The Messaging Mistakes Keeping You Invisible (and How to Become the Go-To Expert) with Amy Traugh
- Amy Traugh
- Sep 24
- 14 min read
🎧 The Metrics Maven: Data Driven Business Growth Strategy for Solopreneurs is streaming on all platforms. Listen here. Also streaming on YouTube.
How to Clearly Communicate Your Value and Stand Out in a Crowded Market
Stop blending into the sea of sameness. Learn how to clearly communicate your value, highlight the gap between where your clients are and where they want to be, and grow your sales with confidence.
Why Clients Might Be Overlooking You
If your audience sees you as just another coach, consultant, or service provider, they’ll keep scrolling. The problem isn’t your expertise. It’s how you’re communicating your value. When you sound like everyone else, you blend in instead of standing out.
The shift happens when you stop telling people you’re valuable and start showing them you deeply understand their struggles and fears.
Step 1: Get Clear on the Real Problem
Your clients aren’t lying awake at night wishing for accountability or clarity. They’re worried about deeper frustrations:
“What if this never works?”
“Why am I working so hard with nothing to show for it?”
“Should I even keep going?”
When you call out exact struggles and the emotions behind them, your audience feels seen and validated. This is what builds trust.
Step 2: Highlight the Gap Between Where They Are and Where They Want to Be
Your value is in bridging the gap. Right now, clients may be posting daily, engaging, and doing “all the right things” but sales are still inconsistent.
Instead of listing features like weekly calls or workbooks, show them the transformation:
From burnout to confidence.
From unpredictable sales to predictable income.
From confusion to clarity.
Your audience needs to see you as the guide who can take them from point A (frustration) to point B (results).
Step 3: Share Your Method, Not Just Features
There are plenty of coaches and service providers. What sets you apart is your unique method. This doesn’t have to be a complicated, trademarked framework. It can be as simple as showing how you cut through the noise and guide clients toward what actually works.
When you present your method as the solution, you stop being a “nice-to-have” and become the obvious choice.
Step 4: Use Stories to Bring Your Value to Life
Stories make your value tangible and relatable. Instead of vague claims like “my clients get results,” paint the before-and-after picture. For example:
“A client came to me exhausted from posting every day without results. Within 60 days of making a few adjustments, she signed three high-ticket clients without adding more hours to her schedule.”
Stories help your audience see themselves in your work, which makes your value stick.
Step 5: Keep It Simple and Relatable
Clear beats clever every time. Drop the jargon and use the exact words your audience is already saying: “I feel stuck,” “I’m overwhelmed,” “Nothing’s working.”
Repeating their words makes them feel understood and builds trust faster than polished language ever could.
The Bottom Line
Communicating your value isn’t about listing more credentials. It’s about connection. When you highlight the real problem, show the gap, position your method, share stories, and keep your words simple, you stand out as the clear solution.
Start with one adjustment today. Small changes in how you communicate can completely shift how your audience perceives you — and lead to more sales.
If you're ready to finally ditch the data drama and create a simple, repeatable process for growth, this is exactly what we do inside Metrics Mastery.
Get started for free at amytraugh.com and let’s build a business that’s backed by strategy, not stress.
Until next time, stop guessing and start growing.
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Transcript for Episode 436. The Messaging Mistakes Keeping You Invisible (and How to Become the Go-To Expert)
How do I clearly communicate my value so that my ideal clients stop viewing me as just another coach and start seeing me as the best option?
This question was recently submitted by Sarah Price, owner of Great Day by Sarah, an ACE certified personal trainer and wellness coach with over 20 years of experience.
Sarah's mission is to empower moms to prioritize themselves without guilt because when moms feel their best, they are able to give their best to their family.
Make sure you check out her Instagram at Great Day by Sarah. This is such a great question because I know that so many of you are dealing with this right now.
When your audience sees you as just another coach, a copywriter, consultant, photographer, no matter what industry you serve, they're going to keep scrolling because you sound exactly like everyone else.
And as a result, you are blending into the sea of sameness, my friend. And this is not the position you want to be in.
