How to Attract Premium Clients Without Competing for Attention

Premium Client Attraction: How Clear Messaging Creates More Sales Conversations

You do not need to be louder online to attract premium clients. You need to be understood.

In this episode, Tracey Watts Cirino shares the shift that helps experts, coaches, consultants, authors, and service providers move from competing for attention to becoming the obvious choice for the right clients.

If you know your work gets results, but your content, conversations, or referrals are not translating into enough high-quality client inquiries, your messaging may be making people work too hard to understand your value.

Tracey breaks down why premium buyers are not simply asking, “How much does this cost?” They are quietly asking, “Do I trust this person? Do they understand my problem? Can they help me create the result I want?”

You’ll learn why describing your title is not the same as communicating your transformation, how specificity makes you more memorable and referable, and how to turn your expertise into buyer language that makes the right people say, “Finally this is exactly what I’ve been looking for.”

In this episode, you’ll learn:

• Why competing for attention is exhausting and unnecessary
• What premium clients are actually looking for before they invest
• Why “I’m a coach,” “I’m a strategist,” or “I’m a consultant” is not enough to create demand
• The difference between proving your value and clearly communicating it
• How specific messaging creates trust, recognition, referrals, and sales conversations
• A simple way to explain what you do so people understand why it matters
• Why the right message helps ideal clients self-select into your world

Your expertise is valuable. Your message is the bridge that helps the right people see it.

Ready to turn your expertise into messaging that attracts aligned buyers? Grab Tracey’s free Money Messaging Training ⬇️

Get the free Money Messaging Training

TraceyWattsCirino.com

Turn your Voice into Cash 💰

Turn Your Voice into Cash 💰  with TraceyWattsCirino.com

Transcript

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Tracey Watts Cirino: Hello! Hello! And welcome back to Beyond Common Business Secrets. I'm your host, Tracey Watts Cirino.


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Tracey Watts Cirino: And for those of you that are new here, you know, for those of you that have been here a while, I should say, you know that Beyond Common Business Secrets is all about the inner game of high-ticket success.


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Tracey Watts Cirino: Mastering Mindset, communication, and Soul Aligned Action. And for those of you that are new here, now you know. Welcome!


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Tracey Watts Cirino: So…


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Tracey Watts Cirino: Today, we are going to be talking about one of the biggest shifts that happen when you stop building


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Tracey Watts Cirino: your business.


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Tracey Watts Cirino: around being available to everyone. Oh, I know that's so scary, right? It's so scary, and I remember years and years ago, this was scary for me, too. And you're… you start building a business that attracts the right people. So I want that shift to…


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Tracey Watts Cirino: to land for you, right? You're gonna stop being available to everyone, and start building your business…


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Tracey Watts Cirino: to attract the right people, the right people for you. So, and that shift…


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Tracey Watts Cirino: is this. It is… you stop trying to convince people that you're valuable, because friend.


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Tracey Watts Cirino: You're already valuable. You have nothing to prove, you have no one to convince.


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Tracey Watts Cirino: And when you do that, you start becoming the obvious choice.


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Tracey Watts Cirino: For the right clients.


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Tracey Watts Cirino: Because one of the biggest frustrations I hear from business owners, entrepreneurs.


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Tracey Watts Cirino: Coaches, consultants, authors, and experts is…


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Tracey Watts Cirino: You know, I know I'm good at what I do, and it took me a really long time to get here. It took me a really long time to gain the level of confidence


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Tracey Watts Cirino: Where I can say, I know I'm good at what I do.


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Tracey Watts Cirino: I know I can help people, and I know


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Tracey Watts Cirino: The work that I do gets results.


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Tracey Watts Cirino: So, why does it feel like I'm competing for attention? Why does it feel like I'm performing like a circus… like, like a circus act over here, just for attention? And this. This is where I want to challenge something. This is…


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Tracey Watts Cirino: where things get sticky, especially in the online space. The goal is not to be the loudest online.


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Tracey Watts Cirino: Right? Even though that's what I think a lot of the messaging and gurus would have us believe. The goal is not to create endless content just to prove yourself.


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Tracey Watts Cirino: That is not the goal.


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Tracey Watts Cirino: The goal is to communicate your value so crystal clear


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Tracey Watts Cirino: That the right people recognize. And… You must first know!


