Turning "One Day" into "Today!" The Messaging Mistakes Keeping your Ideal Clients on the Fence.

Some people in your audience are already convinced they want to work with you—just not yet.

They love what you do. They tell you, “One day, I’ll sign up!” But that day never seems to come. Meanwhile, others jump in without hesitation.

What’s the difference? Is it them? Is it your offer? Or is it something in your messaging that’s keeping them on the fence?

In this episode of The Upside-Up Marketing Podcast, I’m breaking down why potential clients hesitate and how to turn “one day” into “today.”

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 MENTIONED IN THIS VIDEO: 

👉 You can get your hands on the Three Techniques to Validate Your Offer Before You Launch (and the juicy questions within about understanding their objections) here: https://www.orangesheepresearch.co.uk/validate

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 🧡 Enjoyed this episode? Why not share it to your social media and tag me @orangesheepkatie – here’s the link https://youtu.be/XZ3WhhXcefI 

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 When you’re ready, here are three ways I can help you get faster results: 

SUBSCRIBE to "The Upside-Up Marketing Podcast here on YouTube or wherever you get your podcasts 

DOWNLOAD your "Ideal Client Anti-Avatar" to help you focus on the things that DO matter, forget the things that don't - and how to tell which is which: www.orangesheepresearch.co.uk/anti 

WORK WITH ME: Go deeper with me 1:1 to create "Perfect Fit" offers and content – if you're ready to say goodbye to having to work so hard for every sale, and let your content and sales pages do the heavy lifting for you so you have people in your DMs already pre-sold on the idea of working with you, work in depth with me as we craft your magnetic message and create an offer that (pretty much!) sells itself – connect with me on LinkedIn www.linkedin.com/in/katie-spreadbury and send me a message for the details! 

***Please bear with me as I migrate systems and update the tech in my business! There will be straight-up links to everything soon but for now don't be afraid to send me a message on socials, I promise I won't bombard you with DMs trying to convince you to buy, or "just checking in to see if you've had any more thoughts..." - that's not my style. At all. ***** 

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 Connect with me on socials: 

➡️LinkedIn (the best place to find me): https://www.linkedin.com/in/katie-spreadbury 

➡️Facebook: https://www.facebook.com/orangesheepresearch 

➡️Instagram: https://www.instagram.com/orangesheepkatie 

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 TIMESTAMPS ⏱️

00:00 Introduction: Turning 'One Day' Clients into 'Today' Clients

01:51 Understanding the 'One Day' Client Phenomenon

03:05 Attracting the Right Audience

06:20 Creating the Right Offer

09:07 Overcoming Client Objections

11:26 Gathering Feedback and Validating Offers

13:15 Conclusion and Resources

You can download your complimentary guide to "Three Techniques to Validate Your Offer Before You Launch" here: https://www.orangesheepresearch.co.uk/validate

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Transcript

Microphone (TONOR TC30 Audio Device) & Camo-1: 0:00

How often do you hear from people that you are speaking to, they'd absolutely love to work with you one day, but when is that time going to come? Think about it from the other direction. How many people's How many worlds are you in? How many people are you following? How many people are you on their email list where you think I love this person, they're great, I'd love to work with them one day but you haven't worked with them yet. I'm betting it's quite a few. I know I certainly follow a lot of people who I haven't worked with yet but wouldn't rule out ever working with. So with that in mind, how many of your subscribers do you think feel that about you, whether they've inquired and you've spoken to them or not? Hearing, I'd love to work with you one day, feels great, but ultimately one day doesn't pay the bills. So this episode, I want to dig into why this happens and how you can turn these one day clients into today clients. Welcome to the Upside Up Marketing Podcast,

Upside Up Vibe Check: 0:54

Using marketing to persuade people to buy your thing is hard, icky and not an effective use of your time. It's an upside down way of doing things. Introducing Upside Up Marketing. Helping you create offers people want to buy and share them in a way that feels good. All over a nice cup of tea.

