Be honest…do you have enough clients?

Angela and Scott were live on the Video Power Up Facebook Page, where they shared their perspective.

Ange: Welcome to our Wednesday live video.

Scott: Welcome.

Ange: We are … yep.

Scott: No, I just said welcome.

Ange: Okay. I’m Angela.

Scott: I’m Scott.

Ange: And we’re with Video Power Up. Today, we’re talking about exposure. Are you the expert everybody thinks of or are you giving up your clients to other experts in your field because they don’t know about you? We all, I think, experience this at some point in our career and actually, I think it even goes up and down, right? There are certain areas we are absolutely known as the expert in and there’s other areas, geographically speaking, that people don’t know us. Sometimes, it’s in our own backyard. Wouldn’t you agree?

Scott: Yeah, no. I absolutely agree. Yeah, being known as the expert, I mean, depending on what industry you’re in, being known as the expert, we’re not talking like the expert in the world, like the top number one person in the world. That’s a whole other realm that’s sort of beyond most small business owners and entrepreneurs. A lot of us don’t even want to even go to that place. You know, we would just be comfortable growing our businesses and making enough money to live the life that we want.

Scott: We’re not looking to be those YouTube stars and have a million followers, or whatever. If you have a specific product or service and a certain specialty in a geographic region, if someone needs or wants that product or service, you want to be the first person on their mind when they’re ready to make a buying a decision. That’s kind of what we’re talking about today.

Ange: That’s totally what we’re talking about today. I think in the context of a couple of other things. I just want to say, hey welcome. When you come in, be sure to say hello. Amanda’s, hi Amanda, welcome. Lisa, welcome. Thank you so much for joining us. Yeah, we really want to talk about today when you’re in a sea of competition, how do you stand out from everybody else? We’re not actually here because we’re not the experts in exposure, just for those of you who are joining and don’t know.

Ange: Scott and I we own a company called Video Power Up. We’ve been doing video production for the last 13 years. We’ve helped hundreds of businesses create thousands of videos. In the last couple of years, what our passion has … what we’re really passionate … All right. Can you hear us now?

Scott: We are actually saying stuff.

Ange: Can you hear us now? Yes, awesome. So, the audio’s not going to be as great. We’re using computer audio. I just unplugged our microphone, which is going to bother Scott, but how is the audio? On a scale of one to ten, is the audio still okay if we go on? I’ll just wait for that. Hopefully, you guys can hear me. Yep.

Scott: Okay. Before we move on, Angela and I, well actually lots of us who do video, talk about this all the time. It’s all about failing forward and making mistakes. We’re actually using, just to fill you guys in real quickly, we’re using Angela’s computer today because she needs to be able to do it on her computer and we need to be able to do on mine. Mine’s a MAC. This one’s a PC. What we’ve been using with the MAC.

Ange: Are you blaming the PC?

Scott: No, I’m not getting into the PC, MAC debate at all, however, I will point out that it didn’t work on a PC. We do use a shotgun mic that usually has really good sound. So, we’re going to try to use that today and we were having some issues when we started this morning, getting that audio connected properly and it has failed us. So, what do we know now? We know that we can’t trust this particular sound set up, so we’ll have to find a solution for that.

Scott: But, for all of you, I don’t know how many people are watching right now, people who aren’t doing videos and are scared of the technical challenges. You’re scared something’s going to technically go wrong. It likely will, at some point, and then you need to fix that problem and then move forward. We have so many of our members that have struggled with BLive, as well, but every time they do a video, they’re learning more and more. They’re fixing technical challenges, as they come across them. You just got to start doing video. Anyway, that’s my bit about that.

Ange: Amanda says it is a PC issue.

Scott: It is. Right, Amanda?

Ange: Of course. Of course. So, what we’re really talking about today is exposure and not losing clients to the competition, not because they’re better than you, or they offer more than you, or they offer more value that you, or sometimes, you offer more value than they do. You know it. You have more knowledge. You have more experience. You might just be better, right?

Ange: I mean, there are times where you see your competition and you’re like, but they don’t even know what they’re doing, yet, they’re the ones people are going to. They’re the ones people are talking about. They’re the ones people are referring people to. I think it all comes down exposure. So, before we talk about exposure, I want to talk about clarity.

Scott: And good exposure, as well. I think there’s a difference, you know? I think some of us see this at networking events, especially, when people just put themselves out there. We’re not talking about doing videos where you’re just crazy, and loud, and everyone laughs at your videos, or whatever. I mean, exposure’s good, but that exposure needs to demonstrate you as an expert. I think that’s pretty important.

