It’s Not Rocket Science! Five Questions Over Coffee with Margaret Guillen (ep.10)

Who is Margaret?

Margaret is a result-driven Business Coach for female entrepreneurs just like you. She uses business strategies, as well as NLP techniques and NLP coaching that work on your mindset and assist you with your personal development, to help you build and grow a business and a lifestyle that you can truly enjoy.

Key Takeaways

What you will learn in this podcast: 

• How having clarity with your target market allows your message to be heard
• Why too many business owners try to solve their own problems
• How to ensure you have a magnetic message to avoid selling

Valuable Free Resource or Action

Margaret offers a free 30 minute call. Get more details at https://mgcoach.co.uk/

Transcript

Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Stuart Webb 0:44 

Hi, folks, welcome to it’s not rocket science. five questions over coffee today and with Margaret get in who is our client attraction experts. And we’re just going to talk a little bit about how she helps businesses attract clients, I guess. So, Margaret, welcome to, it’s not rocket science. Tell me, what’s the biggest challenge that your ideal client faces today?

Margaret Guillen 1:13 

Good morning, everyone. Hello, Stuart, thanks for having me here. If I have to say in one word, there would be clarity, we can go in many minutes is a lot of smaller, smaller issue they have but major is they trying to help everyone, they usually they very good, what they do, they come to me, they’re very passionate, but they try to help everyone. So that’s mean, they don’t have a clarity who is the ideal clients, then they don’t have a clarity of what they can offer what they specialise in. So simply, they trying to be very generic because they think if they have a wide net, they can catch more people. And I found that people have a tendency to be scared of niching down, become an expert, because they think oh my god, I’m going to lose so many clients, I want to work with everybody, by always says if you want to work with everybody, how are you going to market this? How are you going to talk to them? How are you going to tell that you are the right person to help them? How are we going to solve the major problem? We know that people don’t buy what we do day by day solutions? So I think that’s the main problem is having clarity on your target market, ideal clients what you offer, then it’s so much easier to run the business. That’s why they struggle to get clients would you agree?

Stuart Webb 2:40 

Yeah, it’s a very good point, I worked with an accountant, so new new accountancy company not so long ago. And they had three or four experts, all of whom were expert in everything, and they all wanted to specialise in that thing. But it made it very difficult for them as as a non established business to be able to say, this is the problem, the pain that we’re trying to help a customer solve, because they would say, well, we can solve any problem and I won’t yes or no, you can solve any problem. But that doesn’t help the customer understand what you’re going to do for them, you have to be very much more specific, and getting them to just come down to one that they eventually settled on was the most difficult thing.

Margaret Guillen 3:18 

And I think especially in this times where we are bombarded with information, we have so many competition on internet, and then how do you choose? How do you choose the right? business? So even if you have to think from perspective from us, they need to start thinking like the clients like if I go online, if I look for someone to do something for me, for my specific problem, you want the expert people I think particularly now they’re looking more expert expertise, because they value the money, the value the expertise, you don’t want to go to someone who will say, I can do this and this and this, then you start doubting, is the person really good at everything we know we can’t be good at everything. You will be very suspicious. If you go to the dentist and Heather’s Yeah, I can do your spine, I can help you with your elbow, I can do everything, then you will say Hold on. And we do this to our businesses. But I suppose nobody taught us this. We don’t know. We just have passion about our skills. And we think that being good and having skill is enough. But these days, it’s not enough.

Stuart Webb 4:27 

I think that’s great analogy. I like that analogy. I should be using that word again in the future. That is the dentist that solves your elbow and back problems. I think that’s a brilliant analogy. I love it. So what are the common mistakes people actually make when they’re trying to solve that problem that you’ve just identified?

Margaret Guillen 4:45 

I think the biggest mistakes is that they try to solve themselves. Yes. They, they think because they either started or because they have a problem and struggle and maybe the finance is not in The place where they want to be they think I have to solve myself I can do it you know, I can go on the internet I can said I can watch the video. But we know that this was not help them because it’s first of all, we are too close to say it sometimes our problem, and then why would you waste so much time and energy where you can invest in yourself and get someone who helps you to do it faster, better. So I think a lot of people do that. And they Unfortunately, sometimes they realise when it’s too late, or some are lucky and realise, like, I have a client that I even didn’t know, when she came to me she struggles she she was very good at what she was doing. But she said clients comes and goes and, and most from friends and colleagues, I don’t know where my next next clients come from. And I didn’t know and she invested, I said, Look, if we work together, we have to work for quite some time, because you can’t again, do something once and I’ve got another analogy, I love analogy. I said to her, you can go to gym once and Be Fit for Life, we need to do this, we put to have foundation in place. And she agreed. And later she told me Margaret, when I started, I didn’t have money to invest. But I knew it, I have to do something because obviously what she was doing didn’t work. She tried different things which was out there. And the other danger is that there are so many people who have the right tools and strategy, but they might not be right for your business. And they might be good for them. But not yet. So you need someone who will look at detach and say look, what about this? What about this and match the talent and passion of their particular business and then have them build a strategy which will work for the particular business. So really being making sure that you invest in your business and yourself, obviously, the next thing will be you know, the mindset, I will say the mindset and other things.

