Welcome to Make More Money Without Selling Your Soul. The podcast for bold entrepreneurs ready to simplify scale and reclaim their time. I’m Polly Lavarello, Evergreen scaling strategist and cushy business pioneer. Join me and my occasional guests as we explore the themes of wealth, selling and well-being, because building a business that works for you changes everything. Let’s dive in.

00:39 

Hello, and welcome to the show. Make yourself a cup of tea, get yourself cozy, ’cause for 10 minutes I would like your attention to talk about a really important conversation because I think chances are somewhere in your body, in your mind, you are still apologizing for selling in whatever guise that might look like.

[00:00:53] It might be through the lack of times you make invitations in your emails or the lack of emails you’re sending in the first place. It might be through the lack of proactive selling in your stories, even though your warmest people are hanging out there. It might be through not banging the drum about an upcoming workshop or training. Somewhere you are hiding away with a belief that being salesy is being pushy, being salesy is being unethical. But, I mean, obviously the irony is, is you’d never find any other kind of business that would take the same approach. You would never get investment from one of those dragons if you said, “Yeah, we’re gonna have a marketing department.

01:32

We’re gonna have a delivery department. Sales department? Oh no, w- we’re s- we’re, we’re sc- we’re not doing that. Don’t be silly.” That wouldn’t happen, would it? Sales are intrinsic to the success and longevity of your business, so they really matter. And this is a bit of a personal one, as is always the case with these kind of episodes, because some of you might think, “Polly, you’ve been at this game six years. You must know what you’re doing by now,” particularly since I have supported, like I say, multi six-figure launches, seven figures in evergreen sales. Marketing and sales, kind of my bag in some ways, and certainly has become more of my thing over the years. Definitely three years into my business I invested in learning more about sales ’cause I did not believe it to be my strong point.

02:17

I knew I was good at marketing, terrified of sales. So, you know, if you’ve listened to previous episodes, you know I’ve talked about, you know, visibility as an introvert and all of these pieces. So all of that kind of stuff kind of went hand in hand, right? But something happened to me last week that supported me to break the habit of o- yeah, over six years in business and something that’s helped me improve something I’ve been doing in my webinar, and I’ve probably run about 50 webinars now. And it’s amazing, isn’t it, how one tiny little thing can totally just make the biggest difference to your business and your outcomes That you didn’t even have to pay for in some scenarios. I mean, I’m obviously hoping through listening to this episode that this will do the same for you. So this is what I wish I didn’t have to wait six years for.

03:11

This is what I wish I didn’t have to run 50 webinars before this message landed so vibrantly clearly for me. So this is why I was like, right, this is, this is what I’m recording today. You know, doors are open to the Everyday Sales Accelerator, the next cohort starting in October, and I could be doing something obviously promotional in that regard, but this felt really present. This was so front of mind, and I was like, no, my girls, my men, they need to hear this. My people, they need to hear this. So this, this is what happened I, because I support people to develop high-converting webinars and workshops and masterclasses, whatever you wanna call them, trainings, I don’t watch them very often anymore.

03:53

Also, I think it’s one of those things, if you are an established business owner, quite often, you know, I’m not looking to go and to join groups or big masterminds anymore. So I don’t tend to take time out to watch workshops and masterclasses. If I’m interested in a personal brand, I tend to go through their content, through their website, and DM them directly. I don’t necessarily feel the need to listen to them for an hour. I tend to do that through listening to a podcast or reading their book or watching some of their reels. Um, and I’m partly sharing this because that’s important for you to know too, that, you know, if a lot of your high-ticket clients aren’t coming to your workshop, that’s also because that’s how a lot of high– uh, that’s how a lot of people who are ready to invest premium also operate, right?

04:36

It’s not just me. I see this in my clients as well. Most my clients come to me off the back of like listening to a few podcast episodes and say, “I need to work with you one-to-one,” right? Um, but that’s, that’s a little tangent I’ve gone off on there, because here’s the point. I haven’t watched a webinar, aside from my clients’ webinars where I’ve needed to review them and help them refine them and get them, you know, converting better or, you know, help them understand what they need to do to it to make it evergreen, et cetera. I don’t choose to watch them otherwise. However, however, I s- I was served an ad about two weeks ago. My perimenopausal brain was in overdrive. I was ruminating on things that weren’t helpful. And very helpfully, it came up with an ad that spoke just perfectly to what my particular situation was in that moment.