Ange: Yeah, which actually brings me to my next point.

Scott: Okay.

Ange: You have to be clear on what you do. You have to be clear on what you do. So, whether you’re online or in person, because I want to look at exposure as a whole, you have to be clear. If you do four or five different things, people are going to get lost, right? They’re going to get lost in the third thing and they’re going to forget. If you try to do too much, or be too much, too many, you’re going to be nothing to everyone, right?

Ange: No one’s going to remember exactly what you do. What is it that I do? I know. Lisa Braun, who’s with us today, does social art. I know if I want to drink wine and paint with my friends, Lisa is the person I’m going to go to. I don’t know, Lisa, you might do other things on the side. I don’t actually know, and I think that’s great that I don’t know because it’s clear on what you do. You’re in Water region. I know you travel outside of that, but it’s really clear on who you are and what you do.

Ange: Amanda, you are super clear. You do luxury travel in the Caribbean for families. Caribbean, Caribbean for families.

Scott: Tomato, tomato.

Ange: That is your specialization. If someone came to me and said, “I want to go to a Europe trip.” Would I send them to you? Sure, but I’d be like, “You know, her specialty really isn’t on luxury vacations in Europe, but I really like her. Go to her anyways.” Be really clear on what you do. Natalie’s joined us. Hello, Natalie. We’re just talking about, I think the first rule of exposure. The rule of being known as the expert is you need to be the expert in one thing and let people know that. So, being clear on what you. So, we’re not just what you do.

Scott: I wanted to say one thing about exposure because I think it’s interesting Amanda and Lisa, are here today. I went and picked Angela up yesterday at Mompreneur event and there was two cars that were wrapped in the parking lot that really got my attention. Both of you guys have wraps that really make your vehicle stand out, so that’s another exposure tactic. I just wanted to let you know, Lisa, I thought the truck looks great. I am right. That’s Lisa’s truck, right? It’s wrapped. Social Art. I’m sure it is.

Ange: I don’t know. Was that you?

Scott: I’m sure it is. Lisa, let me know, but I’m pretty sure that was your truck. I don’t know anyone else that does what you do. I think it’s pretty unique.

Ange: Okay. The first thing is being really clear on what you do. Just as important is how what you do helps other people. So, helping for me is, you’re making their better financially. You’re making their happiness level go up. What other ways can … because you do your 90 plan and you got four quadrants where people can improve their life.

Scott: Right.

Ange: So, what’s the four ways people’s lives can be improved?

Scott: I don’t know, if I want to get into too much of that today. [crosstalk 00:08:55].

Ange: No, just one of those four ways.

Scott: Well, it’s a little abstract right now, but health.

Ange: Okay, health.

Scott: Wealth.

Ange: Wealth.

Scott: Relationships and then my fourth quadrant is bucket list, but I don’t want to get into too much of that today.

Ange: I don’t either.

Scott: Okay.

Ange: But, I’m just saying those are four great ways that people’s lives can get improved. I don’t know that there’s any other categories, right? Like, their health, their wealth, their relationships. So, if you can improve those three things and you can communicate how those things can be improved for people by what you do, now you’re connecting, right? Now, you’re connecting what you do to how you can make someone’s life better.

Ange: I want to know from you guys, who are on with me today, how do you connect with your audience? What is it that you do? How do you make someone’s life better? How do you improve their health, their wealth, their happiness, and their relationships, because if you can connect what you do with that, now your exposure is going to increase? You’re probably going to be able to ten times the result you’re getting on your exposure activities, by being clear on those two things.

Scott: Since you chose to go down that road, she kind of threw me a curve ball there, but I think it is really interesting because it does come from a lot of marketing strategies or marketers that most people’s problems, almost everyone’s problems fall into one of those three categories. They have wealth problems, or they have relationship problems, or they have health problems, and they’re looking for solutions to those problems.

Scott: If there’s something that you do in your business that can help solve those problems, that’s what you want to focus on. I mean, Amanda, I’ve heard you speak at length about what it is what you do, and you solve relationship problems. Lisa, you probably solve health problems and relationship problems. Those are the sort of the things that, you know, that you should focus on, I think. I know, it’s interesting that you brought that up.

Ange: Yeah, Lisa says, “I never hit on those points. Mental health, stress relief is a huge point for me.”

Scott: Yeah, absolutely.