Stuart Webb 7:02 

That’s great. That’s great advice. I love that. So So what is the valuable free action available free resource, I can see there’s something scrolling across the bottom of the screen here that that you like to offer people in order to give them direct help with that problem.

Margaret Guillen 7:16 

Right, I have actually two things I can think of very quickly. First, I would say before you do anything, get clarity on what you want from your business, because the other danger is that we and I’ve done it myself, I’m sure used to ours as well, when we sort of started the business. We just thinking we want the business and we don’t think actually how about our lifestyle and we just looking what other people doing what is possible, and we try to replicate or simply have successful business, but on success, success basis on other people or what is on the market. But what I will say people now to solve this problem is think how many days you want to work. If you have children, it’s important that you start For example, 10 o’clock, not seven o’clock, or weekends are important to you to stay with your family. You don’t have to work weekends, but quite often when clients come to me, I have to do this. I have to do like I said no, you don’t have to this is your business. How you do with how you sell the boundary is up to you. So get the clarity what you want from your business, how many hours How much money do you want to earn? Who is your ideal clients? What? What clients that don’t give you energy which clients drain you if they train, you don’t work with people, they don’t know they can do this because we we sort of think like we had a job and we had to do certain things. But when you create your business, you create the way exactly you want it. So think of your talents. Think of your passion, get the clarity of what you want, why you’re doing your business, why is important to you, what do you want to achieve? And then that you clarity that will help you to build the business you like you enjoy. And then the more you like and enjoy, the more we’ll be able to help other people. So there’ll be one advice, get the clarity. And the second I’ve got free download Where is very simple, but it’s very specific step by step guide, which will help you to get really high end clients. What do you need to do to hit that? high end clients attract high end clients more naturally, instead of at the moment? A lot of people chase clients, they think, oh god, what do I need to do? Or how integral or where do I get them? Where do I find that? If you implement the steps, you will be attracting the clients because you will have magnetic message, you will have what they want and if I have what you want, I don’t have to sell it that will sell themselves.

Stuart Webb 9:47 

That’s a brilliant piece of advice. I love that actually that is really a that’s that’s one of the great things that I love about talking to people like you is you begin to understand that actually selling isn’t about about pushing it on people I know so many people that I speak to, they’re afraid of selling. And I keep saying, you know, selling is not difficult if you have the right message or you do in front of people. And if people are interested, they will be interested in talking to you don’t go push something on them. And you know, we all get afraid of selling because to a large extent, we remember the sort of stories about people sort of, you know, going into a car sales room, and they’re not being allowed to sort of browse as a salesman badgering you and talking to keep saying, that’s not selling, if you if you’re interested in buying the car, you’ll go and look at it, you’ll go across somebody and say, I’m interested in the car. That’s the sort of selling we like to do as professionals, we like to be there to say, this is what I do. And if you

Margaret Guillen 10:48 

I always says sales is helping helping people. Just like you said, if somebody says, I want to buy the car, I’m going to say buy this asset, how I can help you which car do you want? What colour do you love? Do you love sport car? Or do you, you know, what do you need the car for? And then they tend to just open and say, Oh, my God, this person really tried to help me and then the job is done. You just have a conversation, like we have in conversation. And then usually when I talk to my clients, when we just before we finish this, okay, okay, Margaret, how I can start what we’re going to do, and I don’t have to sell anything, because I give them what I have. And they say, Yes,

Stuart Webb 11:24 

I want this. You know, you’re right. And I know, this is another thing that sort of does affect people are selling, I’m quite open to people that sort of turn around to me and say, What is not right for me? And my answer is, that’s fine. You know? It’s not right now, maybe it’s right in the future, maybe maybe it’s not right. You know, if we’ve had a conversation and that’s all we intended to do is to have an open conversation about what we do. So what’s what’s it and we could talk about this for hours. So I’ve got to bring us what’s the concept or book or talk that’s been most impactful for you in your business your experience?

Margaret Guillen 12:00 

It always go back it was a funny situation. Somebody A long time ago gave me a CD. It was Louisa hay. And the title of the CD was I can do it or you can do it I can’t remember the title I’m sure you heard the weather is very, very popular and and all my career all my journey started with that because there was so like, a ha moment that really we are creating what our life everything was our thoughts. And simply I start reading more listening more than I can Tony Robbins, obviously. And that’s where I come through, I found that I was always interested in psychology, why the brain why we do what we do. But one day I came article in psychology and there was about coaching. And that’s how I started but I think the mindset that the piece which was missing in me in sort of my thinking so hold on, sometimes we have to go back and really work on our mindset to change anything and because when we change everything change around us and and that’s what started I changed my career. Suddenly, I discovered a passion talents I had where before, I was just doing like everybody else jobs. Okay, some part I like it, some I didn’t. But it wasn’t totally, I wasn’t totally satisfied, something was missing. And in by listening this CD, I think she gave me the missing piece.

