to find all of the [00:20:00] strategies that I need in order to make sure what I'm putting out there is perfect.

Right? These are all really sneaky, sneaky. Scarcity driven distractions and the ego just wrecking havoc. And the problem with that is you might be like, well, what's the issue? The issue is, is that we never actually. We put our stuff out there and reach that like full higher self place because we're constantly, we're constantly operating from the thing that isn't working.

We're constantly meddling, we're constantly tearing things down or we're not even putting things out into the world, right? We're not putting that offer out because it's not perfect enough. I also want you to take a look at how critical you are of other people because this is a big one. And [00:21:00] again, it's scarcity, right?

It's this competition. It's judgment. It's competition. It's like, what the hell are they doing? That's a shitty program. Or that's all fluff. Or I enrolled in this program and it didn't meet my standards, right? And I'm not saying there aren't programs out there that I don't know, that aren't that great. The ones that I've invested in, to be honest with you, have all met my, my standard and have all exceeded it, really, so I have really no complaints, but I would love for you to take a look at that because if you're being hypercritical and you're worried about people copying you and you're worried about people stealing your ideas and stuff like that?

That's fine. You're, you're comparing yourself to other people, but you're also monitoring everybody else's feeds going, well, that she copied me, or he copied me, or he's saying what I'm saying now, or what I was about to say, now, they're saying it now, it seems mainstream. I want you to just pause for a moment, because that is like, [00:22:00] that is that deep, critical competition.

Lens that you're looking through, right? That everybody's in competition with you and below that, again, is that not enoughness or there isn't enough to go around. So there's this worry and fear that if somebody copies you, then they might be more successful than you are or steal all your clients, right?

There's so much there to unravel. And if that is how you're viewing the world and looking through that perspective, then my guess is you will hold off in sharing what you want to share. You will perfect and perfect and perfect the offer and the offer will never be good enough for your standards Because you've got this hypercritical lens on everybody else and so My invitation to you is is that's where you're at and you're hesitant to put something out into the world Is to [00:23:00] take that gaze and look inward and ask yourself where you don't feel good enough Where you feel like something within you is lacking where you feel like What if I put that offer out into the world and somebody criticizes it?

What if I attract a bunch of clients into this offer and I get a bunch of feedback that isn't great? What happens? Right? How will we navigate that? And if you are in the business of working with people in, as a service, I mean, to me, business is the business of relationships and working with people, but there has to be it.

To me, it's a two way street, right? And that we have to be open to feedback. And one thing that I've learned, and I learned this a early in my corporate career, which I [00:24:00] am so grateful for because it allowed me to bring this into my businesses. I probably actually learned it in competitive sport, to be honest, because you were constantly being criticized and judged and demanded to step up to a certain level to play at that level.

But I know for certainty it was in my first year in corporate or second year in corporate when I was working as a management consultant and I remember taking on a project for the company I worked for and I did not understand this project. And I think, one, I think it was the company that the way in which they were expressing and communicating, it made no sense to me.

And I also then never took responsibility to really clarify it. So when I went to put together the strategy and all of that and our plan of action, it made no sense to them. And I'll never forget my boss who, to this day, has been instrumental in [00:25:00] my growth and development in the, my corporate career. One of my favorite bosses in the world, um, that I ever worked for.

And he sat on the edge of my desk and he in a very like compassionate way just said, can I talk to you for a minute? Um, and he expressed that the client didn't understand what I had put together and that I'd actually gotten a bunch of things wrong. And there was this, inkling within me and then this reaction that came that I'm definitely not proud of.

I didn't get angry or pissed off or anything like that, but I got defensive and I shut down and I defended and I justified why I did what I did without listening to what the feedback actually was. And my boss at the time, again, amazing mentor, pointed it out. He said, I understand that getting feedback that you don't want [00:26:00] to hear is difficult, but.

When you are working like this and you're presenting projects to clients, we have to be open to the feedback and that shifted so much for me because from then on out, and especially in marketing and sales, when you're working in corporate and just in general, when you are doing something that is an extension of who you are, where you're developing something creative.

Like for me, it's copywriting. So when I write, it can be very personal, right? And because of this advice that I got, I was really able to detach that What I deliver from my self worth and, and what made me feel enough. So when I deliver projects to clients for writing, they'll always ask me, can I edit it?

And I was like, yeah, go ahead. It's your copy, right? And they always look at me like I'm weird, you know, because I have this sort of passive approach. I'm like, do what you want with it. And. [00:27:00] For me, it's that detachment, right? Like, my copywriting and my creative work and all of that is not any indication on who I am as a human.