Ange: Right. Even like doing art and gathering with your friends, as an activity, versus, drinking coffee and gossiping, I don’t know. You know what I mean? Like, thinking about the way that we communicate as friends and as families and how you can make that better through art. Amanda says, “Unplugging and time together.” Unplugging, that’s huge right now. Putting those devices down and really connecting with your family. It’s actually an issue. I think that is going to go from a relationships issue, to a mental and physical health issue, just FYI, being able to those things.

Scott: You want to unplug?

Ange: Yeah.

Scott: And a wealth issue. I think that the abuse of social media, again, going off on a tangent here, but the abuse of social media and how plugged in we are affects our health, our wealth because we’re spending way too much time on it where we could be doing more productive things, like you growing on business, or paying down debt, focusing on those things. It’s definitely affecting our relationships. I mean, people use the excuse say, “Well, it keeps me connected to people that live out in BC.” It’s like, well, yeah, kind of. But, if you really look at it, most people waste way too much time on that. You know, any of your big dreams, goals, aspirations, bucket list stuff, it’s taking away from that as well.

Ange: Natalie says for her it’s wealth and happiness. Helping others become entrepreneurs and be happy in their careers rather than being stuck in a job they don’t like and that doesn’t make them happy, right?

Scott: Yeah. Natalie, I’m with you on that. I’m very passionate about that. Absolutely.

Ange: Yeah. That’s great. So, now we’ve got clarity on what do you do, how it helps those categories. Now, how about clarity about how you do it. Are you clear on how you do it? In your messaging, how you’re going to do that is really important. So, for us, as an example, we help people gain more exposure through video. How do we do that? Well, we have online lessons and one on one support directly with Scott and I to help you overcome hurdles, and obstacles, and always being and creating better and better videos to get more exposure, more clients, so that money is not a problem for you.

Scott: Right. We solve wealth problems. We focus on wealth problems. I just want to throw back to Amanda’s comments as well. Absolutely Amanda, you solve health problems, as well. Angela and I are going away on Friday. I can’t wait and it’s, I mean, for the relationship because we’re business owners, we work together. It’s very stressful, at times, so I’m looking to spend some quality time with my wife that’s not just business related, but also, I need the mental break. I need a breakaway.

Scott: Yeah, I’m going to think a little bit about work, but I think as entrepreneurs, sometimes, it’s hard to travel and try to carve out that time and even find the money to travel. But, we need those breaks and I think everyone should be traveling, you know, gain a break, getting away from business. At least once per quarter, just to give that space because if we don’t, our businesses are just constantly running our lives. So, absolutely, Amanda, totally agree.

Ange: Yeah, for sure. For sure. Those are some of my tips. Be clear on what you do, how it increases someone’s health, wealth, and relationships, how you do it. And then, here’s the last one, how do you maximize the number of people who you give that message to? To me, there’s online or offline and then we can go into all the different categories, right?

Ange: When you’re networking, when you’re meeting people, when you’re having conversations, are you clear about that? Are you clear about who your audience is? That’s a whole other video about your target audience. Are you clear on how your audience is? So, when someone says, “Well, how do I refer you?” Well, if you know any female entrepreneur’s that are between 35 and 50, who are struggling with exposure, I’d really like you to pass on my information. Right, being able to be really clear about that.

Ange: So now, here is where else can you get exposure. How else can you be known as the expert? Networking and what is networking? Networking isn’t just going to that event once a month, right? Networking is every opportunity where you meet someone new. Networking is going to a friend’s house when they’re inviting new people and you’re the only there that doesn’t know those people. It doesn’t mean that you’re always in business mode. Absolutely be in social mode, but that’s a networking opportunity.

Ange: When people say what you do, you know, don’t fluff them off. I don’t know about you guys, as an entrepreneur, when I’m networking personally, and someone’s like, “What do you do?” It’s like, “Oh, I do video production.” I kind of fluff off the question. I don’t want to talk about myself. We need to stop that. If someone asks what we do, tell them, what we do, how it helps others. Is it their health, their wealth, the relationships, right? And how we do it. It takes us one minute and that person might be like, “Oh, cool.” And they might want to talk to you about it and they might not. It’s okay, right? But, using those social situations, as exposure activities.

Ange: Online, I think we need to be creating those online videos that get that message out. Posting those videos to your page, sharing them personally. Don’t be afraid to ask your friends to share it. I mean, you don’t want to ask them every day to share things, but when you get those videos that are really clear on what you do, how it makes someone’s life better, how you actually do it, how you help them, start spending $5.00, $10.00, $15.00, $20.00 a week on your Facebook ads or your Instagram ads to reach the most amount of people.