05:22

And it had the wonderful face of the most lovely Gabor Maté. I mean, I just adore that man. So his fa- his face popped up and, and the words spoke truly to me, and it said, “Come along and join our masterclass.” And then when I clicked on, I could see Alain de Botton was speaking and a bunch of other people I’m curious about or I’ve heard are brilliant, like Marisa Peer, who I don’t know very much about, but I’ve heard she’s brilliant. So I was like, “You know what? I’m signing up to this, and I’m gonna make time for this.” It was 6:00 PM in the evening. I told my husband, I was like, “I’m having dinner with the kids, and then I’m gonna stick this on. It’ll be on in the living room. And it’s only an hour,” because that’s how it was advertised.

05:58

“Only an hour and, you know, I’m just gonna do some embroidery, and if the kids wanna pop in, pop out, whatever they can be. But I’m not gonna hide away in my room and do this.” Like, I feel like the kids are at an age, at the age of 10 and 12, where they can be around, you know, me doing something selfish and for me. And also because these are good conversations to be listening into, right? It’s kind of sharing a side of my life that they often don’t hear or see because it’s usually Something I listen as a podcast or as a book. Anyway, that’s by the by. The main point is 6:00, my laptop was out in the living room on the sofa.

06:29

I had my embroidery in hand, listening to the wonderful Gabor Mate talking about one element of healing, right? Something to… I can’t even remember, to be honest, what he was talking about. But I remember just finding it really fascinating, really interesting, him dropping various little things. I think a lot of it was relating to relationships and the relationships we choose, and it, it being a reflection of how healed we are, et cetera. So I was really enjoying his little insights. There’s always one little thing, right, when you’re listening to someone which you’re like, “I’ve heard that before, heard that before. I have not heard that before. That is brilliant.” And I, you know, had, had a couple of those moments, which was what you want, right?

07:05

But that’s not the interesting bit. The interesting bit is my husband was looking forward to, you know, we’ve been watching Ludwig Moment for Ludwig. Brilliant, right? You know, this is why I wish I had a studio who could be clapping going, “Ludwig’s freaking awesome.” But we’re not there, right? So, but yeah, if you’ve not watched Ludwig, side note, go watch Ludwig. Uh, but he wanted to watch that. Last episodes had dropped, and he was patiently waiting on me. I was still squirreling away, doing my little Christmas embroidery because I like to get ahead. And, and it came to a close with Gabor. Obviously he’s brilliant. Obviously his time is valuable. I mean, he’s, he’s retired.

07:38

So he left after an hour, and the host carried on and he invited on some people, well, after doing their pitch. So Gabor actually pitched the offer at the end. He kind of said, “Here’s what we’re inviting you into. Here’s why we’re running these sessions.” And that took a few moments. And then I think they spent, I don’t know if it was another hour and a half or two hours. I feel like it went on for at least two and a half hours, the whole thing, maybe three, with people sharing their experience having done Heal. And again, really interesting. I actually found it really fascinating to hear all their individual stories and what it meant to them. Of course, my very patient husband was like, “Uh, is there a point?

08:19

Can I listen now?” And what was interesting is as they were talking, and obviously people had signed up for Gabor, they hadn’t signed up to listen to various people sharing their stories. And so I’d noticed at the very beginning how many thousands of us had all signed up for this live stream essentially. It was being live streamed on YouTube, so you could see the thousands of people. You could see the chat kicking off. And you could see, once Gabor had left, that gradually people were dropping off, probably with impatient husbands also wanting to watch Ludwig or similar. Or simply recognizing, “I’m not ready to invest right now.

08:53

I’m leaving now.” And what was interesting about this is that they were running five days of masterclasses back to back with different people there. And so this wasn’t just like a, you know, like let’s get this all in because we’re doing this once. They were doing this every single night. I did actually tune into another one on the second night, which was again, brilliant. Different person. Can’t remember what… I think it was Tob Huberman. I don’t, I don’t know who it was, but it was great. And again, another hour, I think, at least, of people sharing their experiences. I think, again, on average they were like three hours long Forgive me if I’m incorrect. But definitely t- at least an hour of these people talking.