It does not strip my value as a human if somebody criticizes my copy. So I'm sharing this with you, because I think as service providers, coaches, consultants, sometimes we get our identity gets so wrapped up in what we're delivering. And when we're coming from this place of not enoughness, this scarcity consciousness, when we get one criticism, when we get one poor review, when we, a client doesn't pay or anything like that, we approach our business from this lens of they're against us, right, that competition, they're against us.

You'll see this in a lot of it. Programs and maybe you've created this right where there's these like rigid boundaries like you cannot message me outside of Facebook or you've got to sign this like contract that bounds you to this program and everything for whatever time frame and you [00:28:00] can never break it, you know, um, and I've talked about this on some other podcasts, but like that to me is all scarcity and it's all grounded in control.

All it does is perpetuate more worry, more anger, more worry, more anger. And. At the end of the day, we can't control people, like we cannot, and if we spend our days trying to, again, we just turn into a big old anxiety ball, right? Um, and then it just impacts everything else that we do, it's gonna impact your service, it's gonna impact relationships.

So can you imagine if, for example, a client came to me and they weren't happy with the copy that I provided them, or they had some critical feedback about it, and I just like, Kind of lost my mind or got angry about it or said, Oh, I'm not doing any edits. I only do one edit, you know, where you see that often you'll see that with, with different contracts, right?

I'm only going to make, you're only allowed to make one edit. There's nothing collaborative or co creation about that. There's [00:29:00] nothing about that, that invites. This collaboration and co creation, which to me is abundance consciousness, which is how I created Spellbound in every facet of my imagination was I want to be a thought partner, I want to co create and the only way that I could actually facilitate that is if I approach it from a place of abundance that and approach it from a place of I'm in this with this person and if I see them with the love and the compassion and gratitude And I see them for what it is, I can see when they're in scarcity, that I can help them out of it, and I cannot make it mean anything about me, my value, or my worth, then everything else is better.

Everything else is better. If I don't judge their scarcity, and vice versa, if I present scarcity or I default to that, then I equally want that compassion and gratitude back. But I'm sharing this because [00:30:00] so much of what we burn down, so much of the relationship issues, the client issues, all the things that we hear on social, right?

Like, all of the things that are happening, clients not paying, or clients defaulting, or whatever, is like, If, and this is just me expressing this, if you have a relationship with your clients, like an actual relationship where you have a conversation with them, where they can email you privately and they know you'll respond to them or they can shoot you a quick DM or a voxer and you're not going to get mad at them for stepping out of their boundaries because when the door is open, and I'm not saying open where people just take whatever the hell they want.

I'm talking about when you have. The door opener, you would extend an arm from a place of abundance and compassion and non competition and all of that, your relationships and everything that you do will thrive. Your relationship to yourself will thrive, your relationship with your [00:31:00] business will be a hell of a lot better, and your relationship with your clients and your customers will be a thousand times better than maybe that they are right now.

So, I would love for you again to sort of take an inventory. of where in your business you might be coming from a place of scarcity, where you might be looking at your marketing and sales through that lens of scarcity. All or nothing, this isn't working, why am I not getting more? What do I need to do to get more all the time?

I'm not doing enough, what if I don't give enough value? What if the masterclass isn't enough value? What if they get into my program and there isn't enough there? I can't launch yet because my membership or my program doesn't have what it, you know, doesn't have everything in there yet. The beauty about course creation, being a coach, being a mentor.

And again, from an abundance perspective is that [00:32:00] we're all growing, we're all changing, we're all evolving. And so I created Spellbound over a year ago. Had the idea, drop in, the structure, all of it. And one of the biggest lessons for me is, is that it didn't need to be perfect when I launched it. That I knew.

If this is my mission and what I want to do, that I have the ability to refine it and to improve it and to constantly improve it. That was my whole lens I was looking through it with because in the online space, definitely I had launched programs where I sat on them for eight months and didn't put them out there because I didn't think I was ready or I needed more certification or I needed more knowledge or I needed to learn more strategies.

All of the things that we all go through. And so my invitation to you is, is that you take a look at what processes, what systems, what things have [00:33:00] you created in your business, maybe from a place of fear and scarcity. What aren't you sharing with the world out of fear that someone might steal it, copy you, or that you're not original enough because now you're seeing other people talk about it?

Where are you not putting out that masterclass, that training, that experience? Where are you not promoting where you would love to promote? Because of that fear, that scarcity, that you're not enough, that somebody might turn you down, there might be that critical feedback that comes. Where are you trying to protect yourself in all facets of that business, right?

