Does this sound like you? You've been running your business for a while but it's no longer what you really want to do. There are bits of it you love and bits you'd like to drop. But you aren't sure how to make the switch. You'll need to come up with new packages, services, messages, copy and possibly even a new name, tagline and logo. You can't market the new things you want to offer because you have nothing to steer people to. It all seems too overwhelming so you don't do anything and stay stuck half-heartedly doing the thing you've always done while dabbling in the new bits.
I see this all the time. Clients who come to me in desperate need of clarity to help them make the shift. Sometimes it takes an outsider to validate the change and give them the confidence to take the leap.
I was recently contacted by Suné Markowitz-Shulman, a nutritionist who has spent years helping people lose weight. It's what she trained in but it is no longer her passion. Over the years of working with people trying to lose weight, she noticed that it wasn't what they were putting on their plate that was the problem, it was what was going on in their heads. She began to incorporate coaching but clients kept coming to her for a quick fix diet plan. She knew she wanted to change her offerings but she was stuck as to how to do that.
Should she change her business name? Should she target different people? Should she still offer the nutrition services? What should she offer? How could she make her business different? In fact, when she came to me, she said this:
"I have so much going on in my head that I may take up a lot of airtime explaining here. In short, I'm a nutritional therapist and have been in practice for over 10 years with various successes. I am looking to rebrand/revamp my career and message and do more coaching and although health and wellbeing has always what I've been doing, I'm a bit bored of the 'what is your diet like' question. Not sure if I should 'marry' all my skills or focus on the rebrand and what will that look or sounds like. As it looks like at the moment I need everything that you offer but would love to find out more and discuss what the best way forward is. I've had about 6 websites and have never been proud or happy about my offer and want to get it right without wanting to change everything every two years."
We decided that it was best for her to start with a Clarity session so we could get clear on what it was she wanted to offer. Suné had already completed my free Campfire Clarity Workbook so we used that as her starting point. Over two hours we chatted about what she was hoping to achieve. I then went away and condensed that into a summary document for her that included:
"Thank you SO much for this. The whole experience has been exactly what I needed. You are amazing at capturing my muddled thoughts. I am excited and inspired and reading it all over and over again!"
Next up, I got to work on her Copy & Canvas. We had a second short call to clarify a few things before I knuckled down to the process of transformation.
Here's what changed:
Business name: From Nutrition Redefined to Kitchen Table Coach (www.kitchentable.coach) - site not yet live
Tagline: A nutritionist for the mind
Her location: Suné works from home - out of the spare bedroom. But I suggested that she move her nutrition coaching into the kitchen. The idea was to create a feel of sitting at a kitchen table - the heart of any home and where nutrition really matters - with a friend who listens, encourages and educates.
Her opt in: We switched this to be a guide that helps people figure out what the real reason behind their weight problems are (and it's not what they eat)
Her packages: Suné had too many packages on offer, which became confusing. They also attracted the wrong kind of client - the type who wanted a quick diet fix. We changed this into a very simple process of:
Her ideal clients: Suné no longer wants to work with people who just want to know which foods to eat and in what quantities. She wants to work with people who want to address the real reasons behind why the eat what they do and how they can change their entire approach to food and thoughts about themselves.
Her message: We completely shifted the words on her site from being diet and nutrition focused to being about coaching, personal contentment and freedom from food.
Her logo, colour scheme, fonts and imagery: I mocked up a new modern logo for Suné, with suggested fonts and a choice of colour schemes. I asked her to send me a photograph of her kitchen and used the colours in that as the palette for her brand. I suggested the type of images she should have taken by a professional photographer. She will now get a designer to create a final logo version, get photography done and is building her new site.
Her future plans: We plotted out some ideas to expand both the number of one-on-one clients she will see, to holding group cooking demonstrations in her kitchen to writing a book. But these are all plotted out in a way that feel manageable and achievable rather than overwhelming.
This is what Suné had to say once she got the completed copy and canvas package:
"I was so excited to get your email on Friday and the excitement is lasting. You have totally captured my message and brand so beautifully and this is the one thing that has been holding me back for way too long. I am looking forward to building the website and getting out there promoting my new brand and concise message to the world. You have been so professional and speedy, which is also a great inspiration, but I can think of so many people who would benefit from your work. THANK YOU!"
Many nutritionists have before and after pictures of their clients - pre weight loss and after. Well here are some before and after pictures of the nutritionist! She's lost her old business and gained an entirely new one! (I should say that these images are suggestions only. The final product will come from a designer.) But now Suné has an in-depth brief she can take to a designer to ensure that her new business comes alive.
Could I help you do the same for your business? Get in touch.