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Tracey Watts Cirino: with every fiber of your being, that you are valuable, right? So you know first, it's like, give yourself a hug, you know first that you are valuable, and then you recognize with, like, that heart-centeredness.


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Tracey Watts Cirino: that the goal is to communicate the value so crystal clear that the right people recognize. So.


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Tracey Watts Cirino: it becomes, this is exactly who I need, and it's so then easy for the right clients to find you. So today, we're talking about the premium client attraction.


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Tracey Watts Cirino: shift, right? This shift that moves you from competing to becoming the most obvious choice for the premium clients that are already looking for you.


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Tracey Watts Cirino: So, most business owners and entrepreneurs are taught to compete, right? It's, like, kind of old-school laws of business, you know?


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Tracey Watts Cirino: they're taught to look at what everyone else is doing. They compare. They, you know, they're competing on prices. They compare their prices, their content, their offers.


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Tracey Watts Cirino: their followers, their visibility, and they start thinking, how do I stand out, right? That's, like, the normal thing that… sort of the normal BS bill of goods that we've been sold.


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Tracey Watts Cirino: But


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Tracey Watts Cirino: here's… here's the real truth, I want you to ask yourself this. Like, did that ever feel good for you? In any way, does it feel good? Because here's the… the truth.


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Tracey Watts Cirino: Premium clients are not looking… they are not looking for the person who stands out the most online, right? Like, stands on their head and is so loud. They're looking for the person


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Tracey Watts Cirino: Who understands them the most?


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Tracey Watts Cirino: That.


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Tracey Watts Cirino: Is who premium clients want to work with.


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Tracey Watts Cirino: Right? The person who can articulate the problem That they're already having


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Tracey Watts Cirino: But they have not been able to fully explain it to themselves yet. When you can do that for your clients, the premium clients search for you.


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Tracey Watts Cirino: That person who makes them think, Finally, someone gets me.


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Tracey Watts Cirino: that… I need you. How do I work with you? Right? Like, that's…


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Tracey Watts Cirino: That feeling that you want to happen.


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Tracey Watts Cirino: So…


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Tracey Watts Cirino: One of the biggest mistakes I see is that a lot of incredible business owners describe themselves based on what they do.


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Tracey Watts Cirino: So, what do I mean by that? So, they say, I'm a coach, I'm a consultant, I'm a strategist, I'm a hairstylist, I'm a business owner. What business? Right? I'm a designer, I'm a freelancer. Of what?


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Tracey Watts Cirino: I'm a healer! Cool. Of what?


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Tracey Watts Cirino: And those things are all true. They're all true.


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Tracey Watts Cirino: But, a title alone rarely creates a buyer, a buying decision. Like, that doesn't happen naturally in a conversation, just because you've shared your title. So, because your buyer's not walking around thinking.


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Tracey Watts Cirino: I need someone with that title. Like, they're never thinking that. Like, even as a business coach, it's like.


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Tracey Watts Cirino: people are having a list of different problems in their business, so they're looking for a coach that would solve that specific problem. They have never woke up thinking, oh, I need a business coach, right? That is where it gets, like, so sticky. So…


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Tracey Watts Cirino: Think of, like, put yourself in that same frame.


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Tracey Watts Cirino: Have you ever…


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Tracey Watts Cirino: like, woke up thinking, oh, I need this specific title. Like, that's rare, right? So I want you to really think.


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Tracey Watts Cirino: About how you even… Have found the best people for you to work with, It's typically that…


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Tracey Watts Cirino: your client is thinking, I need this problem solved, right? I need this problem solved, I need this result. I need someone who understands where I am, who's been here before. The question isn't.


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Tracey Watts Cirino: What do you do?


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Tracey Watts Cirino: the deeper question is, what transformation do you create for your clients? That is more of what


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Tracey Watts Cirino: your content needs to explain. And this is true whether you're meeting someone in person, casually in line at the coffee shop, or you're creating your content.


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Tracey Watts Cirino: And how you show up in the online space. Like, this is true in both ways. So…


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Tracey Watts Cirino: Premium clients think differently.


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Tracey Watts Cirino: they're not only asking, how much does this cost, they're asking, can I trust this person?


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Tracey Watts Cirino: Right? Can I trust this person? Do they understand my situation? Do I believe…


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Tracey Watts Cirino: They will create the result, I want and need, right? Because when…


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Tracey Watts Cirino: Clients want and need what you have to offer.


