How coaches and speakers can replace sales funnels with high-converting workshops using Kimberly Crowe’s 3-step Client Magnet Method: Connection, Novelty, and Challenge to attract steady clients without cold calling.
Growth Pillar: Marketing & Branding
Kimberly Crowe helps coaches and speakers attract steady clients without cold calls or complicated sales funnels by using live workshops that build trust and convert.
If you're a coach or speaker trying to grow your business, you’ve likely been told to build a funnel.
Free download. Email sequence. Webinar. Upsell.
But what if the real answer isn’t another funnel — but a better conversation?
In this episode of Knack 4 Business, host Bernie Franzgrote sits down with Kimberly Crowe, founder of Entrepreneurs Rocket Fuel, to unpack a smarter way to generate leads and convert clients: high-converting workshops.
Kimberly has spoken on over 5,000 stages and built her authority by helping entrepreneurs replace outdated sales funnels with interactive workshops that create real connection.
She shares her powerful 3-step Client Magnet Method:
You’ll learn why webinars often fail, why many speakers over-deliver but under-sell, and how to design a workshop that converts without feeling pushy.
Key Topics Covered
Who This Podcast Is For
Coaches, speakers, consultants, solopreneurs, and scaling business owners who want predictable lead generation and authority-based marketing.
What You’ll Gain
Actionable workshop strategies, clearer client conversion systems, improved calls to action, and practical growth tools you can use immediately.
Connect with the Guest
🔗 Kimberly Crowe – LinkedIn
🌐 Entrepreneurs Rocket Fuel – https://entrepreneursrocketfuel.com/
Watch on YouTube: https://youtu.be/PFojqRzmlz4
Read more: https://knack-4-business.ghost.io/the-client-magnet-method-coaches-wish-they-knew-earlier
Sponsors Supporting Small Business Growth
• Start your trial 👉 Canada Growth Network – Networking + CRM for SMBs
• See it live 👉 WebIndexer – Turn your website into a 24/7 sales assistant
• Explore 👉 Notionhive – High-converting business websites
• Learn real estate investing 👉 Property Wizard Podcast with Fred Crouch
Special Thanks
🎙 Carl Richards – Podcast Solutions Made Simple
🏢 Jovan Strika – @Hive
🤝 Melanie Webber – Business Partner
Co-Host: Wayne Pratt
What to do next !
If this episode helped you rethink how to get coaching clients, share it with another coach or speaker.
Have a question for Kimberly or the Knack 4 Business team?
Email us at info@kreativinsight.com
Visit https://knack4business.com/ for more resources.
Read more. Comment. Connect with Kimberly. Let’s grow together.
Bernie(00:05)
but.
question to the audience. How do you finally attract steady coaching clients without chasing leads or burning out on cold sales? That's exactly what Kimberly will share. How workshops replace the old sales funnel and give you a clear three-step formula to fill your coaching practice with clients who already trust you. Our guest today is Kimberly Crowe from Entrepreneurs Rocket Fuel.
Kimberly is an international inspirational public speaker and has spoken on over 5,000 stages, including TEDx Las Vegas. She's the creator of Entrepreneurs Rocket Fuel and the Coast of Speakers Playhouse, where every week she literally hands people a mic and helps them get booked. She's also producer of Podapalooza, the one day podcasting extravaganza that matches guests and podcasters for instant visibility. Kimberly.
Absolute pleasure having you here. A TEDx talker? Hey, what more can we ask for? What's your favorite quarter saying?
Kimberly (01:02)
Hey, Bernie, it's super fun to be I'm excited and honored that you took time out of your day here to be with us to have me on your show. My favorite saying, if it's not fun, it's not worth doing.
Wayne (01:03)
What a great show.
Bernie(01:16)
So, 5,000 stages. What drew you into the power of workshops? It's fascinating because it's one thing to be an author, it's one thing to be a podcaster, but to be having a stage presence. That's the next level up.
