Mastering Your Message: How to Communicate Your Value to Attract Champagne Clients

Good communication is the key to any successful business. But let’s be honest—it can feel really hard to figure out what to say to attract the right clients. This week, I’m sharing how to create a clear message that connects with the kind of clients you really want to work with. I call them “champagne clients”—they’re the ones who truly value what you offer and help your business grow, without needing you to post nonstop, cut your prices, or completely change your brand.

Topics Covered In This Episode:

1. Be clear in your messaging, so people understand what you do and how valuable it is to work with you. If your message isn't clear, you're unlikely to attract the right clients.
2. Understand your audience - knowing the specific details about who you help allows you to craft a message that truly resonates with the right people.
3. Instead of focusing on tasks, your messaging should communicate the transformation you provide. Clients are more interested in outcomes than processes.
4. Developing and naming a unique method or approach will enhance how you communicate your value and can set you apart in the market.
5. Once your message is clear, it should be consistently communicated across all platforms and interactions, becoming a guiding principle for content creation and client engagement.
6. Avoid being vague, listing tactics instead of transformations, trying to appeal to everyone, and underselling your strategic abilities.
7. Use my three-part formula for compelling messaging: identify who you help, what you help them achieve, and how you do it.
8. Mastering your messaging can serve as an advanced strategy to attract higher-level clients without significantly restructuring your entire business.

Find the full show notes at:  https://brandimowles.com/251

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Transcript

Ep 251: Mastering Your Message: How to Communicate Your Value to Attract Champagne Clients

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Brandi: [00:00:00] You know what's so wild? You could be the best at what you do, have the skills, the experience, the receipts, and still feel like you're shouting into a black hole. No dms, no discovery calls, no ideal clients. You're definitely not hitting your revenue goals. It's crickets. The problem isn't your pricing, it's not your process.

It's that people don't get what you actually do or how valuable it would be to their business to work with you. And spoiler alert, if they don't get it, they don't buy it. Today's episode, I'm fixing all of that as I'm breaking down how to master your message so it magnetizes the right clients. I like to call these your champagne clients without needing to post more.

Lower your prices or rebrand or pivot your entire business. So if you're like, yes, Brandy, I wanna have higher pricing, I want people to know what I [00:01:00] do and I want them to hire me. I'm ready for crickets to be gone. Then let's get into this week's episode of the Serve Scale SOAR podcast.

Hey, hey, hey, my friends. You're listening to the Serve Scale Soar podcast, where we help women step into the role of strategic partner, charge more and work less without scaling a giant agency or burning the heck out, I'm your host Brandi Mowles and today we're diving into one of the most overlooked but most powerful tools in your entire business.

Your messaging. Now, I do wanna take a minute and just say that this is a more advanced strategy, so if you're just getting started, don't leave me this. You'll still get some value out of it, but I don't want you to stress about this if you're just starting now. If you have 1, 2, 3, 4, 5 clients. Let's start diving into [00:02:00] this so that way you can start working with those champagne clients.

This is something we dig deep into in Strategist Society, and one of the ways to uplevel your business without making massive changes. Little changes actually have the biggest difference in your business and messaging is part of that. So I just want you to know. If you're just getting started out, don't let this stop you from just getting out there.

And if you've been doing this and you're not seeing the results you want, but you have some clients, but maybe they're not that champagne level, or maybe you've been getting on some calls and they are straight PBR clients, then let's change our messaging to attract the right people. So let me start with this.

If you've ever felt like you're doing all the things like posting, networking, cold dms pitching, but you still aren't landing those champagne clients, maybe you're jumping on discovery calls and they're just not the clients that you wanna be working with. But you dream about [00:03:00] working with those higher level clients.

It might not be your strategy, it might actually be your messaging. Here's one caveat that I wanna say. If you're not doing your marketing minutes, if you're not actually reaching out to people, it's probably that. But if you are getting on discovery calls, you are having conversation and they're not leading to clients because they can't afford you, they say they're not ready.

