How Lucia Went from Feast-and-Famine to a Predictable HR Consultancy

If you’re an HR Consultant who’s tired of the feast-and-famine cycle — one month fully booked, the next wondering where the next client will come from — this episode is going to feel like a turning point.

In this conversation, Lucia shares how she went from “no idea where my next client is coming from” to building a predictable, confidence-boosting pipeline that works quietly in the background while she gets on with client work.

Here’s what you’ll take away:

• Why relying on referrals and hope keeps so many HR Consultants stuck — and why Lucia felt that panic of “nothing on the horizon” before working with me.
• The simple shifts she made that turned overwhelm into clarity and gave her a clear, repeatable plan for finding clients.
• How building her first funnel (and later, her own ads) changed the way she thought about marketing forever.
• Why predictability isn’t about doing more — it’s about doing the right things in the right order.
• How having structure, support, and accountability helped her finally stop winging it and start growing with intention.
• The surprising confidence that comes from knowing you can turn leads on and off whenever you need to.

If you’re done with guessing, done with waiting, and done with feeling like you’re “one dry month away” from panic…

Lucia’s story will show you what becomes possible once you finally have a system you can trust.

Tune in — this might be the moment everything clicks.

Want my help getting more leads and clients for your HR consultancy?

1️⃣ Start with the book — The Complete Guide to Building a £70K HR Consultancy

Discover the Client Control method so you attract better clients, win more valuable projects, and charge what you’re worth.

👉 https://theinfluentialconsultant.co.uk/the-book/

2️⃣ Work with me

Join the Fastlane Formula to plug the Client Control method and the 3 Phase Funnel into your business and build a predictable pipeline of premium clients — so you never face feast-or-famine again.

