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Welcome to Make More Money without Selling Your Soul with me Polly Lavarello, evergreen marketing expert. This podcast is for you if you are an online entrepreneur who is looking to simplify their business to scale.  On this podcast you can expect to hear regular talk about wealth, about selling and about wellbeing. Because I believe these three core fundamental things are pivotal to your growth moving forward.

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Hello and welcome. To make more money without selling your soul with myself. Polly lavarello, Evergreen marketing expert and cushy business pioneer, and soon I may be replacing the introduction to reference myself as your everyday sales expert, because that’s what we’re talking about over the next few weeks, aside from my wonderful guest interviews, which will be punctuating these solo episodes, that is the focus that I will be closing up 2024 with you are going to be treated to episode after episode, which are going to be all the individual jigsaw pieces you need to create everyday sales in your business. So if you are like, Hold on that, Polly, I’ve just landed on this podcast. What you’re talking about. If you go back, not one episode, because that’s with a delightful Emma Griffin, our wonderful conversation about websites and how to make sales with them. But if you go back one more than that, you will find an episode where I broke down my free guide to everyday sales.

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Now, as you can imagine, to adhere to my rule of creating a freebie that doesn’t take more than 10 minutes to consume, there was only so much I could pack into that little but potent guide. Now if you don’t have that guide, I recommend going back to that episode and at least signing up to that guide, because it’s entirely free and it will give you the foundations you need for everything else to slot in perfectly. And the link for that guide, by the way, is also in the show notes of this episode. So if you’re like, oh, that sounds like too much work. Simply just slide down into the show notes and download it, because you’re going to get whole hunker chunk of value and direction, if that’s the direction you want to be going into in 2025 and if you don’t, I mean, come on, guys, come on. Who doesn’t want to see new cell landing into your inbox every day, every hour, like it’s all available now. I know there are some people who kind of question the whole like, Oh, if you’re talking about it sounds too good to be true. I actually shared a really great post on this the other day. I’m not going to go too in depth on it, but if you are taking a moment thinking, that sounds great, but it’s not for me yet. Well, firstly, this series of episodes will help, hopefully, if I, if I get it right, hopefully help you feel empowered to recognize just how possible it is for you. And I’m going to be entirely honest, does this stuff happen overnight? No. Do you need to design your marketing, your offer suite, in a particular way to make this happen? Yes. Does that require some slowing down to speed up for the majority of business owners? Yes, it does. Okay. And so that’s where some people can sometimes draw the conclusion, it sounds too good to be true, and then throw themselves into the kind of crazy, adrenaline fueled ride of just making it up as they go along and doing live launches and doing all the stressful stuff, because the idea of a balanced, regulating, spacious, profitable business feels so far removed from their reality that they just don’t even give it a shot.

So my desire for you, dear listener, is for you to consume all of these episodes. I’m also going to turn them into their own playlist. Once they’re all created, I’ve already started creating some make more money without selling your soul playlists. There’s one on evergreen where any episode relating to Evergreen has its own playlist. Another one, just for guest episodes, has its own playlist. So as you know now, we’re over 100 episodes, and there’s a lot to dive into. I’m doing my best to kind of create some playlists to make it really easy for you to succeed with this podcast. Because what makes me so freaking proud is that, I mean, I’m not going to pretend it’s daily, but at least once a month, I get a delicious DM in my Instagram, saying from somebody, often someone I’ve never heard from before, sharing their delight at the fact that they have managed to achieve so much just off the back of these episodes alone. And that’s what I really wanted. When I created this podcast, I wanted this podcast to be a way to give back and support people, to create real momentum, real change, real impact in their business, you know, appreciating that, you know, not everyone is in a position to be able to invest in their business and invest in support. And I wanted this to be the very next best thing.