09:24

Now, why am I sharing this with you, you might ask. I’m sharing this with you because in that moment I recognized two things in this. One, if you are interested in what someone’s offering, it is an act of service to go to this level of detail. At no point did I feel offended. I actually felt like they were being really thorough by bringing in a broad scope of different people, their own individual experiences, and sharing what it was like for them, asking questions that allowed people to get a real sense of what it’s like to be inside this container, which by the way, I’m not joining.

10:02

At this stage it was more like market research and just interest. But it was– Yeah, and also ’cause as I mentioned earlier, I do not do big vibrant communities. Too much for this neurodiverse brain. It was really interesting to kinda see that. I was really interested to hear their experience. At no point did I feel like, oh, this is really icky, because there was no urgency tactics, there were no shame tactics. They were just being incredibly thorough The other thing I noticed, so that was one thing I noticed. One, it was an act of service. They were being thorough. It felt massively within integrity to take the time to really help people understand and make a measured, balanced decision about whether this w- was for them without any silly si- I mean, they did have some urgency in terms of like, while we’re running these masterclasses, you can get 50% off, which is obviously is a huge incentive for people to join.

10:52

Um, but equally, I felt like nervous system-wise, allowing a week for people to st- a- and allowing days worth of like, of these workshops to attend to make a balanced decision as to whether it’s for you, is a really ethical way to go about it, giving them as much information as possible so they can make a balanced decision, right? But the second thing was, I could see that people were dropping off in their droves as it continued because, you know, it, it was quite long. Um, and there were still thousand- like, in terms of the people there, I would say at least a fifth to maybe a quarter were still on there, still interested, still listening.

11:31

And you can imagine for every additional minute that someone’s on there, the likelihood of them converting is that much higher, right? They were still on there, and at no point did the energy shift in the host or the person. At no point was there an apology. At no point was there, “This was meant to be an hour long. This has actually gone on for three hours.” Because obviously they always planned it to be that way. And I guess if you were doing it by the book, there was an hour of Gabor, it’s just they didn’t advertise the fact there was gonna then be a following on another hour to two hours of promotion on the other side of that.

12:04

And ultimately, people always had the choice to decide to leave, and they didn’t need to be babied into being told, “You can leave.” And had they said, “Sorry, we’re, we’re gonna run over,” or, “Sorry, we’re taking up so much time,” that apology would’ve kind of taken awa

Hello, and welcome to the show. Today, I wanna talk about how to make an extra 5K this month, and I want you to listen in regardless as to whether you’ve even had a 5K month yet or whether your 5K is diddly squat. Because ultimately, what I’m sharing with you today is essentially how do you break past the current threshold in your business financially to make more money.

00:54 

Three really simple tips, and I feel like I’m sharing these at a super important time of year. I mean, any time of year it’s good to hear this stuff, right? But particularly in September when there’s such fertile ground for sales over the next Six months or so. It’s really, really important that we’re kinda doing this kind of audit I’m essentially gonna guide you through in this episode. And here’s, I guess, what I will say straight off I’m not recommending, ’cause if you’re listening to this going, “If you’re gonna tell me to post every day for a month, F off.” I’m not gonna do that. I’m not telling you to post more. I’m not encouraging you to create another offer. I do not want you working more hours.

01:31

Firstly, I want us to look at any leaks. I want us to create fertile soil, fertile ground for the actions, behaviors, habits that you’re gonna create next. So we’re gonna be looking at what you can keep before we think about the money you can make. Then we’re gonna be looking at the three core elements that I actually shared in my training recently, but I’ll be talking about them through a different lens, and with actionable takeaways, things that you can do to better understand what you need to do in your business to make more money. Because, yeah, I was about to be like, “Here’s why I care about money,” but I mean, come on, be honest with yourself. Who doesn’t care about money? Money gives us choices. Funny enough, even my son said to me the other day, he was like, “Mom, I’ve heard this phrase, money doesn’t buy you happiness, but it kinda does ’cause it buys us our house, and it buys us our garden, and it bought us our cat, and it’s bought us our holiday we’re going on next year.”