Kimberly (01:29)
Well, I do. I was really very happy to do Ted X, but an interesting thing about Ted X when you're a, an entrepreneur, a lot of times you're speaking to bring people a little bit closer to your programs, products or services. And on Ted X, you can't do that at all. Ted X is just a way to get out there and to become an authority a little bit to have sort of that, that, that proud stance of being a Ted X speaker. And I loved it. I loved being able to speak on Ted X. but
when you are an entrepreneur or coach or a speaker or a healer or a creative that's trying to speak to get people more familiar with your programs, products and services, TEDx isn't it. In fact, getting on podcasts is a great way to do that, to start talking about who you are and what you're up to in the world. But the thing that I've found that works really well right now, that's not webinars or challenges or sales funnels has been workshops.
where people actually can come in, meet you, figure out who you are and what you're up to in the world, learn from you, get a result in what they're challenged with, and then find out more about your programs, products, and services. So that's what drew me into the power of workshops. I've been doing, I've actually put on over 200 workshops in last four years with myself and my joint venture partners, and it has just been a labor of love.
but it's also been very, very successful for both me and my joint venture partners.
Bernie(02:54)
I was wondering if there was a formula, maybe a three step formula you can enlighten us with about how we could do this better.
Kimberly (03:02)
Wow, great question. Thanks, Mayu. Yeah, actually there is. I do have a really cool three-step formula so that you can really dive deep and make sure that you do get connection with your clients and have them convert at the end of your talk. So workshops are fun, they're engaging, they're awesome, but what they give you right out of the gate is connection, right? If you're doing a webinar or a recorded webinar and you're just putting it out there to your audience, there's no real connection.
back and forth with them. However, when you would do a workshop and it's interactive and you can have them raise their hand and come to the mic and ask questions and tell you where they're stuck and tell you what they would in what they'd really like to know that connection that they get with you is super powerful. And that helps the relationship build so that they build their know, like, and trust. The second thing, the second step of the three step formula is novelty. You got to have something new. If you go,
to a workshop and I know you're both guys, but everybody struggles with weight, right? Like if you're struggling with losing a few pounds, if you go to a workshop and they tell you, you got to work out more and you got to eat less. Well, we already knew that, right? We want something new, like help us find a new way to lose weight. That's the new novel approach to it. So you got to have something new and this is your secret sauce. Whatever you are as an entrepreneur, that novelty is super, super key. And then the last step is challenge.
You actually have to push and challenge the people to step up and take the next step to work with you, right? That challenge is, you know, there's levels to this game and you guys have hit level one and that's fantastic. You're further along than you were before this workshop started. But now I encourage you to take the next step and make it really happen for yourself. Step into my program, product or service, and you're going to get this result on the back end. I challenge you to step forward and make that happen now.
A lot of people fail at this part because it's really the call to action. It's the sales part and a lot of people freak out at this part. But if you stop thinking of it as a sale and start thinking of it as a challenge for people who are ready to step up, the action takers who are ready to take action with you, then it becomes much more easy. So that's my three step formula connection so that you have a relationship with them. Novelty, you're bringing something new.
and challenge, you're encouraging them to step up and take the next step.
Bernie(05:28)
So in this particular space then when you're doing it, is it always in person? Can it be hybrid? Can it be online? Does the format that way matter? I understand having in person has more impact. get it. All your sensors are picking up on the vibe of the whole space. But if your client base is halfway around the globe, travel is enjoyable, but not necessarily doable because of timing.
right and and expense. You also do this online too.
Kimberly (05:58)
So your question is, should we do it online, hybrid or in person? And the answer is yeah. I've done most of mine online and I think it's very successful. It's a great opportunity for people to do, to get engaged with you from anywhere on the planet. Funny thing about me is I actually travel full time. So I'm all over the globe. I could be in Central America, South America, North America, Europe, even in the Middle East and teaching from there.
but I teach online so that people can get this challenge or this workshop from anywhere on the globe. You can do it in your yoga pants. We don't say pajamas anymore, but you could do it in your yoga pants or wherever you want. We just have to be sure that you are able to join us with an internet connection and you can come get the information about the workshop. And if you're teaching workshops to bring people in, absolutely, you should do them online.
Of course, if you have an opportunity to teach people in person, even better, because as you pointed out, Bernie, there's energy in the room. And for me, I love to be able to hug a person in person. So having an opportunity to do that by having an in-person workshop, super fun. One of the first workshops I ever taught was in-person. Believe it or not, it was on how to become an audio book narrator and voiceover artist. And we actually had the people in the room start recording their voice and doing stuff on our microphones.