Okay? And I know, I know, if you sit down and make furious notes while listening to all of these episodes, you can achieve significant, I mean, life changing, change in your business. And so this series of episodes is like the longest introduction ever. Um, but I’m really feeling this new direction, and I’m really excited, and I just heck, it’s my podcast. I’m giving a bit of context, but, yeah, I’m really excited for this everyday sales angle, because what I’m seeing in the online business space is that launching is way more perilous than it has ever been. The algorithms are shifting and changing underneath our feet faster than quicksand. There is so much change going on, and people are craving depth. They are craving authenticity. They are craving, you know, somebody that genuinely is invested in them and is ready to support them. And when they are ready to jump. They want to jump that day. They are not going to sit there on their hands for three months and wait for you to launch. They want you to be able to invite them in right now. And I also know being this business owner myself and supporting various private VIP clients and people inside my group program with this particular methodology where they can attract everyday sales, because evergreen is essentially everyday sales. It’s not everyday sales overnight, as I mentioned earlier, but that is what it equates to, right? It’s the ability to make sales in your sleep, okay? What I know from my own experience, from my clients experiences, is that those people have the capacity to stand on stages, deliver keynote speeches, write that book, get in the rooms for the right people.

Develop valuable peer relationships, develop those rinse and repeat strategies that enable them to make even more sales on top of the sales that their funnels are already making, and do it from a place of only working three to four days per week, you know, sometimes even less. But let’s not jump straight into that, because that’s definitely not overnight. But they have that kind of totally enviable, spacious calendar, and they’re doing work that they’re really bloomin proud of, and they are getting to create deep, transformational relationships with their clients, with their offerings, because they’re not in that fight or flight state worrying is the next launch going to do what it needs to do, worrying about the fact that while they are finally hitting their financial goals, that actually they’re at capacity in terms of their time, and there’s nowhere to go, and it doesn’t feel as good as they thought it would feel okay. So for me, this is the only way to grow your business in a way that feels great, where everybody wins, because you have the capacity to deliver an industry leading program, because your brain isn’t 80% consumed with where is your next sale coming from. That is why I’m so passionate about the work I do now, without further ado, let’s dive into the offer suite that makes this possible. Now if you are a long time listener, you’ll probably already know about number one, so I’m not going to go deep into point number one, which I’m about to touch on, and I’m going to go deeper into the area of your office suite that I haven’t talked about a lot on this podcast.

So let’s get into it, right? Because ultimately, everyday sales gets to look very simple, and everyday sales requires you to have an incredibly intimate understanding of your ideal client and what they’re seeking. Right now. Okay, that is the trick. That is the trick. And then once you’ve mastered that, it’s not getting your knickers in a twist, dilly, dallying around, you know, tightening up that messaging, tightening up that messaging, it’s then about getting visible, AF. It’s about ensuring everybody is hearing about this, right? Because one of the biggest mistakes I’ve seen people making towards the end of 2020, end of 2024 as the algorithm has changed, as Instagram keeps on changing all its rules about what’s going to get you seen and all the rest, particularly people who’ve been very heavily reliant on Instagram, have seen themselves questioning, is it my messaging? Is there something wrong with how I’m showing up? Have people suddenly gone off? My messaging, have they? Have they gone off the invitation I was making? And it is none of those things. It’s simply that their reach has dive bombed, and they’re talking to the same people time and time again. And of course, those people, you know, they don’t, we don’t want to be persuading people to come and work with us. We want to be meeting the people who are ready to dive in. Okay, so the beauty of what I’m sharing with you today. Today we’re talking purely about the Office suite that’s required to attract everyday sales. In the next episode, I’m going to be talking about how to market it. So if you’re listening to this, or if at the end of this episode, you’re thinking, This sounds really great, Polly, but how do I get those eyeballs on this office suite? How do I get those people signing up to my funnel? I’m going to be breaking down the smaller pieces in separate episodes. Okay, so I will not be missing a thing and and my friend, if you get to the end of this episode and you still have any questions about what an everyday sales office suite looks like, just reach out to me. Another thing I will also let you know is, well, no, that’s it. That’s all I’m saying for now.