02:26

And then we went into a deeper conversation about consumerism and capitalism and all the stuff that, you know, hopefully you’d imagine I’d want to talk about with him. But he’s not entirely wrong, right? Holidays are nice. Being able to live in a house that comfortably accommodates your whole family is nice. Being able to live in a city that you enjoy living in is a privilege. You know, like, these things are all great, and I think one of the things that really drives me is the amount of buffoons making crazy sums of money who totally don’t deserve to be, so why on earth c- don’t you and I deserve to be holding, having, spending money?

03:00 

‘Cause I can almost guarantee as well, good people like yourself and I, we’re the ones propping up supporting small businesses, employing other people, giving opportunities to others. Like, our money really makes a difference. We can give world- give to worthwhile causes and all the good stuff. And we can also show to the next generation what is possible in terms of having a f- a career that doesn’t mean you’re stuck at your desk in some horrible swively seat with horrible artificial lighting, w- using a water cooler as a chance to actually get up and actually have some stimulation that’s not just looking at a computer screen.

03:36

Like, how brilliant that we can show that no, it’s not that you get to choose either having more time or having more money, that you get to have both So yeah, that’s my little, uh, spiel for you this morning. Not in my notes, but here we are. Right. Let’s get into it. So let’s find the money you are already losing. Look, I know a lot of people talk about, you know, if you wanna make more money, focus on that. Don’t be squirreling stuff away or trying to save. But actually, I believe one of the biggest mistakes I made early on in business is that I was so growth fixated that I leaked a significant, and I mean thousands of pounds of money, in areas that I thought were me being a big, sassy, sexy CEO, and instead just was silly So, you know, there’s a few little simple things that even for us kind of beginner-y business owners, I don’t understand why I said us in that, but anyway, uh, even for you beginner-y business owners that might be relevant or even for the established. I am very guilty of the first one. I have probably about 30 domains that I’ve owned and a lot of them are renewing, and I only notice it once I get an email saying, “Your domain’s just renewed.”

04:45

So go check your domains. Go check your software subscriptions. You know that time some influencer said, “Oh, it’s changed my life having this,” and you got it on free and then it upgraded and then you didn’t do anything about it, and now you’ve not touched it since and then every time you look at it you’re like, “Oh, but that person uses it”? No, no, no, no. If you’re not using it, get rid, okay? We’re not talking about the software for the business you’re gonna have. We’re talking about the business you’re already running. If it’s not serving a purpose, get rid. You can always come back, okay? Any platforms, tools you’ve forgotten about, any memberships you don’t use.

05:17

All of this is just about having good financial hygiene, okay? And also, none of these things take very long. It’s simply sitting down, looking at your Starling or Tide app, looking at any payments that you’re like, “What is that? I don’t recognize that” or “When was the last time I used that?” It’s a very simple exercise, very quick and easy to do. Could take you like 5 to 10 minutes. Make yourself a cup of tea. By the time you’ve finished it, it’s all done, and you can feel proud of the fact that you are truly connected to both what is going in and what is going out, okay? And if you … You know, the other thing I wanna say here in terms of tip number one is that that is just about money.

05:55

Your habits are also- F- more important, I’d say, actually. As not as, more important. So I’d also love for you to take a moment and to be really radically honest with yourself. I know I’ve mentioned this before, and I’m gonna say it again, every one-to-one client who ever comes to me does a time audit for me, and they always say, “Can’t I just show you my calendar?” And I’m like, “No, because your behavior will not match your calendar.” And every time they do it, it is a massive eye-opener to them, where they recognize, “Oh, goodness, I said I was gonna do a whole sales page in an afternoon, but it’s actually taken me three weeks. I said I was gonna do, batch all my content for the next month, but actually, I did a whole bunch of it, hated it within a week, and started doing my own stuff.”

06:38

Like, we need to be aware of our own behavioral, habitual leaks in our business. Not, not be, not feel any shame around them. Be curious, be compassionate to those parts, and then figure out what they actually need, okay? So this is about plugging the leaks, both financially, but also in your behaviors, because ultimately, it’s kind of like, you know, at one point I was telling myself I really, really wanted to lose my COVID kilos, which, yes, six years on, it’s still a thing for me. And in the last six weeks they are finally, you know, I’m, I’m finally feeling fitter and healthier and doing all the things I said I was gonna do. But for a long time I was lying to myself. For a long time I was eating really well in the week, and then come the weekend, every time I was stressed out, I’d be like, “I’m gonna eat something.”