👉 https://theinfluentialconsultant.co.uk/fastlaneformula100/

Transcript

00:01 Nicholas Poninski: Hello there. Welcome back to another episode of Marketing Made Easy for HR consultants with me, Nick Peninsky. Today is a very special show.
00:07 Nicholas Poninski: We are- we'll make sure So, process. And then, joined by the lovely Lucia Tanner. Lucia has been part of my success squad for the past 12 weeks.
00:17 Nicholas Poninski: Thirteen. See 
00:17 Lucia Tanner: you. We had a week's 12th, as 
00:18 Nicholas Poninski: well. Yeah. We had a week's holiday. 
00:21 Lucia Tanner: It'll 
00:22 Nicholas Poninski: break. It'll break. break. It's, you know, everyone- I feel. Everyone serves, like, fine. Let's accommodate. Um, so yeah, 12 plus one weeks.
00:31 Nicholas Poninski: And, um, yeah, she's here too. I share her experience, but first of all, please introduce yourself, Lucia. Tell all the, tell all the friends and family family.
00:41 Nicholas Poninski: At home, who they're listening 
00:44 Lucia Tanner: to. So, yeah, I've been in, I'm going to age myself now. Been in, ha- I've been for about 20 years and the, the classic, always been in corporate HR, different, different industries.
00:56 Lucia Tanner: Umm, bulk my time. I'm, I've been in the tech industry, and I've kind of worked my way up the career ladder, and the next stage for me, uhh, and one of the things I've always wanted to do was to start my own business.
01:09 Lucia Tanner: Umm, and, yeah, I think you always have thoughts of all the- These are going to be the things when you start- start a new business and obviously I was really kind of confident in my HR knowledge, but I- actually, the thing that becomes that I think most HR consultants aren't all that comfortable.
01:29 Lucia Tanner: Okay, just that. Just because there might not be that experience with it, is the business development pace. Umm, and obviously a huge.
01:37 Lucia Tanner: Part of that is the marketing side of things, and I remember joining Nick's, um, webinar, I think it was a.
01:45 Lucia Tanner: Thank you. Was it a three-day, three-day 
01:47 Nicholas Poninski: webinar? Yeah, 
01:48 Lucia Tanner: three-day. And it was literally after the, after the first session. and like I said to a few kind of consulting colleagues, I was like, this was, this was brilliant.
01:58 Lucia Tanner: This is what, what's been missing. I'm really- thinking about, uh, doing this, this course that's there, because it just, just from, from that session.
02:10 Lucia Tanner: . . . I feel like I've learnt loads, so I kind of, what more, what more could, could there be? Um, so yeah, I think that, that, that.
02:17 Lucia Tanner: That three-day session was, uh, on one week, and it was kind of maybe two weeks later that we, that we kicked off and started.
02:26 Lucia Tanner: And yeah, the first session I was like, oh my god, this is amazing. You guys have to do this and I kept kind of talking about it.
02:34 Lucia Tanner: Umm, and yeah, it was just really exciting to have a different, not a different, actually, just a root of something.
02:42 Lucia Tanner: To do, because obviously there's lots of different ways that you can choose things, but, what, what you had said, Nick really, resonated with me that it was kind of the same way that my mine works.
02:53 Lucia Tanner: I was just, yeah, excited to get going and, doing things that seemed so, not out of my labor doing, but thinking about having my own, adverts running on Google.
03:08 Lucia Tanner: Like, that just seemed like something that huge companies do. Like, I couldn't do something like that as a, as a, a load.
03:14 Lucia Tanner: And, I mean, range. But yeah, I've got them going and I look at the analytics and I think, oh my god, there's so many people looking at my website now, like, This is amazing and also, like, looking into the future so, uhh, we went through the process of, kind of, when we were going to- the lead magnet
03:32 Lucia Tanner: creation process. Umm, and I've had that, got that up and running, but now I'm also- I see, well, actually, what are the- what are the things that my potential clients are really looking to deal with now?
03:45 Lucia Tanner: And having the confidence- ,following on from the success squad course to go, right, I'm gonna build another one and build something diff- different, because that's what I think is- is the right thing now.
03:57 Lucia Tanner: So, yeah, it's- it's- it's that- that confidence piece, umm, but also to- it's just kind of going, okay, I'll give this a try, but it doesn't work.
04:05 Lucia Tanner: I can amend it. I can do something different. Um, so yeah, that's- that's- both my- my background and what brought me to the success spot in the first place.
04:17 Nicholas Poninski: Love it. I'm gonna- I'm gonna jump into this and I'm gonna dissect a little bit because I love that overview, but let's- let's start off right at the beginning.
04:26 Nicholas Poninski: Before you, you know, you found me before we started working together, what was going on in your business? What were you struggling with?
04:34 Nicholas Poninski: What were you- you feeling stuck on? 
04:37 Lucia Tanner: Where to find clients? I think that- that was the- the number one- number one- thing, because I was- I had, umm, got an initial interim contract.
04:50 Lucia Tanner: Alright. Uhh, which was great. But also, when that finished, it was like, oh! What's- what's next? Where do I go to, like, what can I do?
05:02 Lucia Tanner: Because, like, obviously referrals are great, but they're also- So, It's not always that those people are gonna have something available.
05:13 Lucia Tanner: Like, it's great that you- You know them, but it's not always gonna be- Or actually, we've got something now, so I was kind of reaching out to people, like, giving them updates that I had to kind of- started this business, this is what I like to do.
