Welcome to the Business Fondle, the Bold Business Podcast for entrepreneurs and business owners hosted by Peta Serras the Professional Babe. So why don't you pour yourself a drink and slip into something a little more comfortable and I'll get your business going. Hotties. I am pumped. I am excited. What prompted this episode is. The idea of making a million dollars without any ad spend and any team.
And if you talk to anyone about scaling a business, and I think everyone is going to have a different idea on what scaling is, you will hear that you need to spend a lot of money on advertising and that you are going to have to have. Uh, staff and a team. And I think for some businesses and depending on how you want to run things, both of those things can be true, but I ended up having a 65, 000 a month in my business in January. And it got me thinking the possibility of.
What would it look like for me to make a million dollars and nothing really remains unchanged in terms of support and ad spend. And I wanted to talk about that and potentially present to you some just different ideas on how you may think that the future of your business has to look.
I see this a lot in the online space of, if you feel that you need to get to this particular point and the people that you follow have done this, that you need to follow in their footsteps, but that isn't always the way maybe a team of 10 is not for you. Maybe ad spend is not for you. Maybe it is something completely different.
And what was really interesting is, you know, and maybe this is a belief that I've had, but there have been times where I'm like, I don't know if people are going to take me seriously until I myself am making a million dollars a year. and it's, it's so funny that sometimes I get in my head about it and I'm like, we're not there. But then I'm like, at the end of the day, though, you will be there. And everything that you are building in your business is the foundation of your million dollar year.
It's like, when you have a big business, the only reason that that would happen is by the work and the quality of the work and how you're running your business happens now and, and something to think about, especially for those of you that feel like that you are doing really good work. Especially if I've said you're doing great and I do not lie. So let's talk about it now.
If you are new here, if this is the first episode, or maybe you need a reminder, I do have a framework for building and scaling profitable businesses. This does not matter if you are yet to start. If you have just decided on your brand name and you have nothing else you need to do this, or if you are growing or if you are scaling your next business.
Like next level or next level of growth is going to come down to goals, which stands for goals, offerings, or offerings, products, and services, depending on what you're selling lead generation and visibility, and then sales, so goals for short. And I want you to imagine that this is like a pipeline and that we need to start at the, at the front. So in the goals section, otherwise we're going to have blockages down further down the pipeline and things where it's like.
If, if you are getting particular results in your business and you're not happy, we have to go back to the start. So what I do with clients, what I do with myself is I take them through this process for growth. And what this does, this is how you end up with a really beautiful, sustainable business that you love. Instead of feeling like that, you kind of do all of this work, then you like a, a living off, off the fruits of that labor. So you're getting the results.
And then you feel like that you're kind of back there in terms of hard work. what I want everyone to think about right now is I want you to visualize the business that you have right now. And then I want you to visualize your million dollar a year business. And in doing that, I want you to be like, what is different or what do I think would be different? Because quite often we will view success and our goals quite incrementally. So let's pretend that you are making 100, 000 a year.
You may be like, my next step is 150, 000. My next step is 200, 000. And often what we do when we do this is we don't visualize things being completely different. But we visualize us actually doing more work or being a bit more organized in something. So what I mean by that is You may be like, okay, cool. If I want to make a bit more money, I need to probably do my content planning. Or maybe I'm going to send two emails a week. And what we do is we look at output instead of structure.
And when we want to create a big business, what we need to do is we need to look at the structure and the goal and to make sure that we are actually creating something that supports this happening.
And what I mean by that is, you know, if you want to make a million dollars a year and that is the goal, if we then go to that next category, which is offerings and it's 7 ebook, you know, and then we go to the next category, you're going to have to do an awful lot of lead generation and visibility activities in order to sell that product to them, meet the goal. So sometimes what happens here is when we visualize this goal is that.
We have to then make decisions around the products and the offices offices, the products offices. Oh my gosh. The products offers and services that we are selling in order to make that happen. So for me and where I felt like this is a real possibility is when I look at my current office suite in my business, there are two. Programs that I am really positioning and maybe a third. The first is give good email.
If you have not heard me talk about this, you must be under a rock because I feel like that I utter that phrase multiple times a day. I talk about it so much. I own the damn trademark. The next is my mastermind and group program business bang. Business bang, if you're painful is 8, 000 give good email. If you're painful is 3, 300 and you can see both of those offerings. I don't really need to shift that many units to make a million dollars.
Like if we just do some fun little math right now, a million dollars looks like 303 give good email sales. And it looks like 125 business bank sales. So what I actually did before I got to this point and before I even had this 65, 000 month is I actually knew that this was a possibility for me by first mapping out what. it could look like to have a million dollars worth of sales. So I created a spreadsheet in Google Sheets. And what I did is I put the main offers that I'm focusing on.
Let me actually open it up. I feel like this is going to make a bit more sense if I can read off here, So what I did is I created a spreadsheet. And I mapped out, I would say, the five different categories of how I earn money. The first is one to one consulting. So this looks like my strategy session. This looks like projects and retainers. Uh, stuff that is usually for me more so project work. Then it looks like the passive offers that I sell.