Protect yourself from all the bad things. That are going to happen instead of looking at it from again, that abundance mindset, right? That there's always opportunity for growth. There's always opportunity for love. There's always an opportunity to learn from the challenges that you're not trying to avoid the challenges.

You're not trying to [00:34:00] move away from them. You're not trying to protect yourself from them that you know that there's going to be challenges and failures, but you're looking at those as an opportunity to, to grow. To make things better and. That's how I love for you to look at your marketing and sales is that from that perspective, right?

That maybe it didn't go the way you wanted it to because you had an expectation that you wanted 30 people in your group coaching program or that you want to attract two new clients every month or you want to sell. 50, 000 in products every month. And it's, you're not hitting those targets. And instead of blanket statement that everything's not working, that you look at it for what it is and you go, well, how many clients did I attract and how many people did enroll in the group coaching program?

And how many sales am I making? And where can I improve? Where can I improve on my marketing? Where can I improve on my sales game? Where can I improve [00:35:00] on forming actual relationships with the people that are in my community? Where I'm literally having conversations with people. Where can I improve on my client delivery?

Where can I improve on my client retention? Where can I garner feedback where I might not be garnering it because I'm terrified of what people will say? I don't want to get the feedback from people Because I'm scared that it might be negative or outright mean or whatever, right? Where am I trying to protect myself in that?

That's where I would love for you to have a Have a look at what you're doing, but also from that lens and that perspective, because that abundance mindset and the way in which you approach business from that perspective is, is ever expansive and it's ever giving. Right. It's, it's ever giving and, and it's ever receiving, right?

It's being able to receive, but also to give [00:36:00] and to look at your humans that are sitting in front of you that are expressing an interest to invest in your programs or buy from you, that they're humans that are They're wanting your support, or they're wanting the product that you're putting out there, and that they're humans, that they're humans, that they're, you know, you're not here to put up a big wall or boundary around yourself to protect yourself from um, All of the bad.

One of the things that I used to always kind of laugh about in corporate and probably why I thought I never really fit into corporate, I mean, there were a lot of reasons, but this was a big one. We would always create policies and procedures. If you've come from corporate policies, policies and procedures, protect ourselves from like delinquent employees.

And I was always like, why are we doing that? Like, why don't we, why don't we lead from the perspective that our employees are like amazing people? And why don't we hire from that [00:37:00] perspective that the people we're hiring are awesome. And instead of putting all these policies and procedures in place that end up punishing the good employees in a lot of ways, right?

Not saying there's good or bad, but like end up punishing your employees in the long run, because You're trying to protect yourself from it. Anyways, that was my whole perspective of corporate. Sometimes I was just like these policies and procedures don't even make sense to me because they're just there again, from a scarcity perspective.

Right. Um, I'll never forget. I worked for a company. I won't name the company, but I worked for a company that a, a colleague of mine had a death in the family and they required her to provide a death certificate. And. You might have heard this in other corporate companies, but they required her to provide a death certificate in order to go to the funeral, to be able to take a day off to go to the funeral.

And again, these things boggle my mind because it's kind of like, treat your people well, [00:38:00] give to them, Shower them with gratitude and they will in return treat you well as well. I'm not saying that they won't ever, you know, have the scarcity pop up and the anxiety and maybe be a little reactive and get frustrated and all of that.

But if you can see it for what it is and show up with that compassion, your business will transform. Like if you can approach business from that abundance mindset and consciousness. You, your business will transform in every way, shape or form. And if you look at your marketing and sales from that perspective, that it's ever giving, ever expansive, there's growth and opportunity there.

And there's growth and opportunity to look at it from a. Experimental perspective where you're looking at, okay, this didn't go the way maybe I hoped or planned or wanted or desired or dreamed of what can I garner from this? What can I learn from it? And what micro tweaks can I make? And I say [00:39:00] micro because it's often micro tweaks.

And most people will say to me. I don't know if I believe you, Catherine, that that a micro tweak can make such a big difference. And I'm going to give you an example of how much of a micro tweak things can have and the impact that they can have on your business. Because usually they are micro tweaks that big growth or change happen.

It's not about the fact that you need to re record your masterclass and completely change it. Or go from doing a masterclass launch to a challenge or, you know, that two day weekend promotion you did for your products wasn't the thing. So I'm going to do this whole other thing. You know, it's, it's rarely that, it's rarely throwing out what you've done.

It's usually the micro tweaks. So. I'll give you one example. I was working with a client and auditing her stuff and her funnel was working and that she was having people come through, but her ads were [00:40:00] costing her so much money. And I went and looked at her ad set and I was like, well, first of all, your audience is like massive.