Microphone (TONOR TC30 Audio Device) & Camo-1: 1:14

Hello and welcome to the Upside Up Marketing Podcast, I'm your host Katie Spreadbury. I have a little confession. I know in the titles there, it said over a nice cup of tea. I'm not actually drinking tea today. It's a bit cold. So I've treated myself to a Nestle peppermint aero mocha So it's a little bit coffee a little bit sweet a lot bit sweet if I'm honest And it's just perfect for this afternoon know it's a bit off brand, a bit naughty of me, but it's, it will keep me going through this podcast because I've got some really interesting stuff to share with you today. Some stuff I've been thinking about a lot recently. So I was voice noting back and forth with a client the other day and she said to me, I've spoken to all these people and they've all said they'd love to work with me one day, but that's not really helping me right now. I think she'd had a few book her smallest package just, you know, to get, to keep them going, to get them along. In terms of signing up to work with her longer term, people were saying, Oh, I'd love to do that one day. I'd love to work with you one day. I love what you do. I love your views. I love your process. But I just need to wait for all, all different sorts of excuses, all my ducks to be in a line, for the money to be there for this particular thing that's going on in my life to pass. There's always something, isn't there? So today I want to have a little dig into why that is and how you can make sure the inquiries you've get, you're getting. Aren't from these one day clients. They're from the ones that want to sign up today. by the way, if you haven't met me before, I'm Katie Spreadbree and I'm here to help you move from having to work hard for every single sale to selling effortlessly through your content and sales pages by helping you understand your ideal client at such depth You can get your written words to do that heavy lifting for you. Sorry. I still have to read that off my off my script I don't know why I find it so hard. It's the bit I say every week anyway, that's who I am So there are a few reasons that people that you're attracting might be one day clients instead of today clients. And the first thing is the first thing to think about is are you attracting the right people? So is your content that's bringing new people into your world, however you do that, attracting people that are at the right stage for you, the ones that actually are ready to use the solutions that you have created for them. So the way I would describe this is that they're prospective ideal clients. They're not Prospective clients, which would be your ideal clients that are ready to buy, they're prospective ideal clients. They're not quite at the stage of being your ideal client yet. They're a bit earlier on in the journey. So for example, perhaps you are, perhaps you're helping people in their business, but your messaging is talking about quite basic concepts. So you're attracting people that are right at the beginning of their business, but the people you want to help are a bit further along, you know, they're already making money and they're ready to scale. So you're attracting people at the beginning there and they've got a bit of a journey to go on before they're ready to work with you. So, are you attracting the right people into your business? Now there are two ways you can address this. One way is to change the content and your messaging that goes out to people to bring them into your world. So the thing that strangers see, the people that don't know about you yet, the people that aren't following you and aren't signed up to you yet. Change that, the messaging in that content to appeal more to these people who are further along, who are more advanced, so that you're not pulling these early stage people into your business. To do that you need to identify what the ready people are thinking and doing and how that differs to the people that aren't, who are still too early, and adjust your messaging to reflect the priorities of your more advanced prospective clients. So that's one way. So one way is to change your messaging to pulling the right people. Or the second way is to Still bring in these people and then nurture them until they are ready. This is a longer term strategy. Admittedly, it won't bring us such quick results because it does take a bit of work to bring them along the journey. But it builds trust over time. And it works well if you're comfortable playing the long game. For example Lisa Johnson and her race to recurring revenue challenge. People will take that. Year on year and year before they sign up and buy the one to many program she sells off the back of it to work with her. Some people will do the challenge once, sign up to it, bam, done. Other people, they will keep coming back and keep coming back, then one day they're just ready and they'll buy it. So she knows the value of bringing in people at an early stage and nurturing them until they are ready to make that investment. Of course, Lisa's a massive business with a massive team now. This is more, a more resource heavy. Strategy, because it does take longer, but if it works for you, or if that's the way you want to do it, it is very, very possible. This is for you to decide depending on what strategy and how you want to run your business. Now I mentioned something quite important there which was about identifying what the ready people are thinking and doing versus the people that aren't quite ready. I am going to return to that later in the episode and I don't, I'm not just going to tell you, oh you need to do this thing and leave you hanging. I'll return to that later in the episode but it's relevant to a couple of the other points I'm going to make as well. So I'm going to tie it all together at the end and explain to you how to do this. So don't worry I'm not leaving you hanging, stick around for the The second people might be joining your world, but not buying, you know, I'd love to work with you one day, but not signing up yet is ask yourself, do you have the right offer for them? So you might be following someone whose philosophy you absolutely love, but they just haven't come up with something yet that you've thought, that's what I need right now. For example, I have followed Tad Hargrave for a long time. I love his philosophy to marketing his. Ethics driven, pressure free, respect to the autonomy of the prospective client. I love the whole philosophy and way he works and I learn so much just from following him. But in terms of actually buying his offer, his membership isn't a good fit for me for a number of reasons. Which is his main thing. So for a long time I've sat in the background and just watched. But he came up with a masterclass recently, which addressed an exact problem I was having and bam, I was in. So, having lurked for a long, long time I'm now making purchases for him, from him when he comes up with offers that exactly meet what I need at the time. So, it could be that they love your theory and philosophy, they just, you just haven't got the offer that's for them yet. So, what you need to do here to turn these people is just keep experimenting and keep putting out offers. Get specific about what they are actually doing and what they need and when I say get specific I mean get specific these broad