So I have the 35 offer and I've got a couple of different things that I don't really promote too much. I do on the podcast, I do behind the scenes, and I may promote it in the DMs if someone is after a particular result. And I know that that offer can give them that or it's in their budget. Then I have business bank, then I have give good email. And then, um, if you want something fun to add, I also have a category for unexpected and delightful.
So this is where I put things in like speaking, or if someone, you know, PayPal's me, like a cup of coffee, or, or things like that. And I've got that down that I would love 20, 000 of unexpected and delightful things, um, sorry, money to happen in my business. So when I looked at this, I actually had created Different categories. So I had looked at my consulting and I was like, cool, let's aim for a hundred grand in consulting.
I looked at my passive offers and I'm like, what do you think that you could realistically sell? And the easiest way to do this is if you are using accounting software, go and look through what you have done in the past. And then what I did is I doubled it, or sometimes I even tripled it. So for us, it's really easy for me to sell about 500 without even promoting it of the 35 offer. So I was like, what would it look like then for me to have 2, 000?
Then I went down to business bank and then I went down to give good email. And when I mapped this out, I then created down the bottom of this spreadsheet, um, some different little spreadsheets that made me. the ability to kind of track how this would then look across each month and how sales would need to look. Now, I find this helpful sometimes instead of thinking about things in months, I kind of will think about the year as a whole. And I think about what I need to do in that time.
So why I love to work like this is I obviously had periods last year, even the start of this year, where I kept getting sick. I kept getting the flu. I had to get my wisdom teeth out. There was just all of this stuff that had happened. And, you know, rather than planning weekly, which I can't stand, I would prefer to plan monthly. And then with that, I kind of have like my big goal for the year.
So for example, if the goal is, and what's in my little spreadsheet, okay, great that we sell a hundred of give good email. I know that I'm going to need to sell about like eight a month. If I want to aim for like a bad day's business model, where I know that not every month, every week is going to be great, I may aim for 10, give good email sales a month. So what I've done, I've kind of created the goal. So we've got the million dollars.
Then I've created how this can kind of look with the offerings, products, and services. Now, this is going to be easy. If you are an established business, you love what you're selling, you know that it is profitable and you know, that's proven. But sometimes what has to happen is you may decide that the offers that you are selling are not in line with the business that you want.
And I see this quite often when people feel like that they want to have a business selling low cost products and services, but they don't want to spend on ads and they don't want to create content. And that is a very hard way to make a dollar if you are doing so much manual work for a 7 sale. So that is just something to keep in mind. I want to say true that, you know, this million dollar goal that I have here, I am nowhere near close to that, but I still feel that it is possible.
And where I love to think about things like this in my business is I feel that when we create like this, it becomes almost a circuit breaker to how we've been doing things. And I have an example of this. If I told you to go out and make 10, 000. There is a chance that you are going to be making 10, 000 how you have always made 10 grand. You will be like, Oh, okay, cool. I'm going to go and sell 10 of that. And then I'll like, maybe put up some posts on Instagram.
But then if we actually change the timeframe around that and I say, okay, cool. Can you go and make 10, 000? Tomorrow, you're going to look at things very differently. You may position a different service that you hardly promote. You will be like, Oh, you know what? We've got this offer, but let's create an upgrade or let me bundle this. And then you are going to think about this even differently.
If I said, go and do it in the next hour, why I love thinking about this is it acts like almost a circuit breaker to break you out of autopilot, because often what happens in business is that. The reason we have the same business and the same stuff happens now as it was in January, as it was last year is because we don't realize how much on autopilot we are. We know that we're being busy. We know that we're working. We open Instagram.
We work quite, I would say sometimes reactively, which is fine where we respond to DMS. Uh, we get back to emails. But when it comes to true proactive work and true proactive work that is associated with growth, this is where we need a circuit breaker. And this is why, for me, I came up with this plan of what would it look like for me to make a million dollars without ad spend and without a team.
And why this is important is the amount of times that I will see a client that has a very inefficient business and they feel like that the easiest way to do it is for them to just put some money on Facebook ads and sit back and relax. Or that they are going to hire someone to deal with the fuckery in their business. When I thought about this, around having two things that most people have in business. They spend a lot of money on Facebook ads, which of course eats into their profit.
Or they have team that deal with a lot of the shit. You know, if I didn't have those, it makes me confront things that are happening in my business and coming up with different solutions compared to, and I don't want to say, you know, hiring or spending on ads is the easy way out. But I think sometimes we just think, let me throw some money at that. And that, that will, that will naturally fix itself.
So I want you to think about your million dollar year and I want you to think about what you are selling and how you are showing up and what would need to shift. And there are going to be some things that come up for you. Is it your mindset? Is it the fact that you are just so used to like thinking small? You are literally like gripping onto your own bullshit. Is it the fact that the products that you are selling are cheap and you have to sell something more expensive?
Where this is hard is if you are selling physical, tangible products and you have a particular price point, This is a whole different conversation for e commerce and product based businesses. However, there is still going to be so much goodness that you can take from this episode that is going to be getting you to think about What happens when your business and this will eventually happen scales, you know, what will it look like for you to make a million dollars? What is going to have to change?