Cool. Okay, so let’s dive into this, because we’re 10 minutes in and I’m having all started. So number one, what do you need to attract everyday sales in a way that feels audaciously spacious, profitable and like cushy, dare I say cushy, where people are like, she’s got a cushy it starts with your signature offer. And yes, as I referenced earlier, I have done various episodes on how to create a group program that you can enroll into evergreen and, you know, make sales every day. So I’m not going to go too heavily into that, but what I will say, in case you have not heard this as a premise before, what you need to know, aside from the fact that I’ve not put my mascara on today, which I’ve just noticed, what you need to know is that your signature offer is the transformation that people associate with you. So in my case, ah, Polly, she’s the woman you go to when you want to attract everyday sales in your business in a way that feels freaking cushy, right? And because of that, I have a group program at 2997, a really reasonable price, pounds. This is, by the way, okay, see what I know for my us and Singapore and all the rest. Listeners, 2997, pounds or 297, a month. And I’m mentioning the price not to pitch you, but I’m mentioning the price to give you an indication as to it’s not like super high ticket, and it’s kind of mid ticket. I would call it mid ticket. It’s enough that it makes a significant difference to my bottom line, enrolling a new client. And it’s also low enough that it should be a total no brainer, like for somebody to think about it and go, how many sales do I need to make to make a return on investment? 2997, it’s kind of a no brainer, right? And they’re getting X. I mean, I’m not going to go into the office.

You can look into look into that if you’re like, I want to know more. Simply, go and sign up to my freebie, and you’ll see all the promotional information around my core program. But it’s amazing, and it’s a 12 month commitment, right? Okay, so that’s the signature offer. You want to have a signature offer that essentially takes people through your bespoke process. And again, I’ve got a whole episode where I break down my cushy process and talk about how it’s relevant to you and how what you should be thinking about when you design your own process. So go listen to make a note to listen to that as well if you want to think about you know, if the concept of having a process or a blueprint or a roadmap is new to you, because it’s super duper relevant. It’s essentially the pillars that you create all your content around, so that everything ultimately always attracts people back to your core offer. So the number one jewel in your crown, offer that you reverse engineer everything else around is your signature program.

Now I’m not suggesting by any means it needs to be mid ticket. Previously, that signature offer of mine was, you know, 15,000 pounds for people to sign up to. I simply decided to actually create a middle step, which is my core group program, so that my mastermind, which is a 15,000 pound investment, is on the other side of that. Which brings me nicely to point two. Point number your second offer that you want to be thinking about having, particularly if your core offer is three months, which, if you are new to creating a group program, I’d say three months is the best timeline to work with in terms of making easy sales. A lot of people be like, don’t know this chick. Haven’t done this before, but 90 days for a transformation I’m in. It’s long enough to feel trustworthy, but short enough for them to be like, Oh, I’m going to be feeling I’m going to have this within, you know, by the next season. Great, right? Okay, so when you have that, what’s going to happen is those people who are a little bit uncertain, who’ve jumped in, are going to be like, This is amazing. I want to stick around. And you want to be prepared for that, and you do not want to be being like, Oh, come and work with me one to one, because that is not scalable, my friends, that’s how you go from a cushy business owner to a distinctly uncushee business owner. I always have a few one to ones. I love it, but there needs to be a capacity to how many one to ones you have in otherwise suddenly you will feel like your diaries bitch. And nobody wants that. Okay, so the next offer, the second offer you need to be thinking about for this cushy, expansive business, is, you know, what’s the next level? Is it a mastermind? Is it simply a continuation offer?