05:26 Lucia Tanner: Umm, but I just wanted, it was- I- ah. Yeah. I absolutely was in the feast and famine cycle. Yeah. And wanted to get to the point of having some consistency- Let's do Really?
05:39 Lucia Tanner: Regularity? Uhm. And yeah, just because, yeah, obviously it's amazing when you're in the feast part of things. But you also, you're so busy that you don't think about what's coming up next.
05:53 Lucia Tanner: So just being able to have something, Switching on and off or just working in, working in the background. Yes. Yeah, the biggest 
06:00 Nicholas Poninski: thing. I love that. That's exactly what, You know, what we've built, right? That's what I advocate for, because you guys are HR experts, stay in your zone of genius.
06:11 Nicholas Poninski: And let the lead gen happen without you having to do anything. You know, you can always top these things up with network, you know, whatever it is that you want to do, but, Having that steady pipeline working in the background for you, that's, that's priceless really.
06:25 Lucia Tanner: Yeah, definitely, and I've been able to use, the stuff kind of created to be going on in the background. So, like, for example, the, the, the, umm, lead magnet.
06:35 Lucia Tanner: It pays, uh, when I've then been doing stuff with other things, I've kind of, the QR code that I use so that I can put in other places as well.
06:42 Lucia Tanner: So, it's not- Bingo. It's on my Google business page, just as a photo. It's on my, uh, Facebook business- So, yeah, just trying to be really efficient with things as well, like, having one thing helping you out.
06:59 Lucia Tanner: In a number of different ways. 
07:02 Nicholas Poninski: Yeah, exactly that. It's that one thing that you have to do now as part, well, not have to. See, it just makes things easier for you.
07:10 Nicholas Poninski: You know what all these doors are, where they're all pointing to. You How you get businesses and people to be moved through your 
07:20 Lucia Tanner: funnel. Yeah, definitely. And even- Just learning like the basics of marketing and what is a funnel and what is the journey and at what point?
07:31 Lucia Tanner: Are people coming to you out? So, like, you were already saying, what, on the scale of 1 to 10, do they know you, if they don't know you?
07:39 Lucia Tanner: You're at all, that was zero. So, you've got to kind of build up the trust, get them to move up that point to where they trust you enough to go right.
07:47 Lucia Tanner: Let's, let's do. Do some work, or, but if you've got kind of the lead magnet and you can start to bring them on the journey, they're not going to be starting at zero.
07:55 Lucia Tanner: They're going to be. Starting at three, four, five. I'll put your lead back for this. 
07:59 Nicholas Poninski: But, 
07:59 Lucia Tanner: um, yeah, just, just getting them, getting them through the. And actually, if they don't end up as a piece of work at the end of that time, it's not that you've lost them forever, you just kind of pop them back into the- The way that we've done the lead magnets, it gives me an email list now.
08:17 Lucia Tanner: So, yeah, it's just a, uh, a nice process to be able to go, right, this is where I'm- this is where I'm at with that.
08:25 Nicholas Poninski: Love it, yes. So, eh. A great explanation, so I couldn't explain it any better. 
08:31 Lucia Tanner: I try, I try. 
08:34 Nicholas Poninski: So, going back to the beginning. You know, before you join the success card, what was the moment that made you feel like something had to change?
08:41 Nicholas Poninski: where 
08:44 Lucia Tanner: Yeah, I was finishing up a bit of work and I literally, there was just nothing on the horizon, not even like a, all that might go ahead, it was just like, a blank, a blank page, I was like, Yeah.
09:00 Lucia Tanner: I need, need to do something because if I don't change things now, this is just gonna happen again and again in the future.
09:06 Lucia Tanner: I need something that, might not be switched on all the time, but actually just something that I can come back to and some kind of process.
09:16 Lucia Tanner: Yes, that I can take on, because yeah, that's a, that's a scary thought. I know kind of lots of HR consultants who come from, uh, permanent.
09:24 Lucia Tanner: And roles like full time employment. The biggest thing is not having that kind of guaranteed income that you would, that you would have in permanent employment.
09:32 Lucia Tanner: So, you kind of think, ooh, okay, right, I'm okay for the next couple of months, but then, yes, I've got a mortgage to pay.
09:40 Lucia Tanner: And I've got a countenance to pay and XYZ. So, yeah, that, that kind of moment of, ooh, what's, what's coming next?
09:52 Nicholas Poninski: That was the moment. Okay. Cool. Thank you for that honesty. And, and what did you ex- Thanks. You know, because obviously we've been through this though, so you met me on that to the day event.
10:00 Nicholas Poninski: How, how did you find out about me before that to the day event? 
10:04 Lucia Tanner: I honestly cannot remember, I think it must have been, I doubt I must have seen one of your leave. Magnets and downloaded it.
10:16 Lucia Tanner: Uhm, looking back, I think it must have been, must have been Facebook, I can't think. Where else? Uhm, it was one of those things when I set up my consultancy, I'd signed up to every, every newsletter going.
10:28 Lucia Tanner: And then throughout time, I kind of, I started to stick through what ones are my reading, what ones are my, not reading.
10:36 Lucia Tanner: Umm, and it was your ones, that were always the ones that I would save, I would, um, your LinkedIn news.
10:44 Lucia Tanner: . It's always the ones that I wanted to read, because they resonated with me. Um, so yeah, and that's, and then kind of went on that.