It was a really, really fun experiment. And then we sort of transitioned to teaching online because it gave us more ability to teach while traveling.
Bernie(07:30)
You know, I'm trying to picture both Wayne and I in yoga pants and the end. was going exactly there. Even if you don't try this at home, boys and girls. Mind you, it offers a whole new podcast series of opportunities to have. No. Wayne over to you, I love great names, but I love it when a great name means something. Pada-palooza.
Now, it's a great name and I absolutely love it, but I want to know about the bricks and sticks. How did you come up with that? Why is it powerful? And what are the results you brag about?
Kimberly (08:04)
I love it. Here's a tip for your audience. Never name your company something that's hard to spell or hard to say. Mistake many, many times. In fact, one of my first companies was called I'm Hearing Stories and it was that audio book company. We thought that was so clever. I'm hearing stories, right? And we just thought it was an adorable name. Unfortunately, people would not know how to spell it. Like is it I am hearing stories or I'm with an apostrophe in the URL?
Wayne (08:10)
I meant that was
Kimberly (08:32)
Or is it, I'm hearing things or I'm hearing voices, which is a completely different thing altogether. So you got to be really careful about how you name your companies. Potipalooza is a lot of fun. It's for podcasters and speakers to be able to actually learn how to monetize from podcast, guesting and podcast hosting. A lot of podcasters struggle with monetization to figure out, know, well, this has been a labor of love, but how do I actually make money by doing this?
How do I turn it into a real business? And that can be a challenge. So, Potipalooza was formed with a friend of mine, but we wanted to make it party aspect, right? Because we wanted it to be fun. My motto is, it's not fun, it's not worth doing. So, the whole Potipalooza came to fruition from that. And during Potipalooza, if you're an attendee, you get to watch speakers on the main stage and meet the podcasters. But if you go VIP, you actually get to get interviewed on Up to
five podcasts during this virtual event. put you in a separate Zoom room, which is called the Poditorium. And that Zoom room, they get a chance to be able to go into a private breakout room with an individual podcaster and get interviewed during the event. So at the end of the day, they have up to five podcasts recorded and ready to go out there to spread their juicy goodness out.
Bernie(09:57)
even when I met you first in 20 seconds, I knew that the very young Kimberly wanted to be a brilliant actress. I just knew it. OK. And what you do now, I think is actually more fun. But whether it was rejections.
whether it was getting, know, something happened between traditional models of what actress thing is and your life. And why didn't you just give up and work in a bank? There's a really real story there for our listeners.
Kimberly (10:28)
Oh, actually, I kind of did give up and work in a bank, not a bank, but I worked at corporate. did what probably many of your audience members did. I went to school, I went to college, I got a degree and I went out and I got a good job with health insurance. And I think that's what we were all told to do, at least in my day and age. And that made me dating myself a bit because we don't tell kids necessarily to do that anymore. But I did and I worked at a corporate office.
⁓ for 17 years climbed my way up a corporate ladder. The first 15 were actually kind of fun and the last two not so much. I was sort of in that golden handcuffs thing where you're making a lot of money and it doesn't make sense to quit but you just don't love it anymore. And that was a very hard time for me and I had what some people call a spiritual awakening also known as a breakdown.
⁓ I was really very, very disappointed. remember being at my job in my office, which was a very nice office at 10 PM at night. My kids were already in bed and I was in tears just calling to a higher power. Get me out of here. How do I get out of here safely to be able to take care of my family, but not do this anymore because I don't want to. And it was very, very difficult time in my life. And eventually
I started the audio book business with my son because it was just fun. I was able to quit my job at corporate. And I realized that when we were teaching people how to become an audio book narrator and voiceover artist, that I just lit up. And so did my son. We had so much fun teaching other people how to do fun stuff that I came up with the realization that life is short and if life is meant to be fun.
And if it's not fun, it's not worth doing anymore. So for me, I do only the fun stuff.
Bernie(12:20)
So in the process of doing the fun stuff and you have the events that you're hosting and you have multiple, how do you structure, is it like a fee for presence, fee to play, or Is there a secondary place where the revenues start coming in? In other words, you provide the perfect environment for people to come together and they get to know you.
know and like the usual things, And, you know, are they syncing, synchronizing with what you have to offer? And then purchases come from that. that a secondary? Because in the funnel, in the funnel space, right, you're replacing the funnel space where it's like, this might be a value to you. And then you kind of bringing them down a bit more. And then, you know, you're bringing them down to the home run, you know, offering something of worth for them.