So a lot of my clients simply say, want continued access to these coaching calls. Want continued access to this curriculum. Want continued access to this amazing community you’ve just been with for the last three months? Well, at a kind of slightly, you know, like, I mean, it depends on whether you’re increasing access or decreasing access, or just keeping it the same. But one of the simplest ways to do it is simply to allow people to stay in the community, because I have found a lot of people have renewed when I had that 15,000 pound offer, because they didn’t want to leave that incredible community of business owners. They wanted to continue being in conversation with them. They wanted to continue attending our kind of mastermind esque calls where we discussed what we were doing in our businesses, and they were happy to continue paying exactly the same investment, because that’s where they saw the most value. Okay, so continuation offer it can look like various things. If you’re really interested in what it can look like, I can do an episode on it again. I work with you guys. Join my mailing list, send me an email, or DM me. I’m I’m interested to hear if this is a new concept and you want to hear more about it, simply reach out to me. I’m happy to expand on it more, but for now, I’m going to wrap that up and say signature offer number one second offer is your continuation offer, because you’re working with the opportunity here friends, right? If you’re thinking like, why are you going straight to that and not to a low ticket offer? It’s because you need to send sell a lot less of those first two offers to have a profitable, spacious business than you do to sell your low ticket offer. And one thing I regularly reference to people who think they’re going to make more sales for low ticket offers is unless you have a really healthy traffic stream of new leads coming into your business all the time, low ticket offers can be an enormous time drain and just not particularly profitable, okay, particularly if you haven’t mastered what I’m about to go into. Okay, so step number three, once you’ve mastered those first two, is your low ticket offer. Now let’s expand a bit on this low ticket offer. Your low ticket offer needs to be something that gives them a reward, but equally highlights the gap. You know that their knowledge gap, you know what is available to them if they jump into your signature offer. So to give you some context, my low ticket offer is 10 days to speedy sales. Why did I create this? I created it because I know that people can feel a bit hesitant to jump into working with someone for a year,

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understandably, which I’ve decided to make my core offer, because I feel like that’s the most within integrity. Like that is the time frame I want people working on developing and building and scaling all of this. I know that the best work happens when you commit to long term growth. And I want to attract the kind of established business owner who’s not shy of understanding that true growth requires long term consistent commitment and the power and value of, you know, investing in the same mentor for that time. And I’m not not bothered by the people who don’t see that yet like it means I’m attracting the most awesome crowd. But what’s the first step that would help someone feel like Polly is a mentor for me? Well, it’s giving them a flavor of what it looks like to be mentored by me, particularly in the context of receiving a kind of curriculum that they can work through in their own time. Now there’s two parts to this. There’s a part where I want them to know what it’s like to be mentored by me and to be in my space, and to join circle and see all the good stuff in there. Because when you join 10 days everyday sales, or when you even download my freebie, you automatically join my circle community, and you then get a kind of behind the scenes as to what you’d be getting more of if you were to invest in my program. So that’s part one of my devious plan. Part two is that obviously the idea of 10 days to everyday sales introduces you to various concepts of rinse and repeat marketing strategies that you can deploy in your business to attract sales without needing to live launch. And it really opens up essentially, what’s possible for you in terms of mid ticket to high ticket sales, and how you can attract them without even needing a sales page. And the idea behind it is Various people have come back to me and celebrated the fact that they have made 3000 pounds worth of sales where they’ve enrolled two, one to ones filled one. Retreat space, and essentially, made an incredible return on investment, bearing in mind that this offer is 97 pounds. And if you buy it through, you know, if you get it off the back of my guide, you get it for, I think, 27 pounds or 22 if you’re VAT registered, or, you know, abroad. And there is a reason behind that, right? I want them to make the money that makes investing in my program, like my core incubator, I say it’s a program, really, it’s a business incubator, the cushy business incubator that makes investing in the cushy business incubator a total no brainer that they’re like, of course, if I can make this money in two weeks, one, they’re sold on the idea of everyday selling. And two, they’ve got the money for it to be a total no brainer to continue being supported by me, and because I’ve supported those wins, of course, they’re going to trust that I can support them with more which I can, by the way, so that’s why that low ticket offer is there.