10:52 Lucia Tanner: That call, and the rest is 
10:55 Nicholas Poninski: history. Yes, yes it is. Um, so yeah- Yeah, what did you expect? Because obviously we had the 3-day van. You and I had a chat at the back of it, at the back end, where you were like, is this right for me?
11:07 Nicholas Poninski: And I said to you, you know what? See, what we were going to do, left it with you to talk free with your husband.
11:12 Nicholas Poninski: I'm not the pressure guy. Uhm. So then you, you know, what was it you were expecting when you, when you joined up with my.
11:23 Lucia Tanner: I think. Thank The, the biggest thing that I wanted was some direction. Mm. Like. I, I just, I wanted to have a plan one way or another of what I could be doing.
11:40 Lucia Tanner: Because it's almost like there was, there's so many ways that you can do marketing. Thank you for um. And what I love was the fact that you are- like, I used to say to people that- he's a consultant just for HR consultants, like, that is- there is enough of a market for- for that to be a thing.
12:05 Lucia Tanner: Umm, so yeah, for me it was umm, just about what I- what I felt I was gonna get. It was a way forward, a direction, and I definitely 
12:18 Nicholas Poninski: did. Excellent, I like that. I met your expectations. Yes. It was there a moment early on with, something clicks and you thought, okay, this is gonna work.
12:34 Lucia Tanner: I think when, You Like, in the first, first, loaded documents that you sent through before we'd even started, umm, I was reading through and kind of, like, yes, I can't, I can't wait to get, to get going on this.
12:49 Lucia Tanner: Like, I am so ready to just, be doing this and be doing my own marketing and, or even just feeling like I was doing, doing something that I wasn't just in the, in the ether, just kind of waiting for something to come along.
13:08 Lucia Tanner: Uhm. And, certainly, my, uh, the two colleagues on my cohort, they were brilliant as well, like. life. What I'd say is it's been fun at the same time, and we were all kind of in, in different- different issues.
13:25 Lucia Tanner: Um, doing different types of things, and it was really fascinating to also hear, uh, what- they were doing, and how things might- might differ.
13:37 Lucia Tanner: So yeah, it was- it was not just- Yes. Work and kind of homework to do. It was, like, I've really looked forward to have the sessions that we had in the diary.
13:49 Lucia Tanner: Cause umm, I knew I was gonna learn something and I always looked forward to seeing what was on the next, the next webinar.
13:56 Lucia Tanner: But also, yeah, there was a lot of laughter throughout as well. Whether that was your intention or not, I don't know, but there was definitely, there was a lot of laughter.
14:07 Lucia Tanner: Yeah, 
14:08 Nicholas Poninski: yeah. I think Paul brought a lot of fat as well, which is trauma So whatever lines you came out with.
14:17 Lucia Tanner: Yeah, and Nicola with her fabulous book as well. Just all these. We'll see you in a all these different ways of, of doing things, yeah.
14:24 Lucia Tanner: Yeah. 
14:26 Nicholas Poninski: No, it's good because, like, from my perspective, there's, like, uhh, You are on an individual journey, but at the same time there's sharing it.
14:35 Nicholas Poninski: You're all moving forward in the same direction. You all have the same time. I think it helps because life is meant to be shared, right?
14:42 Nicholas Poninski: This journey is even better when it's shared rather than just one on one. There's someone going through the same things that you're going through, 
14:48 Lucia Tanner: right? Yeah, definitely. And even, um, for like, uhh, the pomodoro sessions that we did on the day where it wasn't the, the full session, um, it kind of got s- from focus to the day and it was kind of like, right, 11 o'clock, or whatever time we did it.
15:06 Lucia Tanner: Uhm, and you could just- Kind of. Have a quick catch-up, see, see what's going on with people. Cause that's, that's the other thing as a HR consultant.
15:15 Lucia Tanner: Well, um, it can be quite lonely as well. Yeah. In, in between projects. So, yeah, having some, uh, colleagues from one of a better word.
15:25 Lucia Tanner: Yeah. Yeah. Uh, to chat to or just someone to, to speak to. Uhm, yeah, I really liked that aspect as, as well.
15:32 Lucia Tanner: And my, yeah, my husband would joke. But he'd be like, have you done your homework for today? But, yeah, done it.
15:38 Lucia Tanner: And, um, yeah, when they were particularly- When I've found something particularly challenging, it's not that the task itself was challenging, but I just got on a mental block with it.
15:50 Lucia Tanner: Umm, both being able to talk to you, Nick, but also the others 
15:54 Nicholas Poninski: as well. I'm going. Yeah. 
15:57 Lucia Tanner: What is going on in my head here? Kind of just, someone talked sense to me about it. So that was, that was, um, like a concrete ship.
16:06 Lucia Tanner: As well. Yeah. 
16:08 Nicholas Poninski: Oh good, I'm glad you enjoyed that. It's, for me, it's an important part of it, you know, I'm a people person.
16:14 Nicholas Poninski: You know, that podcast, The Evil Week, The Color Profile, and I'm a yellow. I love the 
16:17 Lucia Tanner: people. So. Yeah, I redid my color profile the other, the other day, because I- Kind of intrigued, uhm, about it.
16:26 Lucia Tanner: Um. I think I was on- I was on- I was on- the yellow as well. Is that the kind of the process analytical one?
16:33 Lucia Tanner: No. 
16:34 Nicholas Poninski: No. Yellow's people. I was about to say you're a 
16:36 Lucia Tanner: blue. 
16:37 Nicholas Poninski: Yeah, that's- Yeah. 
16:40 Lucia Tanner: Very organized. I mean, I should be yellow for HR, but, um, yeah, no, definitely- definitely on the- 