One thing that has also really helped me is to kind of like stretch my offers. I taught a workshop for Lorraine Murphy last week, and it was all about like productizing. Your intellectual property. So how can we take all of the information in your head and create assets that people can buy ideally, ideally scalable assets, sorry, things where it's like we're selling one to many or a download or a mastermind where you can do the work once.
Or you can show up and do the work and you're not just kind of educating to one person. You're doing something that is to the masses. And one of the ideas that I brought up is that I love to kind of stretch an offer by looking at how it could look at different price points. So for example, You know, what would give good email look like if it was a 330 offer? What would be different? How could I do this? Then what I do is I add another zero.
What would it look like if Give Good Email And I sit with that for a second and I just pay attention to what comes up. And it's really interesting when you do this, you will start to realize that there are so many opportunities available to you because you start to think about business differently. So this is back to what I said about how much we are on autopilot. So for me, It's like, Oh, I want to make a million dollars. Go sell more of give good email, go sell more to the same segment.
But what potentially could be a smarter or, or another way to do this is to look at, well, cool, what would a 33, 000 GGE sale be? And when I think of that, I'm like, this is perfect for marketing teams. This is perfect for people that really go hard on email. Maybe there's like five people in a team and this could be something where we upskill the team and then there is consulting attached to that.
And you can see here what happens when we start to stretch out offers by adding some more like zeros behind it, or sometimes adding less of how all of a sudden that for me, that million dollars has just been made a little bit more possible by me. Looking at the offers that I have. So I want you to look at everything that you are selling and then do this little task of just stretching your offers out.
So I want you to think about what is the number one thing you sell or what is the favorite thing that you sell? And then being like, what would it look like to add another zero? And then maybe what would it look like to even add another zero? How would this offer look now where I want to challenge you? Is there is going to be some of you that feel like that you are going to have to do way more work.
What would it look like for your output to remain completely unchanged, but with the price to go up? How fun is that to think about? Now, another thing that you can do here is I want you to really look outside of the vacuum of your industry. I find that if you are in like the beauty space, you'll look at beauty. If you are in the coaching space, you'll look at coaching. If you're in fitness, you'll look at fitness. What I want you to do is, is.
Look at what other people are doing in different industries and see how they're doing it. You know, I'm a huge fan of a podcast, especially when you can kind of get the behind the scenes of someone else's process. So don't feel that you need to just listen to business podcasts or, you know, listen to diary of a CEO, podcasts of people in the niche that you're in, you know, look outside of that and you will shock yourself at.
You'll start to kind of see different possibilities that you can bring into your business. Now you may be listening to this thinking I'm already burnt out making 150 a year or 200 grand a year. How the fuck am I meant to make a million dollars? And this is where so much, we have this tie between outcome and labor, meaning I am going to work. And when I work, I'm going to get paid this, which means if I want to get paid more, I have to work more. That is not the case.
When we want to make more money, this is where we need to be really quite smart with where we do it. And something that I believe, especially for people that do have this. This belief that the more money that they make, it's just going to burn them out. And they kind of put on, on them, this like little growth ceiling where they're like, I don't want to grow more because I don't want to get burnt out.
Something that I believe is so much of burnout, so much of business anxiety, so much stress that we actually have in our business is actually not from the work. It is not from output. It is the fact that our brain is continually like cycling through different ideas, different possibilities, different scenarios, this never ending to do list. And we feel like that we can't switch off. And this was something I remember once. Um, Oh my gosh, this was like all the way back in 2021, I ran.
Uh, what was it called? Bulletproof your marketing and make email your bitch. And I said, email actually doesn't take people that long. What takes them that long is they are continually thinking about ideas. They are stuck in their head about the process, but they actually have no work to show for it. And it's funny. It was, this actually got me a sale because someone was like, Oh my God, I felt really called out because I realized that I'm actually not as productive as I think I am.
I'm in my fucking head and I'm thinking, and I'm anxious. But it's not actually getting me to move forward. And this is something to consider, you know, the times that I have in business where I feel like that I am stressed out and I'm working heaps, it's so interesting that I'm actually not working as much as I think I'm actually in my head. Thinking about stuff in my business. So that is also why I had created this process.
This originally started for me because I needed a way to kind of get out of my head and put my thoughts onto paper before I forget it, because I know that I will, if you haven't taken my hot business audit, you know, the categories that we are going to talk about today, this is a way for you to actually score how you're going. So you get a score about goals. You get your score about offers.
Uh, when you get this score, you actually have the ability to download, uh, a templated little goals, business plan with a workshop attached to that. So you can go and do this. That is all completely free. That is my gift to you. So do this podcast, listen to this podcast, and then go and do that. So now that we've got our goals, we understand how our business looks. I just want to say that when we do this, this is where we think about our boundaries and our standards.
If you only want to work four days a week, that is in our goals. How can we make a million dollars earning, you know, working four days a week. If we want to, you know, like outsource something or create a plan or have like. These high profit margins or ensure that, you know, we're making a million dollars, but we're also finishing with half a mil in the bank. This is in our goal section.