The shift happens. When you learn how to communicate your value and not by telling people you're valuable, but by actually showing them that you deeply understand their struggles and are there to help guide them through.
Shifting that perception has way less to do with telling people and everything to do with showing them that you get them on a deeper level.
So how do you do that? Today, we are breaking it down in this Ask Me Anything episode. So the first step I want you to do is get really, really clear on the actual problem that your audience is experiencing.
I'm talking about what's underneath. We're not talking surface level things like, I want accountability or I want clarity. I mean, we all know that, right?
Your audience isn't lying awake at night. Wishing they have more accountability. They're tired of showing up every single day without the sales to show for it.
They're worrying that they have poured months or years into their business and still don't have the consistent sales. They're scrolling through their bank account thinking, what if this never works?
And as a result, they're second guessing whether they should even keep going. And when you can call out exact frustrations like that, you're getting to the root problem.
And this is what makes people feel like you're reading their minds. So what happens is they lean in. When you deeply understand the problem that you solve, this is what builds trust.
When someone feels seen and validated, their guard goes down and they automatically feel safer. If they've already worked with other coaches or taking courses that didn't get them results,
They're coming to you skeptical, and rightfully so. They don't want to waste more of their money. But when you name their exact struggle and the emotions attached to it in a way that feels super specific and personal, like, hey, I get it.
It's exhausting to post content every single day and still not see clients coming in. What are they doing? They're self-identifying.
They're saying, yes, that's me. You get it. And again, when people feel understood, they're open then to your solution.
But here's the other piece. It's not just identifying the problem. It's about really validating the emotion behind it, naming that frustration, the fear, the disappointment, whatever they're carrying around, but almost afraid to say, that validation creates connection.
Because you're not saying you're doing it wrong. No, you're saying, I see you. I get it. I know how frustrating this is.
And I know that it's not. It's because you're not working hard enough. It's because no one's shown you. And I'm here to help guide you.
And this little shift changes everything. Suddenly, they don't feel like they're failing. They feel like there's a reason that what they've been doing isn't working.
And you are here as the solution, as the person that can guide them forward. Your ability to define their problem is the bridge to them believing in themselves that they have the ability to solve it and you are there to help them.
This is the bridge. And once they feel understood, they're so much more open to your solution. Once you've taken the time to really help your audience understand the actual problem, the next step is to help them see the gap between...
There they are now and where they want to be. And this is where a lot of service providers and business owners default to listing features.
Things like you'll get weekly coaching calls, Voxer access, a workbook, a bonus training, all these bonuses, right? It starts to feel like a 90s infomercial, like, but wait, there's more.
And yes, while that might be true, none of those things are what your client actually wants. They don't want more calls on their calendar.
They don't want another workbook that's going to collect digital dust. They want results and they want them now. We all do, right?
We want the fastest solution. That is how our brain is wired. We are wired to conserve energy. And this is where highlighting the gap becomes powerful.
Because right now, your client might, ideal client might be showing up consistently, creating content, getting engagement, doing all the things.
But the sales. But They could be hit or miss. They didn't come up and down, unpredictable. Their confidence, non-existent.
And this doesn't just have to do with business coaches. This is no matter what kind of service that you provide.
Let's look at where they are. That is where they are right now. Now we want to look at where they want to be.
What do they really want? Your value is in bridging that gap. So instead of saying you get weekly calls, show them the transformation by saying something like, right now you're working so hard, showing up every single day, but you are still not getting consistent sales.
You want predictable income and confidence in your strategy. And together, we'll identify the activities that actually lead to growth.
So you can stop wasting time on what. What doesn't work and finally have a business that feels sustainable. Do you feel the difference there?
The one is a list of features. That first example I gave, the calls, the voxer, the workbook. But the second one, it really shows that direct, clear path from frustration to freedom.
Because when you're highlighting the gap, it's like the little mall map, right? Your audience sees themselves here. They feel the pain of being stuck.
And when they take the time to view that map, then they can see the there, that place where they want to go.
And so by positioning yourself as the bridge, you're like the map that's helping them get exactly what they want and where they want to be from point A to point B.