16:46 Nicholas Poninski: hmmm. That's good. So, speaking a little bit about that structure, that, you know, that we've- we've plugged into to help you to move forward.
16:58 Nicholas Poninski: How did you find that structure the weekly calls, the daily squad session? I should find the template, the guidance. How did you, what did you make of it 
17:05 Lucia Tanner: all? Yeah, that was right up my strata, basically. Basically. Umm, that really worked for me, like, the session that we had, we did it Tuesdays, uhh.
17:17 Lucia Tanner: No. No. And that was good for me, because, kind of, Mondays is always my manic Monday, catch up with everything, organize the week, and then Tuesday, it was like, right.
17:26 Lucia Tanner: Tuesday 11 o'clock, that's our squad session. Gotta make sure I've done any homework for it, or caught up with anything.
17:33 Nicholas Poninski: Uhm, that's an imp- Or an element as well, is holding you accountable, because it's easy to sign up for these things and not move forward, right?
17:40 Nicholas Poninski: Yeah. But not 
17:41 Lucia Tanner: being there. Umm, and gently, I the word absolute structure is the right word. It kind of, it really, You gave me structure to the weak.
17:52 Lucia Tanner: Um, I have some, uh, client bits going on at the same, uh, for a couple of weeks there was some hefty client.
17:58 Lucia Tanner: Bit bits going on and, like, I couldn't make the pomodero sessions as, as much as I had on other weeks.
18:06 Lucia Tanner: But also, that was, It was fine as well. There wasn't, like, a pressure to be on, to be on there.
18:10 Lucia Tanner: And that's the other thing that I really liked as well. But it was just, Kind of like, if you can make it great, like, we had our WhatsApp group as well to go, oh, I'm gonna make it today.
18:21 Lucia Tanner: Some days, none of us could make it. Umm, so yeah, it's, I never felt kind of any pressure from you, kind of.
18:30 Lucia Tanner: So it's been You've lot ofwood. Yeah. To do that, because the, the pressure is kind of, if you do this stuff, it could really work out for you.
18:38 Lucia Tanner: If you don't. Do it, it's 
18:39 Nicholas Poninski: not going to. Like, it's, it's, 
18:41 Lucia Tanner: it's, so I always kind of, yeah, wanted to try and put as much effort in, but. Yeah, there were a couple of weeks where client work had to come first.
18:51 Lucia Tanner: That's, that's what's going to bring the money in at that stage. But, yeah, always, always kind of looking into the future thinking, right, this, this is going to help me out moving forward.
19:03 Nicholas Poninski: Yeah. I like you say it's about finding that 
19:06 Lucia Tanner: balance, right? You 
19:07 Nicholas Poninski: know? Definitely. Working on the business, working in the business, all that good. Stuff. And how did you find the, uhm, you know, because of what I was trying to do as much of the heavy lifting as possible possible.
19:19 Nicholas Poninski: Here's an example of what you want to create. Here's a template. Here's a chat GPT prompt. Was it useful? 
19:26 Lucia Tanner: Oh, the chat GPT prompt. So brilliant. That was the bit that I, like, loved a bit of chat GPT, but actually the, the, the key with, like.
19:35 Lucia Tanner: Any AI, it's, it's 
19:36 Nicholas Poninski: the prompt 
19:37 Lucia Tanner: that you give it. Uh, and I would say I'm pretty, pretty good at. . . Well, now I am. Now I've had, kind of, lots of practice at it.
19:46 Lucia Tanner: Um, so actually having these, these prompts that are kind of tried and tested. Instead, you already kind of have a bit of, a bit of confidence, um, with it.
19:56 Lucia Tanner: And yeah, just kind of, the work with- the books that were there and kind of the- the presentations as well.
20:03 Lucia Tanner: So I'd scribble down notes, but also know that we'd have the presentation coming out when- I, uh, later on anyway.
20:09 Lucia Tanner: So, yeah, just- just having that there and I- yeah, I've now got a whole library. debris. Of, uh, different documents and access to the, um, the course as well, um, was.
20:22 Lucia Tanner: was. A big, a big bonus, because actually I didn't realise that was 
20:26 Nicholas Poninski: going to be part of it, so. Yeah. Ah, excellent. I've over the- So, 
20:31 Lucia Tanner: Yeah, absolutely. Absolutely. 
20:34 Nicholas Poninski: Absolutely. So for those of you listening along at home, just to explain what Lucy is on about their- is, we've got this structure that we went through week by week, and I would present that live so that we could go through any questions.
20:47 Nicholas Poninski: So that, you know, we could have a bit more of a deeper understanding. Be all those templates, tattoo PT prompts, best practice, et cetera.
20:55 Nicholas Poninski: and But on the back end as well, Lucy are in the rest of the squad, they've got access to the clients in cash flow course, which is basically video training on any and every element of marketing and sales you could possibly think of with all that.
21:11 Nicholas Poninski: But, ,have TPT prompts and best practice documents and all that good stuff. So, yeah. So there's that extra resource to dig into.
21:19 Nicholas Poninski: If you want to, and yeah, it's there. So I'm glad that was 
21:24 Lucia Tanner: helpful. Yeah, definitely. Okay, 
21:29 Nicholas Poninski: so was there anything in the marketing ourselves that the KME is here once, you know, once, once the system was in place, once we started way?
21:35 Nicholas Poninski: I can see 
21:38 Lucia Tanner: other. Uhm, so, uhh, uhh, uhh. Umm, what, as a, the course itself or what we were doing within the course.
21:49 Nicholas Poninski: What we were doing within the course, like, yeah. Before. You, you know, you were worried about the feast or famine.
21:54 Nicholas Poninski: Umm, you didn't have a pipeline worried about where your next client was coming from. etc. etc. Where are 