We get everything written down because what we don't want to happen is it's kind of like, and I see this where, um, you know, those movies where people will kind of like make a wish, but then the wish kind of comes in this funny form because they haven't really been specific. It's like, we don't want to just make a million dollars. We want to make a million dollars in a very particular way. It's like, you don't want to make a million dollars working 150 hour week or having asshole clients.
How do you want to make your million dollars? So I want you to think about that. I want you to write it down. I want you to get it clear and remember too, that, you know, Sometimes, stuff in your business will need to change if that is your goal. This really depends if you are doing your business as a fun little hobby versus as a business. Because there are some things that I don't particularly like, but I remember this isn't my hobby. This is a wealth building activity that I'm doing.
This is my business. So then from here, we go to that next section, which is our offerings. Now we've already covered this a bit, but this is what you're selling. So if people give you money, what are they paying for? And this is where in this category, I've got a couple of little things that I want you to consider. But the most important one is that you want to make sure that your.
So this is a little easier for me because I already have two validated offers that I know are profitable were already profitable and they have been set up for scale. Now, this just did not happen in a super easy way. There was a bit of work that had to happen, you know, give good email, fund back, started out, beat a price of 597. And I was really clear. That the price that it was would increase.
I'm even really clear now that although it's 3, 300, there is going to get to a point where that is not lifetime access. That is just a year. You want to make sure that what you are selling is profitable and that. If you want to have a million dollar year that you are positioning products that make it really easy for that to happen. Now, it would make sense for me to really go hard on my 35 offer.
If say I had like a, a, a, a huge audience where I continually was making multiple sales out of the day, people were going into a funnel and they had like a high probability of coming out and buying consulting or business bang. But for me, I don't, yes, I have people join my email list today, but it's not a hundred. So there is not a high likelihood of those people then converting into a higher ticket offer.
So for me, I've kind of flipped this and I don't really focus so much on, on the cheapest stuff. I focus on the things that deliver the most transformation, but also deliver transformation for me. And this is something to remember. It's like, I think sometimes we worry about. Selling out expensive stuff. But what I want you to think about is your business is not going to exist. If you aren't bringing in enough money, right?
I have spoken to people before that act like a victim because no one's paying them. And I'm like, I'm not surprised you're selling things that are 10 and the offerings that really deliver transformation and the ones that deliver transformation for you personally, because they bring in a lot of money. They have collected dust because you have a sales block.
So if you want to make this million dollar a year business, you have to look at what you're selling and then get really clear on how many units you need to move or how many sales that you need to have. So this is what I call possibility math. And this is something we did in my 10 day sales challenge where it's like, okay, cool. You have your goal, you know what you're going to sell. Now we need to do possibility math so we can see what that looks like.
So this is where I did my big year plan and I worked out, oh, okay, cool. That's only a hundred give good email sales. It's 33 people in business bang and it's a couple of other things. And that to me feels like really. That feels really possible for that to happen, where this wouldn't feel possible if I was trying to make that million dollars happen from a 35 offer. I also know in the back of my head, holy shit, that is so many customers.
My bookkeeping expenses are going to blow out like right now. That is, I'm going to have to sell. If I want to make a million dollars of that offer, I'm going to have to sell 28, 571. Do I want 28, 000 customers? Do I think every customer for that is going to be amazing? No, there's going to be some fucking nightmares. My bookkeeping costs are going to go up.
So for that reason, one thing that I think is such a smart thing to do if you are a service provider is to be like, how can I serve the least amount of people and make the most amount of money and then everything else is cream on top? Because for me, it is easier for me to give an incredible service to less people than feeling like that I am spreading myself thin or then feeling like that I have to hire a community manager. train someone up. Um, imagine if they leave.
I find this really funny about people like, I'll just go and hire someone. And I'm like, people are fucking difficult. People are absolutely difficult. Like we can think I have some friends. I absolutely love them dearly. But I'm like, Oh my God, you would be a nightmare employee. You a hundred percent will be such a nightmare employee. And you know, I want you to think about that, that people like that.
are going for jobs and you could potentially hire them and they could be responsible for your brand. And this is why I was like, how can we. involve people a little bit less, you know, it's going to get to a point where I'm going to have to hire, but how can we be really smart with how we do that?
How this looked for me in my little 65, 000 month is we had some business bank sales come through and we had a give good email sale come through and then I did some passive offers and I had a consulting. offer come through. And what is amazing to think about is I can look at what I sold. I can look at the work that I'm going to have to deliver or how I'm going to have to show up. And I asked myself, could I cope with this? If I sold double what I did. And the answer was yes.
And then I was like, could I, could I sell triple of this? And the answer was yes. Could I sell quadruple? The answer was yes. Where this gets a little bit funny is of course, if I have consulting clients, there are only so many hours in the day that I have to work. And on the topic of that, one thing that I want you to think about, especially if you do have higher price services, and if you are pushing out stuff that is cheaper, is anytime you work for an hour.
So if you are devoting an hour to something, it means that you can't devote it to something else. And what I mean by this, Is if I'm doing hour an hour of content creation, or if I'm devoting an hour here, it means that I am not going to be able to do an hour of consulting, which pays me $990 an hour.