How do you that in a large setting where you have a gathering, either in person or even hybrid or online?
Kimberly (13:14)
Yeah. So I'm, I'm a big fan of creating multiple streams of income from every event or opportunity that you have. So I have a weekly event every week called speakers playhouse completely free. It's online. Everybody can join. It's so fun. Speakers can meet podcasters, podcasters can meet new guests, and it's an opportunity for people to share about their show. So the podcasters get to brag about the show they have, look for new guests.
get new subscribers, new guests, new exposure. And it's completely free for them to be able to do that. When people come into that world, they hear about my workshops, they hear about my events, they hear about my speaking opportunities. Now I've created a free space for people to come in and learn more. Of course, I have freebies, lead magnets, list builders, all kinds of things. And I've been able to speak on podcasts to grow my list. So I have a quite large list right now and I invite people in. But your question was,
How do you monetize? Cause we've only talked about free things so far. Well, I believe in keeping things as low barrier to entry as possible. So while I do have a lot of free things, I also have upgrades under a hundred bucks, right? You can come and join an event. And then if you go VIP, you might pay 47 or 97 or $197 to be a VIP at that particular event, depending on what we're offering. I also can have exposure for the speakers. So if I put a speaker on my platform in front of
50 or 100 people, yes, I will charge for that opportunity for people to get larger exposure and be able to bring in new people to their list and potential new clients. And then of course, there's always opportunities after the event to show replays of the event or to have a sale to something else that I have going. So I tell my kids, they are often confused, like, how are you making money at all these free events?
And I tease and I say, well, I make money on the way in, the way over, and on the way out.
Bernie(15:12)
You just took me a place I'm not going to go on this podcast, but it sounded really good.
Kimberly (15:16)
I'm so good.
Bernie(15:17)
great question here. I'm working with the Pillsbury company to design a funnel. I think we've been missing an opportunity. We're designing a sales funnel. So, and no one has a clue what that means. So it must be a kitchen product. It must be. What's a sales funnel?
Kimberly (15:33)
Oh, a sales funnel. Well, Jeff Walker, I believe, was the first one to figure out what they call product launch formula. And it was a great formula. It totally works, right? You give somebody something free, you bring them into something where they learn a little bit more about you, you make a paid offer, and then you have an upsell and a downsell. So you have an upsell for people to grab something extra from you that's high level, maybe high touch, where they get personal interaction with you. And then if they decide not to do that,
that there's some sort of down sell an opportunity for them to buy something else that wasn't offered during the event, but something else that's a smaller price point. And similarly, you could do something like that with Pillsbury where you would say, okay, well, you know, here's a free recipe and then come and learn how to make the recipe. And then they learn how to make the recipe. And from there, they could come in to learn to be a Pillsbury chef or something that was celebrated by Pillsbury in a big way. Not that this is an advertisement for Pillsbury.
And then a down sell would be like a recorded program for them to learn more about cooking with those very products. Thoughts about that?
Bernie(16:38)
That was awesome. the way, Phil's Barry was a joke. was just looking for somebody who would sell a funnel. Just so you know, one thing that does excite me, I come from a swag background and I love merch, Burks and coffee cups and hats and all of that. Where does merch fall into your world?
Kimberly (16:55)
Well, if I do in-person events, I always have fans and funnels and cool things that I can give. Mugs, of course, are always fun. I like sipper cups or koozies or things like that that you can give away. T-shirts, maybe, I don't know. I'm not a big fan of t-shirts because you've got to have them in all different sizes. That's not my favorite. We do do t-shirts for our Influencers crews that we have every year in the spring, and we give everybody that goes on the Influencers crews a t-shirt.
so that they can wear it all together one night and we can take a picture. But that's an expensive part of merch. I love things that are evergreen. If you're gonna do merch, my tip for you is do not give away candy that people are gonna eat and then throw away the wrapper. I want something that they're gonna hang on to and use in days to come. That's my only thoughts on merch. I don't do a lot of it, but it's gotta be there for the people who want it.