Those are prob, that's a messaging. Mistakes, and that's what we wanna fix today. Your messaging is more than just your elevator pitch. It's how you position yourself, it's how you communicate your value consistently across all your content, your sales calls, your websites, your proposals, your discovery calls, all of it.

Your messaging is you, and if your messaging is muddy. You'll either one, be attracting low budget clients who you don't wanna work with, or who just can't afford you. Two, you're confusing [00:04:00] people who might otherwise be the perfect fit for you. Or three, you're getting ghosted completely. So today I want to fix that.

Before we can fix anything, we actually have to know what messaging is and what it isn't. Your messaging is not some cute tagline on your website or your trendy bio on Instagram, or a long-winded explanation of every tool and tactic, saying things like, I help grow your business and hoping the right ones, figure it out. That's not messaging. Your message is a clear, concise way to communicate the problem you solve, who you solve it for, and why your approach is valuable. It makes your dream clients say, oh my gosh, she gets me. She gets my business.

Where the heck has she been? Because this is exactly what I need. So how do we get to that point where [00:05:00] clients are like, yes, yes. Take my money. I wanna work with you. I'm gonna show you our three part formula for clear compelling messages. So grab a notebook, grab a pen. Re-listen to this episode if you're in the car, because I'm gonna give you some tangible steps so you can create compelling messaging.

Compelling messaging is three parts. The first part is who you help, and with that, we wanna be specific, not just coaches or business owners. Thank six figure online course creators who are tired of launching to crickets. See how that changes. It starts to add qualifiers. 'cause one, you don't wanna work with people who are just getting started.

You wanna work with people who already have six figures. You also are saying, I wanna work with online course creators, and you're making an implication that they're launching. And they're not getting the results they want. So there's six figures. They're course creators and they use launching for [00:06:00] their method.

So you have a ton of qualifiers in there. Or maybe you say, busy founders who wanna scale their business without hiring a full-time team. So when we look at that busy founders, so you would be specifically targeting those businesses that call themselves founders. So I had a consultant client that she did beauty founders.

They, they were people who were starting beauty businesses. They called themselves founders. My audience, if I called them founders, that wouldn't resonate with them. So we have to make sure we're using our audiences. Names, terms that they use, not ones you want them to be called. At the end of the day, I use the term freelancer.

Because that is not a term I've ever recognized, but a lot of people know what a freelancer is. We don't use the term media buyer because most of my audience has no idea what a media buyer is. So you have to make sure you are using the [00:07:00] terms your people are looking for. So who do you help? How specific can you get with that?

Two, what do you help them do? This is the transformation. What do you actually help them get? It's not the task but the outcome. So here's an example. Streamline their funnels so they convert better, run smoother, and don't need babysitting every day. So if you're a funnel builder, this is great. I help six figure online course creators who are tired of launching to crickets streamline their funnels, that who they convert better, run smoother, and don't need babysitting every day.

See how that's like really specific and it's Ooh, that is the transformation I want. Maybe if you're an ad manager, your clients want leads on autopilot, so you could put that in. I help six figure online course creators who are tired of launching to crickets, automate their traffic with leads in sales to [00:08:00] 10 x their launches. So something like that. See how we're getting super into the transformation and specific on who we're helping.

And then the third one is how do you do it? This is time where you use your unique method, system, or approach. Now, a lot of you may not have a system approach or a method. I encourage you to get one. When I was running ads, mine was the three tier approach. That's what I went over on the discovery call strategist society.

We have this strategist success snapshot. It's the three things we're gonna focus on in your business. So every business. Should have a method. I don't care if you're a course one-on-one service provider, whoever, you need a method. We've always had methods and so what is your method called? You may not think that there's anything like fancy about the way you do things, but I bet there is if you're working with Med Spa specifically.

What do you have? You probably have the same type of campaigns that you're running for all your [00:09:00] med spas. Let's give it a name and if you need help naming your method, you can always go and ask Chat GPT, say, this is what I do for clients. Here's my approach. Can you gimme a name or a method that I could use to really sell this?