So when I think of that, it gets me to look at my time spend and how I'm doing things in my business very differently and why I'm like, am I gonna be better off to promote something that is really, really cheap? Spending all of this time promoting a 35 offer. When I could be promoting something that is 990, or I could be having a consulting client for that. So you can do a bit of an audit of things that you are selling, and maybe for some of you, you are like, we are not profitable.
Maybe you don't even know if you're profitable. Maybe it's time for a price increase. Maybe you are like, you know what, I am, fuck a million dollars, I am barely even, like, cracking the 100k year, and I am working a lot. This is where then you need to look at what you're selling. Because it's not about getting more clients. If you already are at capacity in terms of how much you can work. And for the service providers, this is something I want you to think about.
The amount of times that I speak to people and they're like, I have no time, but I am completely booked out, but I also have no money. And I'm like, there is a problem if you have no time and you also have no money. If you are working a lot. But you can't pay your bills. Why the fuck are you working? You'd be better off to go and get a job. And maybe this is the wake up call you need because you are not going to grow out of that. Ideally, we want to make sure that you are nowhere near full.
You are not whinging that you're working heaps because if you're working heaps, I want you to enjoy the results of that. If you are fucking working heaps as a service provider, I want you to be able to treat yourself to whatever you want because that is what it's all about. Now, Not every week is going to be like this.
There are times in my business where I feel like that I'm doing a lot of behind the scenes work and there's not as much money coming in February for me has been that kind of month as I've done some things behind the scenes, getting this, give good email report done. I'm refining some content. That's okay. Everything works out, but where this is a problem for people is if you kind of feel like that, you can't earn more. Because you can't work more, but you have no more time to work more.
And you're in this really rock and a hard place. And I think this is where people are like, let me hire to free up time. There is no point because you are giving a profit and the little money that you make to someone else. And it's like, what's going to happen is there. They're going to be full, they're going to be busy, and you're going to be in the same spot. You're going to have more clients, more fuckery, but stuff is going to remain quite unchanged.
So if you are going into that next stage of growth, if you are a service provider, this is where we need to look at the offers that we are selling. Now, when we go to this next category, this is lead generation. This is visibility. So we have our goal. We have the thing that people want to buy. How do we find these people? How do we, how do we get in front of eyeballs? Now, fun fact, most of the sales that I made in January came from people that have already given me money.
Some of these people were clients that I had. All the way back in 2020. And one of the biggest mistakes that I see people make is that they feel that to continue to get sales in, they can, they need to continue to get in front of. Yes. And no, for a lot of us, especially if we have this ecosystem of offers where people can buy like multiple different things. So for example, give good email is a once off purchase. People will buy it once.
They're not going to buy it again, but they could buy business bang. They could buy consulting. They could buy my 35 offer. All right. So if we have an ecosystem of offers, or if we have something that they can buy multiple times, so let's pretend that we're a massage therapist. Amazing. Let's pretend we sell beautiful underwear. They can buy more of that. We want to remember that the best customers that we have are the ones that have already given us money. So this is where the lead generation.
I want you to think about what can we do to get in front of the right people and then how can we keep them. Now, what I would recommend is you want to make sure that whatever visibility and lead generation strategy that you are doing, it is something that you genuinely enjoy or you feel like that if you got a bit better, it's something that you could enjoy because this is something that you have to do.
Consistently, consistently could look like daily consistently could look like three times a week. It's going to be different for every business. Now, consistency matters more than frequency and being on brand matters more than just putting out content for the sake of it, one of the best things that I. Have done for my business. I will say is creating this podcast.
Now, this has been a bit of work when I first started the amount of episodes that I had to record like three or four times, because there were just so many little issues, which I've since found out was my laptop was so old, but, you know, it's, it's been a bit of work. It's not like just chucking up an Instagram story, but what was really amazing is I had three months off the podcast and. My downloads, they dropped, but they didn't drop off completely.
I was still getting about like 50 to a hundred every single week, even though I wasn't putting out new content. I was having people that were messaging me saying, I just re listened to this episode, or I can't wait for the new apps to come out. I've actually gone back and this is what I've listened to. And what was amazing is this is a really beautiful, uh, visibility activity that I do. It's also a sales activity, but it is a way that I have done really good work once.
And that continually ensures that I am visible to people. You know, this is reflected that if someone has subscribed to the podcast and they open that app. Even if that there is no new episode, I am still going to show up. My little podcast icon is still going to be there. That is not going to disappear. So for me, I am always happy to do lead generation. That is a little bit more. Involved, but memorable. And another way that I like to do this is I like to run events. So I run them online.
I run them in person. Yes, it takes a little bit of time, but the most amazing thing is that when you get people's attention for a prolonged period of time. and you have them focused, you are going to be able to deliver them such a great transformation, and I believe more than an Instagram Reel that maybe they're going to be kind of consumed with, but it can be on an app where people are more likely to kind of scroll because it's consumer behavior.
