How to Market Yourself Without Feeling Desperate

Let's talk about how to market without feeling desperate. That is key. Most of you guys, I know when you are looking to get clients, you're just like, I just want freaking clients. Someone just give it to me, please. Okay. However, we cannot act desperate. We have to audit, and we have to systematize it. Because when you act desperate, then what happens is you start going on the hamster wheel. Hamster wheel. And then all of a sudden, it's so overwhelming. You freeze and you don't do anything. And then you're literally just still sitting there. Like, I don't have leads coming in the door. What do I do? And we don't want to want you to get there. So I'm going to teach you today how to market yourself without feeling desperate. First thing is mindset. I know you guys are like, kelly, really? Mindset? Yes, mindset. We don't need to act desperate. Even if we have zero clients on our schedule or even if we have 500 clients on our schedule, we don't need to act desperate. That's the first thing. So the mindset here is, first, I need you to say to yourself, I just want to help people, and I need you to mean it. You can't just be like, I want to help people. I need you to say, I want to freaking help people. Like, I want to help people and, like, truly feel it and mean it. Okay, now that you say that to yourself 20,000 times, like, literally, I want to help people. Look yourself in the mirror. I just want to freaking help people. Okay? That's the first step that you actually like people and you want to help them. Second step, okay, now I said that. Now I believe it. I really want to help people. Okay, now I don't feel as desperate because I actually want to do it. Great. Okay, now I ask myself, well, where are my freaking people? Who are the people that I actually want to help? Who are they? For me, it's people around my same age, anyone between 25 to 45. And I want them to work out. I want them to want to be the best. I want them to live, like, a great life. Meaning that they're into fitness and they're into themselves, and they, like, want to. They have families and they want to look cute on the weekends. Like, I want to work with those people. Okay, so where do those kind of people hang out? Well, they hang out of Pilates classes. Okay, so first thing I am doing then is I am targeting then all the Pilates places because that's my target population. So here's the lesson, guys. If you don't have the people that you want, go to places that do have the people that you want. You may not own that group just yet. You're going to own that group after this podcast or episode, but you don't have it yet. So you've got to go borrow, I always say, someone else's audience, which it may be the Pilates studio audience. It may be like a business name networking event, which for me I absolutely love and eat that up. Okay? So like I would want to borrow all those people in that business network because, like, I want those people as my clients. Right. It also may be. I'm trying to think of a situation like that. It also may be where I go to a certain gym that I know, like Equinox. Equinox here in California is like the To Be Seen gym. I'm sure there are going to be people there that I just described. And so I'm going to go there to get my people and I may just become a member to get my people. So I can just be in the realm of the people that I want. Because I want to see. This is what most people don't get. I want to see how those people talk to each other. Like overhearing. When I'm on the machine doing the thing and I'm overhearing people talking, I want to see how they interact. I want to see what clothes they're wearing, who they're buying from. I want to see their buyer buying patterns. Like are they going to the cafe and are. What are they eating? I want to see. I just want to see how they interact. I want to see what they're bringing to the gym. I want to see what's like the hottest, latest thing. Like, I watch every single thing about them. I study people. And if I am trying to look for that ideal client, I need to know how their mind works. I need to put myself in that environment. Like, that is key, guys. It is so key. So if you like, let me. Here's like, let me give you an example of a disconnect of your audience. If you are a camper, like, and you love Van Life, okay? But you are putting your prices at like $300 a visit because you want to be premium and by the way, highly recommend you doing that. Okay? But you are making videos about Van Life with your content and but you're trying to attract the $300 clients. The 300 clients are not going to be attracted to Van Life. So right there, there's a disconnect so to me, if I was in Van Life, Van Life, I'm going to target people that want, that are more crunchy. Like, meaning that want alternatives for like pain medication or alternatives for like organic foods. Like, I would be targeting more local, what do you call it, Farmers markets. Because probably those people that are going to love Van Life are going to be going to farmers markets comparatively. And I'm not saying that like high standard people aren't going to farmers markets or aren't loving Van Life, but the likelihood of that is going to be slimmer comparatively. If I'm going for the $300 price point, I need to be showing myself that I am in these business event rooms and that I'm in these Pilates studios and I'm doing my fitness workout every single day and I'm going to champs and mimosas on the beach in the morning. Like, I mean, look, I have high standards, but I don't do that crap. But like that, you guys get the point, okay? You don't have to do all of that. And please be you, don't be fake. Uh, I would go to Pilates class though, because I was a Pilates instructor. But that the marketing has to align with also who you are and your values. Like, does that make sense? So just be mindful of that and like also how you show up. I, I didn't get this until this year, which is why I made an identity shift myself. Because I really always talk about treating high end clients because I'm a big component of that, because they're just going to want the best results and that's how we get the best results. But I wasn't showing up the best version of myself. That's why you guys. See if you guys are watching this, I have makeup on, I'm in my, an actual outfit, I have my jewelry on, my hair is done right. If I showed up with my hair in a bun in my AV sweatpants, which I absolutely love, which is the other version of me, I would not attract the higher end clients that actually want it all because they don't want to look like that. They don't want to be in the sweatpants. They want to look like this. So just be very mindful of that when it comes to marketing because so many people think it's about the funnel and the messaging and it is, well, not so much about the funnel, but the messaging. Yes. Okay. But it's also about this appearance, how you present yourself. Okay. That is key. And I think this is a, especially in a Female world, this is an underutilized skill that you can flex. And even. I think it's Cody. I forgot her last name. She even said there's a Harvard study done that women that wear makeup get 30% more in earnings when you wear makeup. And if that's