Ange: I’ve met a couple … actually, I heard a great idea yesterday from Elaine, if anyone knows Elaine from Mompreneurs. She said there’s a website called HARO and it’s Helping a Reporter Out. They will put out there their need for maybe a blog, or a story, idea, and you don’t know who they are. You don’t know who they’re writing for necessarily, but if you respond and write a blog, or write an article for them, and they post it, you don’t know where you’re going to be published. I thought that was an awesome exposure idea and I’m going to be looking into that today. Scott’s just posting it in the comments.

Ange: So, looking for opportunities where you can be the expert. Putting yourself out there when people say, “Do you know anyone who … ” And if it’s you, say, “This is what I do. This is how I help. This is what I fix and how I do it.”, not being afraid to do that. Those are some ideas. Do you have any ideas?

Scott: Nope. You caught me off guard. I was looking for a URL and I was just sharing that.

Ange: We’re talking about other online or offline exposure ideas that will show you as the expert. What about contacting your local newspaper or radio station, or TV station. We still have Roger’s here locally. How about connecting with them and seeing, you know, again, don’t pitch it from an opportunity of this is what I do for a living. Say, “Hey, I have this idea about a lifestyle piece and that’s really important to me. Would you be interested in having me as a guest?”

Scott: Yeah, no. That’s a great idea. My idea, I mean it’s similar, I think focusing on the problems they were talking about. Like, what problems do you solve? [inaudible 00:18:27] talk a lot about that, and the travel, and the painting. Can you share that story with the paper or with HARO, or whatever, but speaking is still overlooked by a lot of people because people like doing video, but are really nervous, or they have fear about getting up and speaking? You don’t have to do a 90-minute presentation, but you could. That’d be very effective.

Scott: But, even just getting up and speaking for ten minutes or volunteering to be that person that speaks at those networking events. Don’t get up, even if you get that 90 second … I went to a networking event recently, and it was a little uncomfortable because I haven’t been to them, where it’s very promotional and people just hand you their card, and then you get put on their email list automatically. A lot of people get up and do their elevator pitch. You know, I feel there’s a better way to do it. If you focus more on the problems that you solve for these people, if you know what some of those problems are.

Scott: Don’t cram everything in. If you go to a networking event, you’re going to get multiple opportunities to introduce yourself. Maybe just treat it like one of your two-minute videos and focus on that one probably that you’re going to solve. You know, tell people that’s what you do. I solve this problem. That will get a conversation started. But, definitely public speaking. Be comfortable getting up in front of a group and speaking either at length about a specific topic, or even just briefly.

Scott: If you get that brief elevator pitch, throw that old stuff you think you know about elevator pitches out the window because that pushes me. When I hear those elevator pitches that are very salesy about insurance, or you know, get a lot of insurance people. Anyway, I think the pitch, you guys know what I’m talking about. We need to get away from those types of elevator pitches. I don’t know, that’s my advice.

Scott: Offline marketing is definitely being comfortable speaking. If you get into one on one interactions at networking events, be more of a listener, you know? Don’t be so like, “This is what I do and this what I can do for you.” You know, ask people … make sure there’s a two-way conversation because that’s the other thing I notice when I do go to networking events is sometimes, people just want to talk about themselves. That’s okay to just listen. You might hear a problem there that you can either solve for them, or maybe you know someone else and you can make that connection. I’ll be the first one to admit, I’m not very good at offline marketing, at all. Ange’s much better at it than I am.

Ange: I don’t know if I’m better at it, I just do it.

Scott: Well, that makes you better at it.

Ange: That’s a good point. The more you do it, the better you get, right? We’re talking about exposure. If you’re not comfortable with public speaking, the more you do it, the better you get. If you’re not comfortable with video, the more you do it, the better you get. I probably have a person or two here that agrees with me.

Ange: I want to know from you guys, exposure activities. Being known as the expert, how do you guys do that? Is there anything that we haven’t brought up that you guys do that really works? We want you to share. Share, let’s be a community. Share what ideas that you do. You know, it’s funny, I touched on this in the beginning. We’re from Hespeler. Well, I don’t know of many Hespeler people, besides our close friends, know what we do.

Ange: Maybe it is looking at your community and how can you connect with other businesses in your community on a real level because I think one of the reasons we’re not as well known in Hespeler, we’re known better is Guelph as the experts in video, than we are in our hometown. I do business here, you know, I shop here. I eat here. But, I don’t make relationships here. You know, keeping your relationships, knowing where you are geographically and making some new relationships.

Scott: I was just pointing at the time.