It's like when you're on Tinder, everyone's shit, so you're going to be more likely to scroll. No, no, no, no, no, no, no. Because that is what you do when you're on there compared to when you're on a workshop or you subscribe to a workshop, you're going to listen. When you listen to a podcast episode, usually listen for the whole thing, or you listen for the most part. So for me, I have prioritized how can I get paid with attention and how can I hold people's attention? So podcast.
Long game activity, events, time consuming, long game activity. But whatever you're doing, you need to make sure that you have a strategy and that you are doing it consistently. You need to have a system that is continually going to get you in front of new people. Now, what I also love to do is I love to, piggyback of other people's audiences. And this is actually how I got a client in business bank.
So I love to teach workshops for people and every single time I teach a workshop, I eventually get a client. How cool is that? The ROI is sensational. Sometimes I'll get two. Sometimes I will get a best client that will end up buying everything that I'm selling. So I taught a workshop, uh, in October last year. I've sold Business Bank. I have made 8, 000 from this one hour time investment.
So for me, one of the lead generation strategies that I do is piggyback off other people's audiences by going on their podcast or teaching workshops for people. Now, this is a skill that I have perfected over time because it is hard sometimes to educate. Hold the room, hold people's attention. Maybe you're like, I can't think of anything worse. I would rather write long form content, or I would rather go and do PR, or I would rather go and do content, whatever.
You just need something that is going to be your visibility strategy that continually keeps you front of mind. So I want you to think right now about what you're doing. And I want you to think about how would this look differently. If I was at this million dollar mark, what would I be doing differently? And it was really interesting for me when I thought about this is I thought about my million dollar business. I thought about million dollar Peter, and I was like, she's going to be on Tik TOK.
She is going to be doing more real. She is going to be doing more of this stuff. Probably with a better quality phone because my phone is literally so fucking old. I can't even update some of my apps. So that is going to be my next investment purchase is a brand new iPhone. But I actually had this really clear vision of how things kind of would be done. And. What I'm going to say here is if that is you, you don't need to like course correct. So all of that happens tomorrow.
You just need to change and orient yourself in that direction. So you start doing things. So for me, when I thought about this, I was like, cool, let's just start to write down some content or let's just actually start to do things a bit more and let's actually get a new phone and let's get a little microphone. So you actually don't have this block of waiting to get started. So if that is you, just ask yourself, what is the next natural thing that I need to do?
I don't need to do everything tomorrow. I just need to start one thing. Now the next category and the last category is my favorite and it is sales. Why do I love sales? Because sales comes before the service. There is no point creating the thing if you cannot sell the thing. And what lets a lot of people down is their sales process because they do not have one. They think their sales process is showing up and posting stories on Instagram. I see this all the time. I'm always working.
No, you're not. You're posting a fucking acai bowl. And you sell candles like this has actually nothing to do with your products. So you want to make sure that you have a strategy for sales. This is why I love email because you can automate a lot of this sales process. You can use data to then proactively contact people, which is what I love to do. This looks like sending out a campaign, strategically crafting the campaign.
So you get the click and then contacting people who click, this is what I do all the time. So I personally love to do outreach in my business and this can look really different and it does. So I have a CRM template where I put my new sales in. Or, you know, people that have say done hot business, or if they've downloaded a specific lead magnet, or if they bought my 35 offer, everyone is logged in here. And then some people, I will reach out and I'll say, how did you go with it?
It's not a sales conversation. Instead, it's me starting the relationship, making sure that they are satisfied with their purchase. And then if a need pops up where they need more support, or they have something else that happens in their business. We can have that conversation there. But for me, I know that sales also is very easy when you have an established relationship with someone.
And where I think that people can get this funny or where they may have this belief is a lot of the time, how they feel about sales is influenced by bad experiences that they have had. So you have had someone on LinkedIn who was like a dog with a fucking bone, who just won't let up, who is always harassing you. And you then associate that with sales.
We get sold to all the time and we actually love being sold to one of the easiest ways to kind of change your association with sales is for anyone who loves to eat out or go to a coffee shop. Have you've If you ever go to a restaurant, and you have had like a wait staff, and they are so excited about their job, and they are so excited about the food, you have someone tell you about the specials, and how animated they are, and the words they use.
that, Is an amazing example of a really good sales experience. They are selling you things. The menu is a list of offerings and you are buying them. So this can be really something that you can think about to kind of change your awareness around sales. You actually like to be sold to, and you get to deliver that same experience to someone else.
So one of the easiest ways to sell, and if we are thinking about selling a lot more, so this million dollar a year goal, one of the easiest ways to make that happen is by keeping your past customers happy and by focusing on customer retention. So this of course can only happen If you have a business that has an ecosystem of offers, so for example, I've got business bang, I've got give good email, I have consulting.
If you also have offers that people can continue to buy so they can stay in business bang, whereas give good email is a one time purchase. Um, that is going to be easier to sell than if it was once off. But it is not impossible.
So let's pretend that if the only offer I was selling was give good email, what my sales strategy would be would be probably we would make sure that people in that program had such a good experience and we would have some kind of referral incentive where when they got really amazing and insane results and naturally when they told all of their friends, we would have something where they would be our biggest referrers. We have done that in the past. It is a bit of work.