Everybody learns differently. Everybody connects differently. We're going to get a little deep here and talk about the five love languages. Are you familiar with the five love languages? Do know that? Yeah. So five love languages, treat your clients like somebody that you love, right? Make sure that they have merch, which would be gifts, right? Words of affirmation, which is like, you're awesome. You're amazing. So glad you're here. Good for you for showing up. And then physical touch.
Even if you're not in the room with them, can say, give me a high five, ⁓ know, throw some hugs or love in the chat and they will do that. Right. The people who are physical touch. Then you have a quality time. Workshops are great for quality time because you're showing up and you're with them. Quality time for me. That's a big one. So show up, look in my eyes and let me know that you're there for me. Super powerful. And there's one more physical touch words of affirmation, gifts, quality time. What's the other one? Some service.
do something for them, right? Say, hey, if you step up and join my whatever program, I will do this for you. So I do have a workshop creation lab that I teach. It is free to attend. Of course you can step up and be a VIP and get some bonuses, including me promoting your workshop to my entire audience. So that's a serve, right? If you don't have a big list, having somebody else promote your stuff, that's huge in service. So yeah, love on your clients a bunch of different ways.
Merch is just one of-
Bernie(19:17)
So when you're seeing people setting up their workshop, what are the typical, geez, I wish you hadn't done that because it's gonna give you a headache. What are the pitfalls or the bumps that people typically unwittingly run into?
Kimberly (19:32)
That's a great question. I'm going to disappoint your audience here. I'm going to say over delivering, trying to put too much into the workshop and solve all their problems in the workshop. You need to be able to have something else to offer them at the end. We are heart centered entrepreneurs for the most part. We didn't join this business because we wanted to, you know, we wanted to work 90 hours a week and get very little results, but we do.
We work a bunch to be able to support people. We over deliver because we want people to love on us and think that they got real value. But in the workshops, over delivering is probably the number one problem people have. And that also goes right along with over promising. You cannot promise somebody from a workshop, from a free workshop that you're going to help them build a six figure event or that you're going to help them, you know, launch a, you know, a $20,000 program.
and get it filled. can't do that. You have to promise a smaller step that they can take in that workshop. And people like bite size as well. If I promised you that in a 90 minute workshop, I'd get you to write a book, would you want to even pay $7 for that workshop? Probably not, because you know that that's just not going to get you the real result that you want, which is a book you can be proud of. So I think it's one of those things where you don't really want to over promise. That's a big mistake that a lot of people make.
You, the second thing is you got to leave time for your call to action. This is a mistake I made early on, not so early on. Actually, I made it a lot. I've been on over 5,000 stages. That's true. Probably the first thousand I failed to deliver a proper call to action. The call to action is something that you need to spend time on. I actually had a coach who told me after I'd been delivering a lot of talks.
you're rushing your call to action. And what did that mean? I was like, no, I told them like, but this is how to buy. And then he's like, yeah, you said, here's how you can reach me. I'm Kimberly Crowe. Cheers. And you left the stage. That's it. Like that's, that's all you gave them. You rushed your call to action. What you need to do is be able to explain to people after they've had an experience with you. Now they want to know about what they can do next. You've got to be able to tell them what they're going to get.
and explain to them why it makes sense for them to purchase it now. And then further explain to them what's going to happen after they purchase. So after you purchase the Workshop Creation Lab, you're going to get an email. It's going to say this. It's going to be, it's going to give you five links and you need to join the group. You need to put the calendar link on your calendar. You need to, and spend time talking about that while you're in your talk.
You need to make sure that you're not rushing your call to action and having people say, wow, she was nice. I think I might join her stuff. Wait, who's the next speaker? Right? That it's too ⁓ much of a loss to lose the audience when you've got them there and then you fail to make a proper call to action. So that's too big mistake.
Bernie(22:41)
It almost sounds like a user interface. So when you're on a website and someone will say, hi, just do this and register here. And then I'm trying to follow the path. And all of a sudden, if you're not techie, it's like, it comes to a hard stop. So, set the expectations and what, what they're going to see next. That way they have a framework to, to keep following the bouncing ball. And one other added question to that.
Do you structure your call to action as, know, try to go here, register for this, you'll see this, but you don't give them the whole fire hose treatment all the way down to, you know, at the end of this whole training session, you'll lose 50 pounds and you'll be blonde, blue eyed, and you're living in Tahiti.