So a lot of the time people think about low ticket offers and they’re like, how can I make some easy sales? How can I make some sales outside of, like, the high ticket, mid ticket selling? And you’re really missing a huge opportunity if you’re only looking at it that way, you need to look at it like, what is the first step that gives a win but also highlights the gap as to what’s possible? So I’ve just talked about in the business context. Let’s talk about it in a relationship context, just a totally, I mean, again, I’m not a relationship coach, to be clear, but I’m just kind of, I wanting to, like, just throw a totally different example out there. So one thing you can do with your low ticket offer is you can play around with how you position it at different times of the year to kind of make the relevancy hyper relevant. So let’s say you’re a relationship coach, and your low ticket offer is on something around how to handle difficult conversations so that they don’t escalate into full blown conflict, right? Let’s say that’s what your freebie is. Not free is your low ticket offer is. Now we’re approaching Christmas. What happens at Christmas? All sorts of family fights and various bits of pressure, between finances, between external family members. Nobody needs an explanation as to why Christmas can add pressure, right? It happens to all of us in some context or another. I mean, fortunately for me, a lot less than it used to as a door so. But anyway, this time of year, you can be hyping up the relevancy of it by talking about it specifically through the lens of the upcoming holidays, or Christmas, or whatever, whatever language you like to use, or, you know, whatever’s culturally relevant to you. Ultimately, if people are taking time off at the end of the year, and they’re going to be around family, there’s some relevancy here, right? That will increase sales, because people will feel an urgency around, oh my gosh, Christmas is coming up. I need this now.

The holidays are coming up. I need this now. Now what we need to be careful of with this is what we don’t want is that they take this guide. This guide is fantastic. You’ve got some wonderful mini tutorials in there. You’ve got some fabulous exercises, and they have managed to get through the holidays without having any proper arguments. All thanks to you fabulous, right? However, if they’re like, well, things are really good now I don’t I don’t need any more I’ve just spent that money. I don’t need to spend any more money. Then you have failed, my friend, because that low ticket offer should be a stepping stone to one of your more advanced offers. So what you need to be mindful of in how you design your low ticket offer, and yes, there is all sorts of support with this inside my incubator, btw, but if you don’t have that, some little tips here, you know, ensure that as you wrap up this experience, ensure in terms of your automated email sequence that goes out alongside your low ticket offer that you are highlighting and celebrating with them what they’ve achieved, and make sure it’s entirely clear how much more is available to them when they do the deeper work with you and give them an incentive to jump in now, like, what is the advantage to signing up right now with you? Can they get their investment back on the low ticket offer when they sign up to work with you, but only in the next month when they sign up? I mean, obviously not.

These things won’t always work, because there won’t be the hyper relevancy. But in the case where someone’s bought your low ticket offer, there is the hyper relevancy. Because if they need help with that, they probably need help with more. And being incentivized to make that decision sooner rather than later is powerful. Because, I mean, ultimately, what happens if they don’t prioritize it? They’re going to be getting divorced by next summer, we don’t want that. Okay, so investing in you now is significantly cheaper than the cost on the other side. Now we don’t need to be highlighting that. I’m just sharing that with you as a friend or a relationship coach, but we do know that. You know incentivizing someone to take action now they’re never going to be as warmed up and ready than they will be after having experienced a win from your mini offer. So your mini offer should over deliver. It should be, in your mind, you should be like, this is worth hundreds of pounds, not 27 pounds or 47 pounds or 97 pounds, but that’s the whole idea. The whole idea is that you deliver in such a way. I mean, we should do this with all. All our offers, whether it’s mid ticket, low ticket, or the highest investment, we should always feel like we are over delivering, and not even feel like we should be over delivering. To give them a flavor of what is possible for them. Okay, so the important thing with the mini offer is do not stuff too much in it. It needs to be a really clear roadmap that they can follow and succeed with with ease. It needs to really clearly highlight the gap as to what is possible for them on the other side, when they invest in the next step with you, the next step should be clear as anything, and you should ensure that you have a funnel which leads to a freebie, where the upsell is this low ticket offer, so that you essentially constantly have a funnel working for you, where you’re giving away something free of value, where there’s the opportunity to invest in the next level with you, and then the steps to continue on that journey.