I haven't perfected it, so I can't really speak more into that, but you know, this is something that we will probably have as GiveGoodEmail grows, right now I want you to think about every single person that has paid you money. And maybe this is just going to be you looking at where you sell. So if it's Kajabi logging in, looking at your sales and then asking yourself where you actually have opportunities to sell again, maybe this is outreach. Maybe this is some fun emails.
Maybe this is just being like, cool, let me actually position this when I go on Instagram, where I can be like, you know, we've had a few new people buy this thing. And this is actually perfect. If you've already been my customer and you've got this. Another thing that I want to say on the topic of that is if you feel like sales aren't happening in your business and really transparently, we've had a quiet fair, but I am not stressed.
And the reason that I'm not stressed is I know that if someone is paying attention and if they are following and engaging with what I am doing, they are in the sales funnel. They are in what I like to call the sales washing machine. And what that means is they're currently paying you with attention. And you don't know when a sale is going to pop out. You don't know what they are saying about you behind the scenes or to their friends and to their family.
And what's really interesting is for me, some of the biggest sales that I've ever had have just come so out of the blue and I'm like, Oh my gosh, where did you appear from? And it's the people that are just quietly consuming that will just pop out at any minute with a sale.
And the reason that I say the sales washing machine is when you obviously put clothes in the wash, there is a timer, you know, when that load is going to stop, it says seven minutes, and then your washing is perfectly clean, ready to be hung out where this is harder with the sales cycle is that little timer is hidden. So you never know.
When it's going to go off and it is up to you to just keep moving forward and keep things going on, knowing that one day, these people will pop out of the sales cycle. So I want you to think now about your million dollar year and what this will look like in terms of sales. How are you going to sell? So for me, as I said, a lot of this came from the work that my past self did. A lot of this also came from follow ups.
I ended up having a 13, 500 sale come from someone wanting some more information. This was a past client on Instagram. I sent it to her and when I followed up, I was walking to get a coffee. I sent her a really informal voice note on Instagram and I'm like, Hey babe, I'm reaching out. I just want to check in. How did you go? She was like, I actually don't know if this is for me, if I'm far enough along. And I said, do you want to hop on zoom?
Because I actually think that you are more ahead than you think. I can answer some questions either way. You'll get an answer if you are a yes or an absolute no. And I can give you some pointers as well on what I would do. I got a sale from that. This all happened in an afternoon. So don't overthink it. And remember too, that what is incredible about business is most people do such a fucked job. You only need to do a good job to be exceptional in your customer's eyes. You only need to just care.
about your customer. So, you know, I think sometimes people think, what did you say in that voice message? It wasn't particularly amazing. There was traffic noise. Uh, I probably said, um, it, it was maybe a little bit clunky, but it was the sheer fact of me following up when most people don't do that in her eyes highlighted that I cared enough to actually fucking follow up. So I want you to think about all of the people that you have.
Submitted a proposal to all of the people that you've spoken to in the last 12 months and ask yourself, what would it look like to just devote some time next week to following these people up? Even if it's just, I want to check in with you and your purchase. How are you going? Do you have any questions? Because let me tell you, no one does this because they are so focused on content. And new customers, right?
So, you know, right now, I want you to think back to where you were at the start of the call versus where you are now. And I think that that million dollar a year may feel like that it is so much closer than you thought, or potentially it has actually highlighted for you some major scaling issues, which you can solve now.
You have data where you can make so many different business moves, you know, potentially it's putting something in motion that you're like, this is going to be the reason we make a million dollars, or it's fixing something that is going to be the biggest bottleneck in you making a million dollars. I don't think that every business needs to have high ad spend. I don't think that every business needs to have a fucking team. I think that your business needs to obviously run efficiently.
You are going to have to invest because having a business is a pay to play game. It's not something that you can get out completely free, not paying anything. I don't think that you need super, super complex funnels. And I don't think that you need to do What, what everyone else does, right? I don't think you need to have a coaching program. If you don't want, you can be so successful doing what you are doing now, just if we add a bit more structure.
And I think, especially if we can get you out of this, like autopilot way of thinking where you may be like, Oh, if, if I want to get a little bit more money, I'm just going to work a bit harder. Okay. And that's why I love the circuit breaker. That is coming up with a really big, expansive goal. You know, we could get to the end of the year and I mightn't be anywhere near the million dollars.
But the most amazing thing is, is that even if the results aren't there, I know that I'm still on track. And that's just one thing that I want you to keep in mind. Sometimes life, and especially when we are relying on people making a decision, so paying us, sometimes that can just take a little bit longer. It is going to be different for every business. And what you have to then battle here is your brain, not sabotaging it. Okay. I love following Daniel Priestley.
He was interviewed on Diary of a CEO and he was saying something like they taught the same event like 150 times. And then really like they just kept rinsing and repeating and making it slightly better, the same event. And I loved that because I felt like last year after I was doing my ultimate email relationship events, you know, my first one was amazing. I think I had like I ended up converting like 40 percent of people to consulting or give, put email in that.