Kimberly (23:25)
That's a good question. So I do have a tendency to explain the promise, what they're going to get as a result. And we all are very proud of what we created. We are all very proud of the details of the workbook that we created and the videos that they're going to get and the hands-on program and that they're going to be invited to a Facebook group and all the different
things that we've created, but that's just the how. What you need to promise them is what they're going to get as a result of it. I don't give a crap about your 50 page workbook until I know what your 50 page workbook is going to give to me, right? What am I going to get out of the 50 page workbook? So there's a phrase that says, nobody wants to buy, nobody needs a saw. They need a hole or they need a cut piece of wood, right?
So you got to go and speak to what they need and how your thing is going to solve it. And then I would actually walk them through the process of signing up for it. I do not say go here. Usually I say, I'm inviting you to come to this to get that result. And the way you do that is we put a link in the chat. If you open it up now, you're going to see. And then I sort of walk them through that.
We call it an invitation, which is another word for pitch. We try not to call it a pitch anymore because nobody likes to be sold to, but we all like to buy stuff we want. So we invite people to come into our world and that's probably the best way I can describe
Bernie(25:00)
I'm very excited about and some of this you've learned by mistakes. Some of it you got by you're just doing it well and it worked. Some of you may actually have some systems in place, but we all want to leverage our marketing dollars. And one of those is to work with others, possibly webinar or a workshop. How do you avoid the obvious pitfalls or the likelihoods of it going well with
three other people when you don't even know totally how the net benefit of the client could be shared for. Help me.
Kimberly (25:37)
So are you talking about like building a program with three other people that you're working with and they're going to offer a you're going to offer B and they're going to offer C kind of thing.
Bernie(25:46)
the
same webinar. That's exactly why I'm asking.
Kimberly (25:48)
Okay, well, first off, don't recommend webinars anymore because webinars are teaching at people instead of with people. So I recommend that workshops as opposed to webinars. And then secondly, I don't promote people I don't know. I don't build programs with people I don't know. I need to know who you are, how you show up in the world and how your people love you and what they love you for. Because if I'm promoting somebody and it turns out that they just are a terrible match for my audience or they don't deliver on their promises.
that makes me look not so hot. So I really try to build relationship with people and then build programs with people I already love. And they can be my good friends, right? They don't have to necessarily be somebody who has a bit like Jeff Walker. I, know, I know of him, but he doesn't know who I am. So why would he build a relationship? Why would he build a program where he's selling something that I offer when he doesn't know anything about me? He would have to learn about me first to figure out if I'm the kind of person his people would like.
if my products are actually things that people buy, if my people love me after they bought the programs, to be able to build relationship and then sell a program together. So I wouldn't sell A and C to my B unless I actually knew who the people were and I believed in their stuff.
Bernie(27:04)
Multiple days, multiple day events. Is that something you recommend? Do you recommend to keep it short and simple like two hour event or you, mean, Potapalooza sounds like, nah, more than one day. It's like a little bit of a party in their atmosphere. And I can see that being a little more oomph to that. But not everybody's gonna be running a Lerit scale event like that. Typically, typically.
What do you recommend on a normal shaping, especially you're starting out and then once you pick up rhythm?
Wayne (27:37)
Well, that actually.
Kimberly (27:38)
really
great question. Unlike most of my colleagues, I am a one and done kind of girl. I do everything in one day if I can. I try not to have multi-day events. I have found that you have a smaller audience on day two and an even smaller audience on day three because people just get exhausted. So I like a one and done event. I will come in, you'll come in, you'll learn stuff, I'll teach you, you'll get value.
and then we'll make an offer and then you'll come into my world for the next thing, which is another problem, probably a one day event. And I am, I do not actually personally sell large year long programs cause I don't know where I'm going to be next month. And that's how can I make you promises for something that I don't even know what I'm going to be doing next month. So I really believe in the one day events and pot of Palooza is one day. It goes from 8 a.m. to 6 p.m. Pacific all day.
I have another huge event called Voices of Women where we have 20 to 25 simultaneous Zoom rooms going at the same time all day for 12 hours from 8 a.m. to 8 p.m. We get 400 women speaking on this summit in a single day and it's a super powerful event. And other times I'll do a half hour class or a three hour class or a 90 minute class.