You're targeting literally everybody. And all we did was refine her audience targeting and refine who she was speaking to. And she went from spending like 18 a lead down to 3, right? And she ended up getting consultation calls booked in and sales happening and it was beautiful. I'll give you another example.

I had another client come to me going, My funnel's not working. I can't get enough people through it. In order to make an assessment of like what is actually working and at least with this client, she was looking at it from that lens. Like I need enough numbers through the funnel in order to assess what's working.

And when I looked at her funnel and she had paid tons of money to be in programs and courses, and I looked at her funnel and I was like, well, you don't even have a big enough audience. Like [00:41:00] you've already exhausted the audience that you're targeting. So can we expand this? But the natural tendencies is I need to change up what I'm taught.

Like I need to change up the masterclass. I need to re re record the masterclass for the umpteenth time, or I need to change all my email sequence, or I need to change all my social media content and posts and reality. It was like. All we needed to do was expand the audience and then boof the floodgates opened and then now she has consistent clients coming in all the time and it's just like it was one minor tweak that if you look at the funnel or you look at your marketing from a big picture perspective and not get lost in the granular weeds of it right and get wrapped up in the spiral of emotion that comes with it.

And get wrapped up in that inner critic self talk and we can actually remove ourselves from it and go up to the big picture and take a look at everything for what it is. We can pinpoint pretty quickly on [00:42:00] that funnel or marketing or sales, what needs minor tweaking or changing in order to, I say open the floodgates, but in order to drive more client of track attraction.

Or drive more sales, right? So you're not going to drive more sales. If you're not simultaneously driving client attraction into your business. And so oftentimes we spend a lot of our time focusing on the sales. I don't have enough sales. I don't have enough clients. I don't have enough sales. And so we're pumping out more social posts that are selling what we sell.

And in reality, it's like, but have you even thought about what actually attracts clients into your world? Cause most clients coming into your world. are not necessarily looking for a solution in that moment, or not even aware that they need the solution that you're presenting. So it does take time to create demand [00:43:00] for the offer and the solution.

And if we're constantly just hitting people over the head with buy my thing, buy my thing, buy my thing, that's going to play a factor. But if we're always looking at things just aren't working and my sales aren't working with hyper focused on the sales, we miss all of the other pieces of it because we're so stuck in that scarcity of not enoughness and we can't actually remove ourselves out of it because we're always in reactive mode being in scarcity is in reactive mode.

What do I need to post today to sell? What do I need to email tomorrow to sell? What do I need to do to attract more clients today? Right? There's always this reactive, I'm not making enough. So I need to do this in order to sell. It's reactive. And when we're reactive in business, we don't make great decisions.

We make poor decisions often, right? And that is, comes back to that whole burning it down and wanting to burn it down or constantly throwing [00:44:00] spaghetti against a wall because we don't, we're not looking at it from that perspective of abundance one, there is a way out of this. I can see it. There's growth.

There's opportunity. What can I garner and learn from it, but also that there is enough to go around My ability to attract and make sales in my business is, is absolutely possible and that I'm grateful for what I've attracted into my world so far. And I know that I have so much more room to grow and I have so much more expansive places to elevate to.

So, with that. I hope that that has helped sort of shed a light, shine a light on maybe where that not enoughness is seeping through and how that not enoughness is impacting your decisions and impacting how you're showing up in your business and the energy behind all of the actions that you do take. Is it one of [00:45:00] reactiveness or is it one of sort of like nimble, flexibility, fluidity, the energy of receiving?

Not having to like go out and make things happen all the time. So with that, I'm going to leave you and on next week's episode, I'm going to dive a little bit into how you can start to assess your marketing and your sales and how to look at it from sort of a metric perspective to get an idea of what is working and what isn't working.

Because I also think this is a big place where people get hung up is they don't actually know. They're like, well, I don't even know what, what I'm supposed to be aiming towards, or I don't even track my numbers or even look at it. And I'm somebody who does both, right? Again, I go back to that balance of feminine and masculine, have the structure, have the systems.

Know your numbers so that you have some place that you're aiming and then allow your intuition and that [00:46:00] feminine energy to sort of flow and be creative. That's a beautiful place to be, but you've got to know your numbers. And so I'm going to unpack what that looks like and where to start looking so that you can start to do this within your business.

With that, I hope you have a fab day and I look forward to chatting with you next week. Cheers.

OUTRO: Thanks for listening. We'll see you right back here next time. You can also find us on social media at creatively owned and online at creativelyowned. com until next time, keep showing up as your authentic self.