22:02 Lucia Tanner: you now? Yes, I think, definitely, it's having that, that planned look ahead- I had a and, like I said, just some confidence in what I was doing as well.
22:12 Lucia Tanner: So, like, the, uhh, first set. I started with adverts that I wrote. I remember kind of sending them to you for checking and you go from kind of ideas around, okay, what about doing this?
22:23 Lucia Tanner: And. How about, how about that? And just kind of identifying, it's, it seems a silly thing to say. But actually how to sell to potential clients as well.
22:35 Lucia Tanner: Like, don't just do an employment law webinar. Like, talk about. What are the- what are the problems that your clients are actually having and how can you solve them?
22:46 Lucia Tanner: Umm, like, we were joking about- with Paul and reiterating your client's trauma to try and sell to them. Um, but actually it's a really good point.
22:55 Lucia Tanner: that's now you can . Because you see lots of people going, I am a HR professional for SMEs. And it's one of those things when you try to be, something to everybody, or you can kind of fade into the background, whereas if you say, I am a HR professional.
23:12 Lucia Tanner: It's important for this industry. Yes, you cut out a lot of defense clients, but when a client is looking for someone, they're gonna go well.
23:20 Lucia Tanner: I want someone who is a specialist in my industry. Yeah. It's just, it's like, when I say it now, it just seems like common sense.
23:28 Lucia Tanner: But, beforehand, um, yeah, my approach was all about how can I appeal to the biggest number of people or- all in- all in one hit.
23:37 Lucia Tanner: And, yeah, it's a bit like throwing spaghetti at the wall and you're just waiting to see what 
23:43 Nicholas Poninski: sticks. Nice. I like that. Yeah. It certainly gives you a, uh, a focus point to have a target audience, eh?
23:51 Nicholas Poninski: Thank your 
23:51 Lucia Tanner: time. Yeah, definitely, and then if, erm, you're finding that something isn't working or you feel like it could work better when you've kind of niche down, it's easier to find the points of, okay, well, actually, it's, it's that thing.
24:06 Lucia Tanner: So, let's try. Updating that, and actually, it would be more powerful if we do this, this way. So, yeah, I think just.
24:15 Lucia Tanner: Just have a good day. Having a critical mind on, on what you're doing as well. Because you've got the knowledge of what, what is good, what is best practice.
24:24 Lucia Tanner: That's what is good, what is not 
24:28 Nicholas Poninski: good. Mmm, good. And how has, you know, work into it how you feel now. out. 
24:32 Lucia Tanner: Well, whether rightly or wrongly, I still feel like if I tried to put out an advert and it was getting- Absolutely no traction.
24:42 Lucia Tanner: I'd be, straight on to being like, Nick, what the hell am I 
24:45 Nicholas Poninski: doing wrong here? 
24:46 Lucia Tanner: Like, how is this going? So, wrong. Like, or what is happening? What is happening here? Uhm, yes I would, I'd go see my notes first, but yeah.
24:56 Lucia Tanner: Alright, you later. Yeah. I'd still be like, Nick, what do I do here? Umm, and yeah, just the, also me.
25:04 Lucia Tanner: me. Like, I, I love that fact, kind of, we're connected and we're still. Kind of messaging now about what stuff that's, stuff that's going on.
25:17 Lucia Tanner: Uhm, so yeah, it's absolutely about the, the people. People you meet as well, uh, and just feeling like, you've got this plan.
25:26 Lucia Tanner: Uhm, yeah, as I said, you can- Switch it off, turn it back on. Uhh, yeah, it just feels like you've got something in your- your arsenal to use.
25:39 Lucia Tanner: You're not kind of just wondering, okay, what's- what's next or just waiting for a client to, uhh. Umm, knock on your front door and go, I need this H.L.
25:48 Lucia Tanner: Health. Because that's not gonna happen. No. Heh. Heh. 
25:51 Nicholas Poninski: Heh. And be honest, have you turned the adverts on yet? 
25:58 Lucia Tanner: Oh, I have. 
25:59 Nicholas Poninski: Woof. And how are the results going? 
26:03 Lucia Tanner: It's, I love looking at the, the Google Analytics of just seeing, I, I use. So, I, cause I've done Google Adverts, cause I went for the kind of the, the higher intent and let you to kind of use space.
26:17 Lucia Tanner: But you might get more people looking, but Google has a higher intention. Um, so. Bye. Yeah, I mean, one of the things, because on Google Analytics, you can see, uh, what people have searched for, uh, to find.
26:33 Lucia Tanner: You're, um, to find your lead magnet or your advert. And one of the things, like, so I created a, scaling survival kit.
26:44 Lucia Tanner: And that's what I called it. And looking at the analytics people that had, You found my advert were people who were mountaineers, were people who had searched for, like, 72 hour survival kit.
26:57 Lucia Tanner: Thanks for watching. Umm, so it was, and that, that was one of the kind of first things I, I learned, like, okay, you've got to think of it.
27:05 Lucia Tanner: Okay, what audience is going to come and look for this? Um, but then on my own website as well, I've got the analytics there, just the amount of people.
27:13 Lucia Tanner: That are coming to my website now and seeing it and I've kind of got all the different packages. So even if it's not someone, Um, immediately clicking to buy something or to download the lead magnet.
27:29 Lucia Tanner: It's just- With that visibility piece now, I don't feel like it's kind of just sitting there in the background and, like, nobody- nobody's looking at it like I love looking at the stats and the huge, the huge increase.
27:42 Lucia Tanner: Um, one slightly awkward. We'll forward. Even earlier learning for me, um, I originally did the advert and the button that I created to click to download.