And when I do that, it can be super fun. It's just, I like to contain them within one day so that it's one and done.
Bernie(29:08)
I love it. One thing I'm going to ask a question of how you make the secret sauce. All of us want to run a workshop. Yeah, I'd love to run a workshop. How can I run a workshop? But how do you market a workshop when the very skill sets are so different in marketing to a crowd than presenting to a crowd?
Kimberly (29:28)
well, if you already have a list of people that are following you, that are learning about you, maybe you have an email list. If you don't, you probably have some connections on Facebook or Instagram or TikTok. I don't even know how to spell Instagram, so I'm not out there. But I do do stuff on Facebook and LinkedIn. So you probably have some connections and some friends that you can reach out to there.
If you don't, you probably have, maybe you have some other business partners or friends that are in business that have a similar audience to what you're looking for. So I serve an audience of entrepreneurs. It can be coaches, authors, speakers, healers, creatives, but those are all kind of in one bucket of entrepreneurs. I do not help service-based entrepreneurs though that are, I'm sorry, product-based entrepreneurs that are like donut shop owners.
I don't do that. Those are not my people, right? They don't want to get on summits and talk about their donut shop nationwide and internationally. They just need people locally. So you've got to have people that have the same audience as you. And then you partner up with them and maybe have an opportunity to change audiences and I'll send your free gift to my audience. You send your free gift to ⁓ my free gift to your audience. And then maybe we do a joint.
a call where we teach something and we each teach something and we like each other. And then maybe we promote each other's workshop beyond that. So it could be a variety of different things, but start from where you are. Find people that also serve your same people, even with a similar product. I've had people on my stage that teach about speaking all the time and I teach pretty much about speaking, but there's different ways to do that. There's different offers that are out there and people believe it or not.
like different people. There are people who will come and hear me and be like, wow, that looks way too fast. I could never work with her. And that's fine. They'll go find somebody that speaks slower and is more their style. Meanwhile, people who love my energy will come into my world and work with me. That way I don't have to pretend to be somebody I'm not and neither does the other person and the client gets served by the people who are most suited to that.
Wayne (31:18)
Shit.
Bernie(31:38)
Bernie, heard it here. This woman dissed Donuts. She dissed Tim Hortons. That's how un-Canadian. Now I know why there's a problem. How dare you?
Kimberly (31:48)
I love Tim Hortons. The first time I ever went to Canada, people were like, have you had Tim Hortons? And I'm like, I don't even know what a Tim Hortons is. And they're like, you haven't had Tim Hortons? We need to drop everything. We're going to drop. And I was like, well, what is it? Is it like, is it a, you know, I had no idea. Is it a book? Is it a, like, I didn't know what a Tim Hortons was. And then I went and had it. Woo, they're donut holes from heaven. They are fantastic.
Bernie(32:14)
Here's a who. There's also one other donut shop that's here in Ottawa. They do a custom, super expensive, called Suzy Q. One donut, it's like getting a cake. It's like, oh my gosh, sugar burst. I'm segueing. I'm gonna bring us back though. So when you're on a podcast, is this part of the funnel process then? That'd be fair to say.
And conversely then with the workshops also remind people to tap into the podcast to keep the resonance going with the audience that, you know, the audience wants to be part of that picture. Does that also keep them in touch? Does it provide a touch point for them later on?
Kimberly (32:57)
Yes, Bernie, you're absolutely right. of my favorite things to do and one of my highest recommendations is get on podcasts. Get on two shows a week. That's a hundred podcasts a year. If you can do that, the odd, even if their audience is only 50 people, it could be tens of thousands, but it could be as small as 50. So what if you get into 50 people a year and you do a hundred of those, that's five.
thousands of humans you've gotten in front of that you would not have normally gotten in front of. It's an amazing way to grow your know, like and trust and be able to be known before you're needed. I've been on the obviously 5,000 plus stages. And when I walk into a room at an event for one of my colleagues, people will say, ⁓ you're Kimberly Crowe. I've seen you everywhere. And that's really powerful for me to be able to walk into a room and have people already know who I am because they've seen me.
and I've become known before I'm needed.
Bernie(33:57)
So tell me about starting a process with designing a workshop. What kind of budgets appropriate? How many hours does it take to blue sky? How do we get from, I'd like to do a workshop to it's at 9 a.m. Friday morning.