the game that we have to play and that's just that, like, what I have to do to get 30% more, fine. Guess what? I'll put on my makeup all day long. All day long does not matter to me, okay? I don't make the rules. I didn't make that rule. But, like, that's just it. So be mindful of that. And you don't feel desperate. You just have to be in alignment with that. You have to be ready yourself. I think this is such, such a big point. You have to be ready yourself to make the shift, to make that identity shift. And that takes effort, guys. For me to put on makeup, it takes effort for me to actually shower and do my hair. That takes effort for me to find an outfit that, like, I feel good in, that I like, whatever. That takes effort, right? That takes a lot more effort than me just showing up with my hair in a bun in my AV outfit. So all this is changing into the identity to then attract the right people that you want to then be able to live the life that you want and have the girlfriends that you want. And we all are leveling each other up rather than, like, coming in just like, I'm here, I'm showing up today. And I think it's very important when it comes to. To marketing and not feel desperate, is being willing to step in the version of that, who you want to become. I'm not 100% that version that I want to become all the time at all, But I'm working towards that. I have more days now that I am dressed like this than I have days that I'm dressed in my av, which I'm working towards saying, okay, yep, I'm going to keep moving in that direction to keep creating the better version of myself that I want to become that. I don't care what anyone else thinks. I want to become that better version because I see myself in that better version, right? And so that is part of marketing. And then, so when I'm talking about not feeling desperate, okay? Because that's the whole point of this thing, is how to market yourself without feeling desperate. Well, number one, you have to change who you are. Always, always, always, always. You have to keep elevating yourself. And you film it. You film the Change. People want to see transformations. That's marketing, by the way. They want to see transformation. But you're like, but, Kelly, you're not talking about anything. Physical therapy, occupational therapy. I know. Because people don't relate to that as much as people changing because they want to change themselves, too. So document that. And by the way, you can also document treating a patient. Sure. Okay. That's only going to help you, but it's actually you changing as the person is the thing. That's your marketing. Again, people miss this. They miss it, okay? Because they're trying to find the best SEO word to get the most eyeballs, and that's just not the case. That's not it. The other thing is make sure there's an alignment that happens. So if I'm marketing to Pilates, but I don't believe in Pilates, then don't market to Pilates, because then that is desperate. Conversely, if I market to CrossFitters, but I have no clue about CrossFit, nor do I have an interest in it. That's, to me, is called a fraud. I'm not standing in what I truly value. So, like, I can't be authentically myself. I'm gonna be, like, faking it till I make it. Now, for some of you, that may work. For some of you that may not work. Or you say, I don't know about it, but I'm actually gonna go take classes and learn about it so that I can feel more confident in these things and actually make it my identity so that I can get these people. Like, that's, to me, what I would do. But, like, that doesn't have to be what you do. And then I don't feel desperate because I'm actually. It's all part of the process of growing and learning and becoming a better version of you at the same time as you're marketing to these people. Like, that's. That's how I do things. It's like, if I don't know it, I'm just gonna go try to learn it. I think that's big. What else? How to feel market without. Without feeling desperate. Find your tribe. That's number three. I would say find your tribe. Like, go on Facebook, look up groups that like art groups, if you like art, Piano groups, if you like to play piano. Business clubs, if you like to do business. That's what I would look up. What else? Volleyball clubs, whatever it may be, and go join that. Go to those people. And then basically, while I'm hanging out this group of people, what did everyone Ask you, hey, what do you do? What do you do? I tell them. And then guess what? Oh, my God, I need that help. Okay, I can help you. No problem. I can help you with that. And then that's what happens, right? So just be really mindful that it doesn't have to be as hard as you guys make it out to be. A lot of us make it so complicated. I just always think about marketing as making friends. Marketing is making friends. Marketing is making friends. That's it. That's all it is. And if you treat it like that, then it's way less scary. It's way less intimidating. And you just get to hang out with the best people. That's it. And the right people will be attracted to you and the wrong people will go, bye, bye. That's how I look at it. It's truly it. And I don't feel desperate. I don't feel like I need them. Like, I don't. I don't need you if you're. If you're. No, don't vibe with me. Like, that's cool. I understand. There's some people that do, some people that don't. You know, what else about marketing and not feeling desperate? Let me think. What else? That's another thing. Marketing and not feeling desperate have many. I think the other thing here is, number four or five is have many referral sources. Don't just have like one or two people that you rely on. That's your main referral source. Because that thing could dry up. And that thing could be Google. That thing could be a doctor, an actual doctor. The thing could be maybe an event that always gives you lots of return. You have to diversify where you get your referrals. So yes, it could be word of mouth, but what else? Word of mouth. Doctors, events. Who else? Google, maybe Facebook ads. Okay, great. But it has to be so diversified. Okay, Think of it like stocks. Like, you want to diversify your stock market just case one goes down, then you got the other one supporting you. That's the key here. Diversification is key. And so that's how you're not going to feel desperate, because if one goes away, you're not going to really even notice it that much, to be honest. Okay. And then, yeah, I would just say this really goes back to showing up just authentically you and putting your values out there. And whoever's attracted to you is who's going to be attracted to you and just being okay with people not being okay with you. That's it. It's really. It and if you're okay with that, then you're going to love marketing. I absolutely love marketing because I just think it's fun to meet people. That's how I look at it. It's like a game to me. It's like, how many friends can I get today? I'm like, yay. We connected, and we have the same interest. So great. You want to be besties? Okay, great. That's how I look at it. If you look like that, it's not intimidating. You don't feel desperate, and you're like, this is fun. And that's what I want you to guys do is, like, think marketing is fun. All right, guys.