27:53 Lucia Tanner: The lead magnet actually just took you back to the same page. Uhm, you live and learn. and Uhm, always test out your links and forms before you, before you go live.
28:06 Lucia Tanner: Uhm, thankfully I worked that out pretty, pretty 
28:09 Nicholas Poninski: early on. 
28:09 Lucia Tanner: Yeah, as I say, it's- it's- it's all a learning 
28:13 Nicholas Poninski: process. I like that. So what was it- I like speaking of learning, because obviously we didn't know each other before we started working together, but obviously we do now.
28:24 Nicholas Poninski: So what was it like working with me? What did you find most helpful or valuable? I know 
28:33 Lucia Tanner: I'm not not saying anything because there was 
28:35 Nicholas Poninski: nothing. I'm not going, oh, f*** me. Umm. Desperately searching for a positive answer because we can- I can't move this room in.
28:43 Lucia Tanner: Because there's different things. So like the rapport, like when we were doing it, like, never felt the pressure to do it.
28:49 Lucia Tanner: Like, it is kind of look. You're gonna get out what you, what you put in. Umm. Thank you. Like, the presentations that we had, it wasn't just, umm.
29:06 Lucia Tanner: pages and pages of, of text, it was kind of like real life examples, you're showing kind of how, how things can be done.
29:14 Lucia Tanner: Uhm, and I had another one. Where's that gone? Uhm, yeah, just. Just, Just feeling like you knew what you were talking about.
29:27 Lucia Tanner: And, uh, the feedback. Sorry, that's what. That's what I'd forgotten. So, yeah, it wasn't just in the session, so, like, when we were putting our adverts together, or our ideas for, like, e-mail ladders.
29:38 Lucia Tanner: Umm, you always very like, send it to me, and I'll comment, and, like, usually it'd be, like, on a little loo.
29:46 Lucia Tanner: Umm, uhh, video so it was really easy to get the feedback as well and I think that was, that was the, the biggest.
29:54 Lucia Tanner: Thing for me, because yeah, like, where I got myself into a complete head spin on that one piece, I was just like, Nick, what am I, where?
30:02 Lucia Tanner: Where am I going wrong here? What am I doing? Why am I- why has this become such a block to me?
30:07 Lucia Tanner: And yeah, got through that bit. Got my adverts up and running now. Uhm, so yeah, I think that- it's- it's that.
30:16 Lucia Tanner: Uhm, yeah. Although there was a, a group of us, it always kind of felt very personalized as well. 
30:26 Nicholas Poninski: That's why. I like that. I'm going to ask a question that I'm curious about. I wonder if the people at home might be curious as well.
30:33 Nicholas Poninski: So you've gone for the google ad- That's because it's higher in 10. Makes a lot of sense, right? Umm. What about doing 10...
30:42 Nicholas Poninski: Facebook and Instagram, as well as, here we go. Just be honest, why are you not doing both? 
30:49 Lucia Tanner: I have on my- All right. To do list, to do 
30:52 Nicholas Poninski: Facebook Adverts. 
30:53 Lucia Tanner: And so I am gonna do them. And I have set up my. Bye. Instagram business page. Uhm, but I'm just kind of trying to.
31:05 Lucia Tanner: Yes. Can you hear my doorbell? 
31:07 Nicholas Poninski: Sorry. No, I can't hear 
31:09 Lucia Tanner: anything. Okay. I've got, we wish you a Merry Christmas going on in the background. Aww. 
31:13 Nicholas Poninski: Umm, I thought soup was about to pay a visit when you, when you kind of pause for a 
31:19 Lucia Tanner: second. Um, so. Bye. Yes, I'm giving Facebook ads to go. Umm, Instagram. I'm trying- Right now.
31:30 Lucia Tanner: I can't do too many things all at once, so I'm going to try out the Facebook ads, see how it goes, cause, Yeah, I'm not like a social media influencer that wants to be posting and- Yeah.
31:46 Lucia Tanner: Let's do that. And, I'll 24-7, but actually, like, I'm gonna get my Facebook ads up and running, then- and I'll look at Instagram, because, yeah, obviously, the more things you've got up and running, the more- the more leads you can be doing.
32:01 Lucia Tanner: But I'm almost just trying- to, umm, like, refine the Google Ads piece first, then do the Facebook. book. Then do the Facebook and then do Facebook and then maybe Instagram.
32:16 Lucia Tanner: Um, I'm still. We'll, We'll, . On the fence about how, how many of my audience would be on Instagram and would, like, reli- I didn't any adverts I did on Instagram as well.
32:32 Lucia Tanner: So. No. I don't know. I mean, there's a lot of- there's a lot of users on there. Like, I appreciate that.
32:39 Lucia Tanner: But, you know, when you just think, is that really gonna be that many people? On there? Yeah, 
32:44 Nicholas Poninski: erm. No, that's it. It's a good thing to wonder about. I think, you know, just a little bit of coaching.
32:49 Nicholas Poninski: I'm gonna go slightly off to, so let me answer that for ya. So the idea would be that you would get so specific on the targeting in Facebook.
32:58 Nicholas Poninski: book. Yeah. That there would only be, I don't know. Let's say, for example, 10,000 of them. And if you put five pounds a day on that.
33:07 Nicholas Poninski: You'll be in front of 10,000. I don't know, 10,000. Not, not all of them. Maybe all of them. I don't know.
33:12 Nicholas Poninski: It depends how much Facebook's charging for these adverse, right? Yeah. So then it's, whether or not they're on there, it'll be on there for 5 minutes, 10 minutes.
33:23 Nicholas Poninski: Just. . Let's see what's 
33:23 Lucia Tanner: going on. Yeah, it only takes one person to, to click on it and yeah, let's say you're spending a fibre.
33:31 Lucia Tanner: Bye. Would I spend £5 to get someone looking on my website and filling in my contact form? Yeah, absolutely. Lately.
33:39 Lucia Tanner: Mm. Someone to consider. Yep. And I will do. Bye. 