Kimberly (34:14)
Well, first off, I will tell you what one of my mentors told me. If you want to write a book, what you need to do is go to Canva, create a book cover, and then put it out on Facebook and say, I'm about to write this book. And it's coming out in spring 2026. Right? If you put it out there and you say you're going to do it, now you're on the hook. Now you got to do it. So that might be the first step people can make. Really content comes almost last.
⁓ I made the mistake early on of trying to build out my entire, did deliver a six week course in the early days. And my six week course, was like, okay, well, what am going to teach on the fourth class in the afternoon? What am I going to teach that? And I tried to build out all the content beforehand. My mentor told me something very, very powerful, which is first off, sell the course from the name and the promise, what you're going to get them at the end of the class. And then on day one,
This part's super scary. you ready, Wayne? Are you ready? Like I freaked out when I heard this. On day one, you're going to bring everybody in, tell them the name of the class, tell them the promise by the end, and then put up a 3M pad and say, what would you like to learn? And then you write down everything they want to learn in the next six weeks and you build your class from that. And I was so terrified to even think that I would put up something that said,
What do you want to learn? Because I thought I needed to be the expert in everything. I thought I needed to have the content ready before I sold the class. And that was such a wrong move. When I put up about 3M pad and people told me what they wanted to learn, I changed everything. I was like, wow, I know how to do that. And I didn't even know they didn't know how to do that. Like one of them was how do I create a Facebook group? And I was like, wow, I thought everybody knew how to do that.
So of course we're going to teach that now in the class. So it was so powerful. at the end in the survey, people commented on how powerful that was that I built the class around what they needed to know. So content comes last. First comes your name of your class, your promise, and the date of the class. Build the content later. Don't worry so much about that part. Did that help, Blaine?
Bernie(36:33)
I mean, we're playing baseball. I throw them right over the pad and you throw them out of the park.
Kimberly (36:37)
I'm glad I get that one out of the park for you.
Bernie(36:39)
I got a question for you, Kimberly. We're on Zoom, which means by default it could be reached anywhere in the world with a browser. But you may have both a geography and a client base that you enjoy more than others. Who are they and how do they reach you?
Kimberly (36:57)
I will say that ⁓ most of my community is in North America. They have, I work out of the Pacific time zone wherever I am. Today, I'm in Fort Lauderdale, Florida, and I work out of Pacific time zone. You like Fort Lauderdale? Awesome.
Bernie(37:13)
No, just like anyone is an with Eastern. I fight against Pacific time zone all the time.
Kimberly (37:21)
Well, since I travel full time, I love North America. I will also work out of Central America and South America. And fortunately for me, I speak a little bit of Spanish, so I'm able to get along there. I also travel in Europe quite a lot. You asked what my favorite geography was and where my client base is. My client base is primarily North America, including Canada and the US. And my favorite geography is actually Spain. I love Spain. I've had the privilege of being able to walk
across that country on the Camino del Santiago twice, once across the north and once from Portugal heading north across the west side of Spain. I also spent a month there in ⁓ Malaga and I am going back, I'm sorry, Marbella and I'm going back to Toro Molinos this October. So I'll be headed out there on October 7th and I'll be there for a month. I absolutely love the people. I love the atmosphere.
Gotta love the weather, gotta love the beaches. It's absolutely a fantastic geography for me to be in. But there, I still work in the Pacific time zone. So I have my whole morning to myself, and then about four o'clock at night, I start working, because that's 8 a.m. Pacific. And then I work until dinnertime, which there is nine or 10. And then after nine or 10, we head out for dinner. And then from dinner on, I just enjoy Spain. So that's my lifestyle. It doesn't work for everybody, but it sure works for me.
Bernie(38:46)
Kimberly, that is a really awesome lifestyle to lead. And I wanna say thank you. And to my co-host, Wayne Pratt, thank you for being a light and lively soul and you the Knack 4 Business listeners. Hopefully you've found worth and value here because we did.
Kimberly is here to help you, you know, turn a workshop into a successful event, right? And build a trust.
between you and your clients and your audience, generating good positive experiences. She thrives on showing people how to do this. Reach out to her. She's a great contact, wonderful soul.