07:27

 Every time the kids brought out something sweet, I would be like, “Well, it’s a treat.” Every time my mom was like, “Let’s have a glass of wine,” I’d be like, “Well, it’s the weekend.” And I would undo all my good work in the week on the weekend, but I was, like, so unaware of that. I would then get round to Monday and be like, “How am I so good all week, and why does this always happen?” I had to be radically honest with myself about w- where these leaks were in my habits and behaviors, and how I could compassionately, lovingly support myself towards better habits, where I’m not punishing myself, but I’m giving myself the gift of actually honoring what it is that I said I was gonna do.

08:05

And I’m excited, you know. I can already see in my own business, me honoring that part of myself and my health has had a really delicious ripple effect into my business as well. So yeah, wherever you’re starting in your business and your health or your life, take a moment to truly be accountable to what you say you want alongside what you’re actually doing. There is nearly always some level of mismatch. For some of us it will be extreme. For others it will be minor. Even if it’s minor, catching those little gaps really make all the difference. Cool. Okay, so that was tip number one. And as always, totally going off of my notes, so, um, did not plan to talk to you about my weight loss journey, but here we are.

08:45

Tip two, okay? Tip one is about your fertile soil, your fertile ground. Tip number two is looking at your edge and offer. Um, I have decided to actually make the replay available again this weekend. So if you want to get access to it, you can still access it in the show notes where I go even more in depth as to what your edge and offer needs to look like. But I’m gonna share something different around that today. So if you attended the training, uh, listen up, ’cause this really matters, okay? So if I wanted to make another 5K, I would not immediately create something new. I would look at what I’m already selling. So that’s why when people come into the accelerator, you know, I want people to come with lived experience and expertise because ultimately that gives us some raw material to work with.

09:32

You know, yes, it will need refining, yes, it might need some repositioning, but we d- we don’t need to reinvent the wheel here. In fact, we’d be foolish to reinvent the wheel. So instead, I want you to ask yourself, what is my actual edge? Okay? On the training, I will drop one little hint. I talked about kind of niche sandwiches. I talked about how a lot of my clients right now don’t just have one niche, they have two, um, and how well that is serving them and how well, you know, before just being like a hormone nutritionist was enough to make someone go, “Oh, I’m interested.” Now, the example I shared in the training was like, if you’re a hormones and let’s say neurodiversity coach, uh, hello, everyone’s gonna be banging your door down because they’re like, “I’m experiencing perimenopause.

10:16

My ADHD has, like, flown off the charts. Um, like, please help me.” Um, but if you just saw hormones, you wouldn’t trust that they’d understand neurodiversity. If you just saw neurodiversity, you wouldn’t think they c- they could support you with the perimenopausal piece that’s going on. So marry the two, and suddenly it’s so much easier. And, and important to say, it’s very rare when I look closely at anyone’s businesses or when they look closely at their business, that they don’t see that there’s actually already a sandwich within what they’re doing already. These people are already showing up to them. They just haven’t explicitly named it.

10:49

So it’s actually usually a very simple transition to make, but one that we often struggle to give ourselves permission to do because we’re a bit fr- we’re afraid of everyone we might be alienating in that moment. But we’re not alienating people. We’re actually just making it much easier for us to make sales, okay? So I want you to ask yourself, “Why would someone choose me rather than someone else offering something broadly similar?” So the example I just gave about perimenopause or, um, you know, ADHD, kind of summarized it already. Like, I wouldn’t choose the ADHD specialist ’cause I’d be like, “Well, what does she know about perimenopause?”

11:22

 I wouldn’t ch- choose the horm- hormone specialist ’cause I’d be like, “What, what does she know about ADHD and perimenopause?” Would I choose the person who did both? Uh, hello. Yes. Then I want you to think about is that edge obvious in your content? So where you have your little niche sandwich, is that running through? Is that a rippling through your content? Is that really clear? And does your offer actually capitalize on that? You know, are you meeting a clear demand in this space? If everyone’s doing one thing and you know that’s not the thing to do, are you still using that messaging at least in what you’re doing to get their attention and then steer them towards what they actually need?