And this is where clients stop seeing you as just another service provider in your industry and start seeing you as the...
seemingly dedicated can at So consider Solution as the person who can get them the result that they've been chasing.
So now that your audience clearly sees the gap between where they are and where they want to be, the next natural question they're asking themselves is, okay, but how do I get there?
Like, I get it. I have this map in front of me, but it seems like a long way to go from Macy's all the way down to Hot Topic or whatever store they're trying to get to.
This is where your method comes in. This is where we really want to highlight what makes you different. Because yeah, there's a ton of coaches, consultants, service providers, all the things out there.
But what sets you apart is your unique way of leading and guiding your clients through that gap, taking them on that journey of the map.
You're not just selling coaching sessions here. You're selling a process. What is... What your process? What is that way forward?
How do you serve your clients and take all the noise, all the overwhelm they're experiencing right now and filter it down into something simple, clear, and doable?
Because your client has already tried other things. They have downloaded the freebies, joined the programs, maybe even worked with other coaches, yet they're still stuck.
They are still saying, you know what? Like, I don't know. Is this actually possible? They're stuck in their heads.
And that's why just saying like, I'll help you with accountability is not going to cut it. What makes you different is how you help them, how you have the map that works for them.
And when you position your method as the solution, you stand out from every other approach out there. So instead of blending in to, again, the sea of six-figure roadmaps and...
Plug and play strategies. You show that you've built something that actually works for the type of client that you serve.
And the beautiful part is this doesn't have to be complicated. You don't need a 20-step trademark framework with all these pillars and a fancy name.
You simply need to communicate your way of solving the problem. For example, you could say, most business owners are overwhelmed because they're chasing every strategy that they see online.
My method focuses on tracking a handful of simple metrics. So that we know exactly what's working, what's not, and what adjustments to make.
This clarity is what leads to consistent growth without adding even more to your plate or getting buried in spreadsheets.
Do you see how much stronger that feels versus if I just said, I'll help you grow your business? That's vague.
But the other example is so specific. And it gives someone the confidence that I have a plan to help.
Help them get results. Positioning your method is about showing them that you're not just doing all these random things.
You're actually guiding them through a process that's been tested, refined, and works. That's the difference between being seen as a nice-to-have versus, oh my gosh, you're the solution.
Here, take my credit card. So once you've highlighted the gap and positioned yourself as the solution, our next step is to really go even deeper into the messaging that makes someone think, this is me, and this is exactly the result that I want.
You can tell people all day long that you help your clients grow their business, but nothing lands quite like a story.
Stories make your value tangible. They create an emotional connection because they help your audience see themselves in the results.
If you just say, my client doesn't. Okay, that's nice, but everybody says that, right? People hear it, they nod, they move on.
It's like, okay, good for her. You want a cookie, right? But if you actually paint the before and after picture, suddenly they're hooked.
So for example, I could say something like, one of my clients came to me completely burnt out. She was posting every single day, spending hours on Instagram.
Her following was growing, but still nobody was buying. She was exhausted and ready to quit. But within 60 days of making a few key adjustments, she signed three high ticket clients without adding more hours to her schedule.
So what is that? That is now memorable because it's specific. It's very specific for that person who's posting daily with no results.
It's like holding up a mirror to them so that they're thinking, oh my gosh, that's me right now. That's exactly what I want.
Our minds will insert our own story. When you're sharing stories, you're not just saying you get results. You're actually showing how those results happen because you're walking your clients or your audience through the messy middle and helping them see what's possible.
And even if their details don't match their exact life, neuroscience shows that their brain will actually map the experience into their own world.
It's crazy. But I want you to know that your stories that you're sharing don't have to be massive wins.
So if you're a health coach like Sarah, it doesn't always have to be, oh my gosh, my client dropped 20 pounds in two days.
Yes, those results are great. But sometimes the most relatable proof actually comes from the really small wins. Like a client who went from feeling anxious and overwhelmed by her business to finally feeling confident in control of her strategy.