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Tracey Watts Cirino: they are willing to pay a premium because they already know in their heart that it's correct for them. So…


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Tracey Watts Cirino: I want you to think about this. This trust, it comes from clarity, right? What… when they ask that question, and this happens, again, subconsciously, do I believe this will create the result I want?


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Tracey Watts Cirino: It's like, that trust comes from clarity. When your message clearly communicates, A few very specific things.


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Tracey Watts Cirino: it… it communicates… Who you help, what problem you specifically solve.


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Tracey Watts Cirino: And what changes because of working with you?


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Tracey Watts Cirino: You create a confidence in that buyer before you, so that they can confidently


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Tracey Watts Cirino: have a buying decision. And that confidence is what allows people to invest in you. It's what allows people to say, oh my goodness, this is what I've been looking for, where have you been all my life? Here's my credit card. Like, that's, like, that reaction of.


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Tracey Watts Cirino: Oh my goodness, this is like…


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Tracey Watts Cirino: what I've been losing sleep over. I need your help. Here's my credit card, sign me up, how do I work with you? Like, that's the piece, right? It's so funny, because I could go to a networking event anywhere in the world, and I could say, oh, I'm a business coach, I'm a business growth strategist, I could say all those things, right? But when I say.


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Tracey Watts Cirino: Clearly, I help experts, business owners, authors, coaches.


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Tracey Watts Cirino: write their marketing message, right? I help them


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Tracey Watts Cirino: say what they do in a way that makes people buy. I turn your expertise into buyer language. People are like, instantaneously, either, oh my goodness, that's exactly what I need, that's the piece that's been missing in my business,


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Tracey Watts Cirino: Or, they have a family member that's like, oh, they've needed you forever.


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Tracey Watts Cirino: I'm the person that I wish people knew what I did with the buyer language, you know, with creating the voice-to-cash methodology and the money messaging framework, like, with creating these things, like.


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Tracey Watts Cirino: I wish that people found me way before they ever had a website, because if you're able to speak your money messaging out into the world in the beginning stages of your business, you're gonna 10x your income.


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Tracey Watts Cirino: Because even your family and friends who have no clue what you do will…


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Tracey Watts Cirino: Be so dialed in, and have crystal clear clarity on what you do, that you'll get referrals right out of the gate. So, that's


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Tracey Watts Cirino: Very specific, and it makes it so easy for people to sign up to work with me.


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Tracey Watts Cirino: and for other people to refer people to me. And I want that for you. That's the specificity… I wish I could say that word more clear, but that's specifically what I want for you.


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Tracey Watts Cirino: So a lot of entrepreneurs are afraid to get specific. They think that, well, what if I narrow my audience and lose opportunities? But…


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Tracey Watts Cirino: here is what happens when you stay vague. You might appeal to everyone.


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Tracey Watts Cirino: But you deeply connect with no one. So, there's…


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Tracey Watts Cirino: no… there's no remembrance of you. People don't remember


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Tracey Watts Cirino: you enough to refer people to you, right? So I want you to think about the difference. I help, like, if this was your business, like, I help people become healthier, versus I help


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Tracey Watts Cirino: Busy women create sustainable wellness habits so they can have more energy without completely changing their lives.


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Tracey Watts Cirino: Yeah, that feels good. That is something that we shifted for one of my clients that's a wellness coach. And this…


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Tracey Watts Cirino: was a game changer for her. So, the second one creates a picture, because


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Tracey Watts Cirino: Our human brain loves stories, and our mind…


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Tracey Watts Cirino: on its own, subconsciously, is creating stories. So, when you kind of walk people through that, it's really a beautiful thing. So the second a person creates a picture, it creates recognition. That lasts long after you are not together, right? So, that recognition is what creates


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Tracey Watts Cirino: action. Like, that… that… Casual meeting.


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Tracey Watts Cirino: when people heard my clients say, I help busy women create sustainable wellness habits so they can have more energy without completely changing their lives.


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Tracey Watts Cirino: The person that's already looking for her


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Tracey Watts Cirino: knowing that they needed to shift, they might have already been talking to their husband about this, or their business partner, and they're gonna go home and say, oh, I met this woman today, and…


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Tracey Watts Cirino: she's exactly what I need. You know, so that's something that… creates…


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Tracey Watts Cirino: remembrance, and that's what you want. I even tie this all the way back to, like, my days in the salon. In the very beginning, we thought, oh yeah, we, you know, we do hair.