Ange: Yep. Hi, Lisa Evans. Welcome. Okay. What networking do you guys regularly attend? I’m a Mompreneur. Are there any other groups? I ask this question myself, Lisa. I love Mompreneurs because it’s actually not a networking event, although there’s networking there. To me, it’s more of a … it’s this like-minded group of people, who get together and share ideas. I don’t know what you call that. It’s a support group. It’s like entrepreneurs anonymous more than anything. That’s why I love Mompreneurs. There are other great groups out there.

Ange: I don’t go to all of them. There’s Wealth, Women, and Networking, Cambridge Women in Networking. I don’t know what that group is called that you went to, but you said there’s some really great people there.

Scott: Yeah and it sells out all the time.

Ange: Sells out.

Scott: I’m trying to remember his names right now. Darrel from …

Ange: Legal Shield.

Scott: Not Legal Line. Legal Shield. I think it’s Darrel and Bonnie run a couple of events. One in Guelph. I think one in Georgetown. There might be one in Milton. I’m not sure. It’s a lunch event and it does sell out. They do a really good job of organizing. I’ve only been to one. There was definitely some really good people in the room, but it is a networking event and people are there to promote themselves. You know, we’ve done other and I don’t want to mention any names, but there’s a lot of networking events out there that are sort of a waste of your time, so you need to be careful.

Scott: Lisa, unfortunately, I don’t think we can give you a good answer. We’re still experimenting with some of these offline networking groups and events. I do agree with Angela with Mompreneur. I wish there was more groups like that for entrepreneurs because it fosters a really great community. Angela’s been a member for a long time.

Ange: Some of my best friends are Mompreneurs, honestly. That’s the kind of relationship I’ve built there.

Scott: If anyone else who watches this video, if you got any recommendations for networking groups that are great, that have been working for you, or there’s just a group of great people …

Ange: Post a link.

Scott: Yeah, post a link. We’d love to check it out. We want to get out more and do more offline marketing, but we don’t want to waste our time, as you guys don’t.

Ange: Lisa Braun invited me to one. It was called Networking for the Ladies. I don’t know much about it. I’ve been to it once and I actually did really enjoy it. It was a networking group. One person gets to speak. Correct me if I’m wrong, but Lisa, feel free to link that here. That’s in Kichner, I believe. Mo Monday’s. Some people really like going to Mo Monday’s. It is not a networking event. It’s a different type of event, but you can absolutely meet new people there and learn. If you go early, you know, mingle.

Scott: Yeah. You got a great start to public speaking and sharing your message. Speak at a Mo Monday. It might be nerve-racking for some of you. Amanda did it, right?

Ange: Yeah.

Scott: Yeah. Amanda Drexler did it. Yeah.

Ange: Pennie did it.

Scott: I think lots of people. That’s an opportunity to get your message out.

Ange: Karen Clark.

Scott: And so, help overcome the fear of speaking publicly and on stage, as well, because once you’ve done it, you know, you’ve busted through that obstacle.

Ange: Yeah. You know what? Sorry, there’s one more group. They’re in the London area, but it’s called Soar. I know that’s good because Laurie Hawkins is freaking amazing, so that’s going to be a great group, as well. So, Lisa Evans is in Burlington. Are you, Lisa Evans, are you a member of the Fempreneur Facebook page because I know that there’s actually a networking event happening at the end of May that someone [inaudible 00:25:53] and it looks really good. I really like the people in that group. I will find that group and put a link here. I’ll actually just put the link to the networking event instead of the group, because I think you are a member of the group, but I will put it there.

Ange: I hope that helps you guys out with your exposure activities. Really, just making sure you’re doing them, putting yourself out there, and saying the right thing. Focus on one thing that you do, the one thing you’re most passionate about. Sharing about how it improves people’s health, wealth, or relationships, and then actually go into a little bit of how you do it. That will help people understand you more. It will help you be more referable. The more you put yourself out there, the more activities you do, the more online you do, the more video that you do, the more people will see you as the expert in your field.

Scott: And when they’re ready to make a buying decision, you’re the one that they call first.

Ange: Okay, everyone have a great day. Don’t let the conversation stop here. Post any information below that’s relevant, whether it’s an on or offline marketing opportunity. If you have anything you want to share, we would love to hear from you. We’re not going to be here next week. Usually, when we’re on vacation, we say, “We’re going to try to go live from our vacation.” But, next week we are 100% in vacation mode.

Scott: It’s a mental break and relationship building retreat.

Ange: He gets to be my husband for a whole week, yay. I’m so excited. We’ll see you guys back in two, but until then, have a great one.

Scott: All right. Thanks.