And believe me, when you have that set up before we even dive into everything else, all the good stuff I’m going to be sharing with you in the next few episodes around how to market for everyday sales, how to build funnels for everyday sales, and all the other good stuff. Simply, just by having that customer journey lined up in a series of offers, you will see more sales by the end of 2025 It is inevitable. Chances are you’ll see more sales by the end of the next quarter, if you set these things up, but being incredibly intentional, not just having mini offers for the sake of having mini offers, and instead looking at your offers through the lens of a client journey, an ideal customer journey, that is how you will attract the most ideal of ideal clients, which I mean, I’m so happy with mine. They are freaking awesome. They are the vibeiest people in the whole freaking world, but it will just make it easy. People live in a world of overwhelm. They just want support in the areas that they need support. They don’t want to have to be thinking about what mini offer do I need to get closer to where I desire to be less really is more three offers is all you need for a cushy business, which is not overwhelming for you, where there aren’t, a gazillion funnels that can break, where there aren’t, you know, gazillion different types of ads you need running, where, when someone consumes your content, they will want to slot in to one of those offers somewhere on that customer journey. Some people will bypass the low ticket offer, the mid ticket offer, and be straight into your premium.

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Give me your best offer. Others will be like, I’ve been burned. I’m not entirely sure I’m going to sniff around your low ticket offer first. Others may just be like I’m ready for the deep commitment jumping into the mid ticket, but by meeting each different type of buyer at each different stage of their journey, I mean, maybe not even their journey, but by meeting each type of buyer with your offer suite, you will never be leaving any sales on the table, there will be something there for everyone. And of course, very often, people will jump their way through all of those different offers, which is beautiful. You have that lovely compound effect of clients, as I have now, like, I need to sit down and look at the data. We haven’t done that yet as a team, but from what I can see, I was looking at the clients I’m working with currently. And I was like, wow, some clients have been working with me for three years now, and the majority, I’d say, 80% of my clients right now have worked with me for two years or more, not necessarily always concurrently, like all in one go. But some people work with me for two years. That is the beauty when you have an office suite that continues to support people on their journey from step one all the way to step whatever. Cool. Okay, fabulous. This is one of the longest solo episodes I’ve ever recorded, but I hope it’s jam packed with gold nuggets that’s helped you sit down and evaluate and reassess your office suite. So if you’re sitting down making notes or thinking about what do you need to reflect on to really squeeze all the juice out this episode, I would love you to sit down look at your signature offer. Is there a core message in your marketing which relates to the transformation in your signature offer? If it isn’t that needs revising, because you want to have the majority of people going into your signature offer, because that is usually the most scalable, profitable part your business. Beyond that, do you have a continuation offer that is not one to one? If you don’t, you need to have one. And if you do, you want to ensure that you have all the things set up to make that as smooth a kind of next step as possible, so that you have as many people going there as possible, little things like simply an off boarding call with a team member who helps people discuss next steps is a really simple thing that will result in more sales going that way. And then finally, your third step is to think about, what is the low ticket offer? Which is the first stepping stone? Think about your process. Is there something at the very first part of your process that somebody needs to have locked down to make everything else possible? Is there something about the way people work with you, where they’re like, Oh my God, this one thing alone was worth so much.

Like, is there something like that that you can be wrapping up for your ideal client to make the next step, like, inevitable? So the relationship coach example I gave earlier is basically helping someone recognize wow, if I can get through Christmas without arguing with my husband just a. Imagine what other levels of depth you know. I say husband, partner, whatever you know, just imagine the next levels of depth we could achieve in our relationship and what what life gets to look like, right? But you need to make sure you’re stoking that fire of their imagination for because they might not come to that conclusion by themselves. Bab, you less. If you are a Strictly Come Dancing viewer like myself, you’ll know, you’ll know where English comes from. Anyway, that is all I have to share today. I hope you found this episode helpful. There will be more solo episodes coming up week after next, talking about everyday sales, as I have shared previously. If you found this valuable, please do reach out to me and tell me what you want to hear more about and share it with your friends, I want everybody, every online business owner who’s amazing at what they do, to be making everyday sales next year, so they can understand what it’s like to be free from that awful live launch roller coaster, which I despise so much. And please add any reviews ratings. My listener sheet is going up all the time, and I would love for it to go up even further. It makes me so happy seeing more and more of you tuning in every single week, and those reviews and those shares really, really help that become my reality. So biggest of love to you all, I will be in your ears next week with another guest expert.