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Tracey Watts Cirino: But, do you really want to do everyone's hair? What about, like, the man that only has 3 strands of hair on his head? Is that really your ideal client? Well, no, it's not. And so, from there, you go into more, you know, more specificity of


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Tracey Watts Cirino: who you really enjoy working with. And for the longest time, back in my hair salon career, it was that I did…


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Tracey Watts Cirino: color. Like, I became a hair color expert. And then over time, I became a blonding expert. I was a hair color correction transformation specialist. Like, there were things that kept refining and evolving. It was never like, oh yeah, we do hair. Like, that was never what we were known for, because


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Tracey Watts Cirino: every salon.


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Tracey Watts Cirino: in a 5-mile radius of where you live does hair, but what makes each location stand out? So, no matter what your industry, what your business, you want it to be so crystal clear.


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Tracey Watts Cirino: So, I have fully lived this in my own life. Like, I have lived this. You know, as I said, I could say, I'm a coach, I'm a speaker, I'm a business strategist, I… I help entrepreneurs.


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Tracey Watts Cirino: These are all true. These are all true.


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Tracey Watts Cirino: still do these on a daily basis, right? All true. But the transformation is where the connection actually happens. So, I help experts say what they do so people actually buy.


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Tracey Watts Cirino: That's a profound thing, and like, you feel it energetically. It sounds so much different than, I'm a business strategist, right? It's true.


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Tracey Watts Cirino: But I help experts say what they do so people actually buy makes you picture exactly Who?


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Tracey Watts Cirino: that buyer is. And whether it's you or your friend, you're like, that's memorable. So…


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Tracey Watts Cirino: when I say I translate their brilliance and expertise into money messaging that makes their ideal clients understand


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Tracey Watts Cirino: the value of what they offer, it's like, oh, that's what my friend's been struggling with in her business. Tracy, I need to refer you to Sally. And it's so simple and clean. So…


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Tracey Watts Cirino: That is when someone thinks.


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Tracey Watts Cirino: oh, that's my problem. That's when your messaging starts working so crystal clear. Like, that's when it's like, oh, the heavens open up. So, that's the shift we're always looking for. And that's what makes it so important. And that…


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Tracey Watts Cirino: is actually why I created the money messaging training, and…


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Tracey Watts Cirino: This money messaging training is a short training that walks you through how to create this shift for yourself in your business, no matter where you're at. So, if you're listening today, and I want you to ask yourself, are you trying to prove your value?


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Tracey Watts Cirino: Like, really?


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Tracey Watts Cirino: Really contemplate that and ask yourself.


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Tracey Watts Cirino: Are you trying to prove your value? Or are you…


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Tracey Watts Cirino: truly communicating your value with clarity, because those are two very different things, right? One feels…


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Tracey Watts Cirino: like, confidence and conviction that you're the person for them, and the other one feels like pushing and convincing. So ask yourself.


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Tracey Watts Cirino: Because…


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Tracey Watts Cirino: My friend, you don't have to chase clients. You don't have to convince everyone. Your job is to create clarity, right? Is to create clarity from this place of confidence and conviction within.


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Tracey Watts Cirino: And the right people will recognize themselves. They self-select. So… It's…


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Tracey Watts Cirino: so beautiful, and so much easier for you to do business, because


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Tracey Watts Cirino: It just takes the pressure off of you and off of your buyers. So, if you want to learn how to turn your expertise into the messaging that attracts aligned buyers, my free money messaging training is available through the link in the show notes, and that's exactly why I created it for you.


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Tracey Watts Cirino: Inside this short training, I walk you through the foundation of creating messaging that creates recognition and connection, right? It creates that… that moment that makes you memorable.


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Tracey Watts Cirino: So that people can actually make the buying decision.


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Tracey Watts Cirino: So, your business grows when your audience understands your value, your expertise is valuable, your message is the bridge.


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Tracey Watts Cirino: And that is that sort of beautiful package that creates that buyer decision. So, as always.


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Tracey Watts Cirino: Congratulations for being here! We value and appreciate your time, and thank you for listening to Beyond Common Business Secrets.


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Tracey Watts Cirino: If this landed with you and resonates with you, leave us a 5-star review and inform us what is working for you. And share this episode with your business bestie. As always, take care and stay beyond amazing, and I will see you on the next one.