And I bet I'll throw some out to you. So what do you do? Is there a unique method system approach that shines? For example, using my three part strategist. Success blueprint to simplify scale and sustain growth. When you combine these pieces, you get something like, I help establish course graders, scale their ever even funnels, using my strategist success blueprint so they can hit consistent 50 K months without hiring a big team.

Do you see how specific that is? Clear, specific, high value, easy to remember, and magnetic to the right people. It's gonna put off the people who aren't your champagne clients because you're pre-qualifying through this process. [00:10:00] So then once you take this three part approach, you put it together. You have your clear one sentence that hits who you help, what you help them do, and how you do it.

Then we start putting our message. Everywhere. This is what guides you in your social, your sales pages, your application pages, your email signature, your proposals, your guesting. If you're doing guest training, guest podcasting, your discovery calls, your message should be consistent that your audience could repeat it back to you.

So we get so stuck on being a broken record. I've been talking about the same stuff for seven years, y'all. New people hear it and the more you say it, the more it just becomes second language. It should be infused in everything. And this is your guiding principle on how to create content. So if mine was, I help establish course creators, scale their [00:11:00] evergreen funnels using my strategist success blueprint so they can hit consistent 50 K months without hiring a team.

That means everything I create is gonna be for course creators who have evergreen funnels. My strategist Success Blueprint, I can pull each piece of that and use that as content. I'm gonna talk about 50 K months and about not hiring a team. So when you have this, it helps you create content. It helps you on your sales calls, it helps you with your emails, your proposals, because you have one North Star messaging.

That has a common thread. People like that. It gives them safety and security. They know that you're not always bouncing around, that you stand for this one thing.

It will attract your champagne clients and it will deter the people who are not your champagne clients. So your messaging matters. So I do wanna talk about common messaging mistakes to avoid. I am just gonna do some rapid fire here. Okay. One is your too vague. I help [00:12:00] businesses grow. I help businesses get leads.

That's too vague. Listing tactics instead of transformations. People don't buy ads or funnels. They buy the result. No one cares how you can get them to 50 k as long as you can get them there. So we're talking about the transformation, not the tactic to get them there. Lot of people try to speak to everyone, and it's not relatable when you speak to everyone.

It's not relatable, it's not magnetic, it's not, you get specific on who your champagne client is. Underselling your strategic brain. You're not just a service provider, you're a partner in the results. They need to see why they can't not hire you because you are gonna change their business so much. Okay, so my homework for you is write down what your current messaging is.

In one sentence, ask yourself, would your dream client immediately see themselves in this? And if not, tweak it using my three-part formula. Who you help, what you help them [00:13:00] do, and how you do it. That's how you create magnetic messaging that's gonna attract those champagne clients,

and I can't wait to read it. So once you have that together, send me a DM at Brady Mouse, share with me your messaging statement so I can see it and cheer you on, and I may even give you some feedback.

Your message is your magnet. That is how you bring people into your world. That is how you close sales. When it's clear and aligned, the right clients will find you. Trust you and be excited to pay you. You don't underestimate yourself. This isn't fluff. It's a foundational piece of your business. And if you want help refining your messaging, your packages, and actually landing those champagne clients consistently, that's exactly what we help you do in Strategist Society.

We work with you one-on-one to create that magnetic messaging to create your method to get your packages in alignment with those champagne clients. And if you wanna [00:14:00] learn more, then go on and get added to our wait list by . At the strategist society.com, that'll take you straight to our application page, which will push you on our wait list. I'll review it, and if we think we can support you, we'll jump on a quick 15, 20 minute call, find out where you are in your business, what your roadblocks are, and then only if I think I can support you in your goals, will I give you more information?

Invite you to join us into the Strategist Society. We only currently have a few spots left. It is a very selective group, but the thing is, if you don't apply, you never know if there's the right fit or not. So head to the Strategist Society. Dot com go and apply. We'll let you know if you think you're a good fit, and we'll jump on a call to find out what your next steps are.

And in until next time my friends go out, serve your clients, scale your business, and soar into the success you [00:15:00] deserve.