general offers are not going to bring people who think it's a nice to have into your world But if you can make it really specific to something they've actually got going on right now, then they are going to be far more likely to buy, because they love you, they love your philosophy, they're gonna want your take on this exact problem that they have. So, when you're looking at, your audience, be looking at exactly what they want and what they need, and what is going on for them. Get really micro on that. So, we're not looking at a general Pilates membership. Of which I have followed many Pilates instructors on YouTube, on Facebook, wherever. But not bought their programs, not bought their classes. Until I met Louise who does a Pilates from Runners session. Now, this suddenly sounds very specific to the reason I want to do Pilates to make me strong enough and make my body resilient enough to be able to do the amount of running I want to do. Bam! I signed up because that was specifically the offer I needed that solved the problem I had. So it's about understanding your people and understanding who it is you're serving and what they need. That is different to what everyone else needs. Again, how you do that, I will come back to. The third point you might want to consider here about why people are, I'd love to work with you one day and not, I'd love to work with you today, is there's something in your offers and the way you're presenting them that leaves them unsure as to whether it will actually work for them, whether it will actually get the result. You're saying it will. So people might be hesitant because they don't believe fully that your offer is going to work for them. And if they don't believe fully, it's a huge leap of faith to invest money, especially if you're talking about the higher ticket programs. So, really, really dig into what, what might stop them actually achieving what they want to achieve. Why have things they've done in the past not worked? Why do they think working with you, they might not still get the result that they want to get? And then highlight how when they're working with you, they don't need to worry about that, because you've thought about that. You've built it into your program. You will support them through it, whatever it is. If it's something they don't want to do. You're not going to make them do it, or you're going to support them as they do it. So for example, it's not sign up to my 16 week marathon training plan, it's sign up to my 16 week marathon training plan, which is designed to fit around your full time job and your children. You know, because training for a marathon takes an awful lot of time, so knowing, and if you work, and you have kids, it's a really challenging thing to fit in. So knowing that a program takes this into account isn't going to have you out running five times a week, at the crack of dawn, when you're normally meant to be getting the children ready for school, and having to spend your whole weekend in ice baths and things like that. Oh my god, this thought makes me shudder. You know, knowing that it works around the constraints that you have can turn them from a one day to a yes, right now, actually, please, I would love to work with you. So you're not here to agitate their pain points there. You're here to tell them that they don't have to keep struggling. It's about showing them what's possible. Have a little think, which of these three factors, so, having the right audience, having the right offer, and overcoming those objections. Which do you think might be stopping your one day clients from buying if you're not sure then I really really recommend you do some work Digging into this and finding out And the way I do this when I work with clients is that we speak to people who have bought their service and people who have almost bought their service. So they've clicked the sales page a few times. They've made an inquiry. They may have even had a sales call with them, but they haven't ended up buying. And we speak to them and we ask them questions about, what's going on for them. What, what were they looking for from the program and what was it that made them buy or not buy. All these questions that we're asking we're looking for not only what they say but the differences between the two so we can Distinguish what sort of messaging attracts people who are ready to buy and kind of puts off people who aren't quite there yet. Versus messaging that brings in the people that aren't quite ready yet and you waste a lot of time on sales calls with people who aren't qualified to take part in your program. So that's what we're looking for there. So I would recommend if you're having this problem, having a bit of a chat to your clients, and the people who almost bought, your almost clients and seeing what the difference is between their perspectives. Dig in a bit more into what is exactly going on in their lives, the frustrations they're facing, the ones that were almost clients, where their frustrations are slightly misaligned with what that offer could deliver. Is there another offer you can create for them if that is the direction you want to take? Or can you reposition your current offer from a slightly different angle to appeal to this new group of people? Follow up with them with another launch campaign and you may find you get more people into your program. And then in terms of the objections, speak to the people who almost bought but didn't buy and the people in your wider audience and find out why it didn't appeal to them. What did they think about it that wasn't quite aligned with where they wanted to be. If it was that they didn't think they'd get the result, exactly why was that? What barriers were in the way? And what was stopping them from buying? So really it's having these conversations and digging in and getting this information. Now, I have a, really specific question you can ask your audience about finding out what their objections are It's quite hard to read out over the, over the podcast or on the video. So I will give you the link to my resource. Three Techniques to Validate Your Offer Before You Launch. There's a really, really good question in there to find out exactly what the objections amongst your audience are. So if you want that, pop over to the link www. orangecheekresearch. Co. uk forward slash validate. And, I'll pop that link in the show notes or in the description So you can do it with one click rather than having to type that all in. I appreciate I didn't pick the shortest domain when I went for the full business name of Orange Sheep Research in my in my web address. Yeah, you live and learn. So yeah, I'll pop in the show notes so you can get that with one click. And that will give you, it gives you three questions actually. It gives you a question that tells you what your audience needs, a question that will, help you assess whether they actually want the thing that you're selling, and then the third question is all about finding out what their objections might be. So yes, do grab that resource if you would like some help with that. And don't forget to hit subscribe so you don't miss another episode. I put these episodes out every fortnight and I hope to see you at the next one And in the meantime, remember, question everything, especially your assumptions. See you next time, bye bye.