Stuart Webb 13:34 

That’s brilliant. I love that I love. Well, Margaret, I guess we now come to the fifth question, which is the open question that makes it easy for me, because I’ve only really asked you for questions. So the first criteria is what’s the question I should have asked you that would give great value to our audience.

Margaret Guillen 13:51 

I think it goes nicely what I was saying their mindset you should ask me why some people are successful and some don’t.

Stuart Webb 14:01 

Have you got an answer? Yes,

Margaret Guillen 14:04 

I have. I think about it, you have to become the person who wants to be successful. So we’re going back again to the mindset as an entrepreneurs, business owners, we not only have to work on our business, but we need to work on ourselves and our mindset because like the side if my thinking my thoughts, my language, create the reality. Imagine in everyday in your business. If you keep telling yourself this is hard, oh my god, I am overwhelmed. What are you creating and also our thoughts? Create feelings and our feelings then we take action. So when you say I am overwhelmed, I’m tired. Do you think giving Okay, I’m going to go and do this? No. You discourage so obviously you not take action. So we need to control every day, our thoughts and create what you want. If you One more clients, when clients come to me easily instead of it’s hard, it’s not hard. And then if you happy obviously you’re gonna take action. Okay? Well look at what what how I can help someone what I can do, and then you more active and then you know, obviously you’re going to create the reality. So mindset mindset because I’m going to share it, I think I hope this is valuable as well, that mine You need to know three things about the mind, mind will always do what it thinks is best for us. Because the main thing is to preserve us and protect us. So if you think I’m tired, I’m sick, I will need a break the brain say okay, I give you flow, you can stay five days and bad, whatever. So remember, what we say to ourselves is very important because brain listen all the time, and we’ll do what you want to do. Then the second is the brain always do everything to move you towards pleasure and remove you from the pain. So it’s again, if we’re thinking this is painful, or public speaking, or I can’t do this workshop, Okay, no problem. Stomach ache, stay in bed. Don’t do it. Don’t do it. It’s too dangerous. You see, so we need to everyday work on it. And the third thing is the brain. Anytime we feel anything, it’s down to things, what we think what picture we make in our head and what we say to ourselves. So again, why do you think some people fly and enjoy and some people have fear of flying because if you go to the plane, say oh my god, this one is gonna crush your What do you have the image and you scare yourself and obviously you’re gonna go so the brain that’s what we’re doing to ourselves making pictures size the world. That’s it, we’re done. But if you say I’m going on holiday, I’m going to have a wonderful holiday. I can see myself lying on the beach, no problem going to the plane, getting that. So remember, right? brain is, is an amazing tool we have here and we need to use it and practice every day. So affirmation, your gratitude, whatever, whatever one how, imagine sort of visualisation thing? How do you want your business look like? how your day ideal day at work look like and just constantly feed your brain the things what you want, rather than what you don’t want. Because again, the more you think what you don’t want, the brain will

Stuart Webb 17:22 

pull you away from it, or grab yourself to it is so crucial in all of this, isn’t it as business owners want And isn’t it? Right self talk that actually sets us up for success rather than tears us down. And I will extend that to the thing that I’ve spoken to some business owners about and and that is you have to have the right people around you as well. Who are bringing you down and don’t build you up, you find that you are being brought down. And I talk a lot to business owners who have got management teams with people around them. And they’ve got they’ve recruited the wrong people because at the right mindset, and I say you have people around you that are going to help build and not destroy and if you have the wrong people that’s going to destroy the business. So you’re absolutely right. Not self taught it absolutely crucial to everything we do as business owners success. Yes. Yes. brilliant marketing. Success, think more success, right? Yes, if you don’t want success, you can easily find other ways together. And Margaret, this has been absolutely brilliant. I’ve loved talking to you. And, guys, if you want to see more of when we do these talks, and you want to get more information, just go to the email, or the the URL is going underneath here at the law. That’s tcaa dot FYI, forward slash subscribe, get notified about when more of these are coming out. We’ll get more guests like people like Margaret, and I’m sure we’re gonna hear more from Margaret in the future. Margaret, thank you so much for coming on. It’s not one size five questions over coffee. I’m so sorry that, that my fifth question was the one that probably entered most of the discussion. But listen, if you need more information about market, go to Margaret mg coach code at UK, get that download and see what markets got to say and I’m sure you’re going to be able to increase your knowledge of what she’s talking to people about in terms of that mindset and everything else. Margaret, thanks for coming on. It was my pleasure, Stuart. Thank you for having me. No problem. I look forward to seeing you. Yes, bye bye.