And then it started to get quiet and I felt myself wanting to stop and I was like, no, you need to keep going. You have to teach a hundred of these to get like the full result of this. And if you are so like hungry for this result now, why? What are you not liking about this? You know, I am a huge believer that this is our business and that everything that we are doing is, is a result of our decision. So if we don't like something, you know, we can't be a victim.
We can't look at our business and hate it when everything that happens is ultimately a result of us and the decisions that we're making in our business. You know, when we look at how we can grow, how we can scale, this is where we're not like, Oh, I'm going to have to work more. No, babe. No, no, no, no, no. This is about how can we work smarter? How can we make our brand work for us so that it continually moves the business forward and that we get the results that we want in our business.
I love this and I hope that you've loved it too. I hope that it's given you some things to think about as well. just to summarize quickly because I feel like this is going to be, I don't even know when I started recording this, but you know how this would look for me and what we're aiming for is a million dollars.
You know, what would it look like for me to have my beautiful little 10 AM to 4 PM work day, a four day work week, you know, doing the podcast, scaling the podcast, focusing on business bang and give good email, having my lead generation activities as my podcast, having it as events, having it as really beautiful content that changes people's lives, changes their day. And then for sales, email marketing.
So when I look at that, it feels simple, it feels achievable and lucky for me, I have the evidence that was the month of January. So what I'm going to say to close this off is in business. One thing that I want you to be more committed to is adding to your evidence bag. That stuff is working. And the cool thing is if you have been paid. anything at all for your business, you have data that a million dollars is possible because you have already done the hardest first step.
And that is to make your first dollar. And that is putting your vision out in the world and getting paid for it. So you already have data that you can do this because you have already made your first dollar. Then what you can do is you continually add to that. So for me now, anytime I'm feeling blocked, I can go back to, bitch, you made 65, 000 in a month and you had the flu for half the month. You were sick and you did not work. Of course you can make a million dollars.
Of course you can do this. As you continually move forward, you will find that you will get bigger bits of evidence to grab onto. Write this down, come back to it, because you are going to have moments in your business where stuff feels hard. This is going to be so helpful for you to read. It will help you to continue to move forward. I believe in you. I believe that you have a million dollar business in you. I do not think that it is out of reach.
I do think that you are going to have to work and sometimes you're going to have to make some tough decisions. But I still think that it is available to you. And I know it is because look at this, you get to the end of the podcast. At least you can commit. You're disciplined enough to finish listening to something. Anyway, hot stuff. I love this. I love you. I love you more than the afternoon that I'm about to have. Um, my mom and I are going to go to the movies.
We're going to see Pamela Anderson's new film, Obsessed. I'm excited. I am even thinking about my beverage selection. I think I'm going to go a long black. Sparkling water and I'm gonna get a choc top. I'm also in my luteal phase. I think I'm like five days out from my period So I'm also feeling like Maltesers as well and something salty Mum is gonna be like what the fuck is happening and I'm gonna be like Jan Snack buffet, get around it. Multiple beverages, get around it.
So, I love you more than that. I love you more than my home. Oh my gosh, I love you more than my little home. I've got my beautiful little coffee table. I've got my sofa. Never in a million years. Did I, like, I always, it's so funny that I could always visualize the life that I wanted, but it still felt like it was, it was in the future. And I just can't believe how quickly my situation changed and that I could actualize things and bring it into now. Like this sofa, I got it on sale.
It's almost 9, 000, 8, 690. What the fuck? I can't believe that I have a piece of art in my home. I can't believe that I have a business. Where I can have something fucking expensive, like it, it, it just blows my mind. and, and the person that I have to thank is you. I have to thank you, especially if you've bought my services.
If you talk about things, because everything that I have is a result from my business and the results in my business come from people trusting me enough, uh, to know that I can deliver a transformation. Okay. So this is never. ever lost on me. I walk in and I look at my beautiful sofa every day and it makes me so fucking happy. So I love you just as much as my sofa. Uh, not that you can see if you are listening to this on the podcast, but if you're on YouTube, I love you more than my eyebrows.
I actually, I plucked my ends. So they sit a little bit higher. It's given me like an instant facelift and I'm 36. So it's not like I need a facelift, but I just noticed that it transformed my face. I felt like the tails of my eyebrows, it was just making me look sad. And it was just having this mood where I'm like, let's just pluck it. If it grows back, it grows back. And if it doesn't, I'll just draw it on. I feel like this was, this was a good move.
I think for some people they're gonna be like, it's too dramatic. That's okay. I, I don't want drama in terms of my expression. I do love to have a nice little Botoxed forehead that doesn't really move, but I want drama to be in my eyebrows. Hotties, I love you. I love this. I love us. I love that we're back. I love that we're recording the podcast. I love that you listen. I love that you love the podcast. I love that you give me feedback and I love that we're all in business together.
Uh, who knows where we will be in 10 years. Hopefully it's somewhere sexy. Hopefully it is Italy. And hopefully we have made so much impact in that time. Oh, love you. If you're craving more, make sure to subscribe to my email list, which you can find at professionalbabe.com. And word on the street I give good email. Now go and take everything you've learned, get your hands dirty with it, and go and make some serious money.