And that story- story Makes people think, oh my gosh, someone understands what I'm going through. Stories are sticky. They're shareable.
And they're what makes someone think, this is me. They identify. And this is exactly the result that I want.
So anytime that you're communicating your value, whether it's in a podcast, your content, an email, ask yourself, is there a story I can share instead of just a statement?
Because stories will always land deeper. And finally, this one's so important. Don't overcomplicate your messaging. Aim for clear, not clever.
One of the simplest yet most effective ways to communicate your value is to use the exact words your audience is already using.
Because when people hear their own words reflected back to them, they feel understood. And that builds trust. Faster than the polished, professional-looking language.
Because what happens is we get caught up trying to sound a certain way. We want to sound professional, right?
So we throw in these big words, industry jargon, all these fluffy phrases. You know, for a long time, it was always like, level up to your next level self.
Level up, level up. It's like, oh my gosh, if I ever hear level up again, like, I get it.
But the problem is your audience isn't Googling level up. They're not Googling strategic alignment for optimal growth. They're typing into their notes app and saying, why isn't this working?
So if your ideal clients are saying, I feel stuck. If you're hopping on sales calls and people are like, I feel stuck.
Guess what? Start saying, I feel stuck. You know, I know some people will be like, that's not specific enough.
But it's not about what the world is doing. It's about what are your people saying. And then start saying it over and over and over and over.
Don't. Don't. Reframe it into something fancy. Just repeat it because repetition builds recognition and recognition builds trust. When you're scrolling and you see a post that's been going through your mind all week, what do you do?
You stop. You pay attention. You feel like the person on the other side of that post actually gets you.
And this is why market research is so important. And I know that makes some of you cringe, but it doesn't even have to involve hopping on a bunch of calls.
Just get curious. Listen to conversations. When you're talking to people, when you're in networking events, when you're scrolling online and listening to people's stories, when you're on sales calls, get curious and really listen.
Pay attention to the questions people are asking. Notice the way your clients are describing their frustrations when you first start working together.
That's the goldmine of language. And mirroring their language doesn't just help you attract attention. It makes your content so much more relatable because you're not talking at people.
You're talking with them. You're entering the conversation that's already been going on in their head, which is what's going to position you as the obvious solution.
So the next time you're writing content, drafting a sales page, recording a podcast episode, making content for social media, like any of those things, ask yourself, am I actually using my audience's words or am I defaulting to coach speak?
If it's the latter, simplify it. Make it relatable. Make it real because that's really what counts. At the end of the day, communicating your value is not about cramming in more credentials because you know what?
Right now, there are people out there that are way less qualified than you that are crushing it. It's not about...
This is more about making your audience feel seen, heard, and understand. Because when someone feels understood, they're far more likely to trust you.
And trust is what leads to sales. So the shifts we covered today are really simple adjustments that make a big difference.
None of them require you to work any harder than you already are. They're just here to help you. They're here to help you present what you do in a way that resonates deeply with the people that you are here to serve.
So the next time you sit down to create content or step into a sales conversation, I want you to pause and ask yourself three questions.
Am I making this simple enough to understand? Am I using words my audience actually uses? you someness? Are Am I...
I... sharing stories that bring my work to life. If the answer is yes, you're not only communicating your value, you are showing your audience why you are the solution they've been searching for.
Remember, you don't have to do this all overnight. Start with one simple adjustment. One simple adjustment can completely change the trajectory of your business by helping you connect more deeply with the people you want to help most.
And when you do these things consistently, your audience won't just hear your value. They'll feel it. And when they feel it, choosing you becomes this obvious solution.
So stop overthinking things, stop overcomplicating and start communicating with clarity and confidence and watch how much simpler business feels.
If you would like the opportunity. To submit your question and have your business featured on the podcast like Sarah did, make sure you check out the show notes, click the link, and submit your question.
And if this episode resonated with you, this is exactly what I love helping clients with inside my signature program, Metrics Mastery, and one-on-one.
You can get started for free over at amytraugh.com, A-M-Y-T-R-A-U-G-H.com. Until next time, stop gassing and start growing.