33:47 Nicholas Poninski: But, okay. Umm, so we're gonna wrap up very soon. So, help me out. I'm not here. What would you say to someone who's listening along and thinking, I'm not sure if, you know, if this would work, but I mean, you know, I'll have- I'm having a funnel into our business.
34:06 Lucia Tanner: Oh, I think, well, first of all, everybody needs to have a funnel into- into their business. That that is how, like, your sales are what regardless of whether you're a HR consultant or something else.
34:17 Lucia Tanner: That is how your business stays afloat. But, there you- there's 
34:23 Nicholas Poninski: a constant 
34:24 Lucia Tanner: lead flow, right? I 
34:25 Nicholas Poninski: have to be 
34:26 Lucia Tanner: running through to your business. So, yeah, you need to know, yeah, you need to know where the next paycheck's coming from.
34:32 Lucia Tanner: Uhm, but, kind of, to caveat. It's got to be something that you commit to as well. Umm, not to commit to putting in, in the work.
34:43 Lucia Tanner: Umm, doing what you need to do, maybe putting in a bit of investment where it comes to kind of paying for, for ads.
34:51 Lucia Tanner: But actually you, you put that effort in and you do see results. So it's, it's, it's one of those things.
34:59 Lucia Tanner: I think that the, It's not a question of, should I, should I do this or not? Because, yeah, from my point of view, absolutely you should do.
35:07 Lucia Tanner: It's about, Well, when, when is right for me to do this. Umm, but, yeah, cause if you've all, if you've already got like a n endless flow of clients, well done.
35:18 Lucia Tanner: Congratulations to you. But if you are at the next, how, how do I do this? Where, where can I find new clients from?
35:28 Lucia Tanner: Uhh, like me. Oh god, I hate networking. Is there any way? I can find new clients without having to network 24-7.
35:39 Lucia Tanner: Then, yeah, perhaps. up. Absolutely. Do it. 
35:41 Nicholas Poninski: Yeah. Absolutely. Because there's always, you know, there are so many different ways of getting leads and clients with you. That's right.
35:48 Nicholas Poninski: We've talked about this in enough times, but you can, you can build your audience, which means spending all of your time.
35:56 Nicholas Poninski: I'm an effort going out there to networking events and, and doing direct mail or whatever. You can borrow, which, you know, for those of you listening to, uh.
36:04 Nicholas Poninski: And along at home, I'm telling Lucy, I bet Lucy already knows that Baro will be a giant venture with somebody of some form or another, so I'm in employment line.
36:12 Nicholas Poninski: And then you can buy an audience and that's the quickest way to get an audience because. because you're just exchanging money for those people rather than your time and mental 
36:24 Lucia Tanner: effort. 
36:26 Nicholas Poninski: No brainer as far as I'm concerned. 
36:28 Lucia Tanner: Definitely, and to be able to think, oh, this is happening, whilst I'm doing something else- I'll see you've got adverts that you know are switched on.
36:38 Lucia Tanner: You might be with a client. It might be overnight that someone's, erm, happened to come across. Yeah, the fact that after the initial, it's not even heavy, heavy lifting.
36:52 Lucia Tanner: Dang. But after the initial effort that you put in, that actually you can almost just kind of set it free and switch it on and off 
36:58 Nicholas Poninski: whenever. Yes. Then go. What's that? And what would you say to someone who's listening and thinking along? Should I wait?
37:08 Lucia Tanner: Oh, no, definitely don't. Avoid him at all costs. No. Um, on- obviously kidding. Uhm, yeah, it's just been- it's- it's been a fun process, definitely, but also- So the one I feel like I've got value out of.
37:27 Lucia Tanner: Uhm, Nick knows his stuff. So- Yeah, you want someone to help you, uhh, like, grow in your business? Then Nick should I?
37:39 Nicholas Poninski: Bye. Aww. Thanks, Lisa. Yeah. Did you get that? Yeah. I'll 
37:46 Lucia Tanner: slip you a tenor later. Yeah, I did. Good. I-I'm-I'm down south. We need a bit 
37:51 Nicholas Poninski: more than a tenor. Okay, sure. We're up noise. Of course. Umm, so yeah, I guess one last question. Thank you for And, um, how does the future of your, if you business feel like compared to before we start?
38:12 Nicholas Poninski: other of the working together? 
38:15 Lucia Tanner: Oh, it just feels like I've got a plan, like I'm not, not searching around. mountains. In, in the darkness, which I was really tried.
38:22 Lucia Tanner: But yeah, it just feels like I know what to do that can help me get more clients. Umm, if I do that, then that's, that's what's, what happens.
38:34 Lucia Tanner: Thanks. 
38:36 Nicholas Poninski: Bingo. No. Love that. Fair enough. Alright. Well, I don't have any more questions. They see ya. So, thank you for spending some time with us.
38:45 Nicholas Poninski: Nice work. Okay. Uhm, so there you go. Everybody listening along at home. Hopefully this episode is useful for you to hear a straight.
38:53 Nicholas Poninski: From the, uhm, what's the first? 
38:56 Lucia Tanner: Straight from the horse's mouth. But I'm not sure I'm okay with 
39:00 Nicholas Poninski: that. Straight from the lovely lisier's mouth. Not 
39:05 Lucia Tanner: better. Much better. Much better. 
39:08 Nicholas Poninski: Excellent. You can forget 
39:09 Lucia Tanner: that turning out. Yeah, yeah. I'll let you on. 
39:14 Nicholas Poninski: So there you are. Erm, as I say, for those of you listening along. Home, hopefully, erm, that was an interesting episode for you.
39:21 Nicholas Poninski: Erm, and thank you for listening along. Lucy, thank you. For joining me. And, erm, as ever, get marketing. Because if I'm marketing, there's no sales.
39:32 Nicholas Poninski: And if I'm sales, there's a business. So get marketing.