12:00

For example, I did that with my recent workshop where I talked about how, like, if AI and visibility isn’t fixing things for you, it’s because you don’t have this, come along to my training, and that was capitalizing on the fact that a lot of people are aware that they can be using AI to improve their marketing and do it much more efficiently and quickly, and then recognizing that it’s still not plugging the hole in their sales revenue. Um, and similarly, people are doing visibility challenges and again, likewise, just finding themselves tired and seeing a negligible difference in sales. And usually– not usually, always it’s because they haven’t done this work around their edge or the other two points that I’m about to make. Well, the other point I’m about to make, which kind of puts two of them together.

12:44

Um, so- Yeah. And obviously AI can help you with that. I have AI tools inside my Everyday Sales Accelerator that support you with getting clear on your edge, uh, which, which is really fun. I had someone come back to me and they’re like, “Oh my God, I wish I had this 18 months ago. It would’ve made my life so much simpler.” Um, so yeah, AI can support with that, but you need to know what to ask it to get it to your niche sandwich. Um, is your transformation result clear? Again, so often people are so afraid to talk about what they can guarantee, which obviously isn’t a specific, let’s say, health outcome, but you can guarantee about how you show up for that client.

13:21

You can guarantee about your years of studies or, you know, whatever it is that you put in, you know, your years of running your practice. You can guarantee what you will bring to the table for them, and you can share examples of roughly how long it’s taken for people to start to see differences, or share stories from your clients as to what actually happened for them. And is the offer priced in a way that makes a 5K goal mathematically sensible, okay? So this is a useful exercise. I want you to write down, get your little notes app, app out on your phone if you’re like me and you’re allergic to pencil and paper, or if you’ve got some paper in front of you, I want you to write down, “I help” who?

14:00

Who, who do you help? To achieve what result? By your distinct approach. So you’re writing, “I help who achieve result by my distinct approach.” And you’re obviously replacing the who with who it is. You’re replacing the result with your specific result, and you’re replacing my distinct approach with your distinct approach, your niche sandwich. Then I want you to look at your last 10 pieces of content. Would somebody understand who you help, what you help them with, why you, and what they can actually buy from you? Particularly if you’re launching right now, that’s so important, and if that isn’t immediately visible, that’s what you need to be fixing.

14:41

Okay? Because, you know, you don’t necessarily have a visibility problem. You might have a translation problem. Your expertise to your positioning, your positioning to your offer, or your offer to a reason to buy, like, that’s the journey. Your expertise is gonna be the answer to what your position needs to be. Your positioning is gonna lead what your offer’s gonna be, and your offer is gonna be the reason why people buy, and if that’s not really clear and easy to understand, they’re not gonna be doing it. And finally, tip number three, I want you to look at your client journey. Okay? Someone discovering you to somebody becoming your client.

15:14

Okay? I want you to map the journey. Pick your last five clients. For each one, where did they discover you? What did they consume? So if they disco- for example, say they met you at an event, but then they went on to listen to, let’s say, a few episodes of your podcast, then they decided to book a call with you, and then they decided, “Actually, I’m gonna work with this person,” what was that journey? So I’ve written down the questions so you can again answer them. Number one, where did they discover you? Two, what did they consume? Three, what happened next? Four, what made them trust you? Five, where did they encounter the offer? Six, what made them actually take action? It’s about where did they discover you.

15:57

Maybe it’s LinkedIn, maybe it’s on podcasts. Where- what did they then consume? Maybe they then binged all your reels. Maybe they then went to your YouTube channel. What happened next? Did they then go look at your website? Was it easy to navigate? What made them trust you? Was it that you have a page full of case studies? Was it that you have a highlight reel like I have full of client case studies? When they saw your offer, how quick and easy was it for them to find the offer? Did they share with you they spent 10 minutes trying to figure out what it is that you do on your website? That would be a, an indication that needs improving.

16:28

And when did they a- what made them actually take action? What created the urgency for them to take action? When we know that, we can speak to that urgency in other people, because there’s no stronger driver than internal urgency. Okay? Um, so Woo. We are almost 20 minutes in. Your client journey should make the next step obvious. You don’t need more people entering the journey if loads of them are falling out halfway through it. So back to my little bucket analogy. If you have loads of people following you, let’s say, let’s say you have a, a reel that goes viral. Let’s say you’re doing some trial reels and you’re getting hundreds of new followers.

17:03

If that is not translating to inquiries, then I would assume your client journey is broken. You know, if you’re getting new followers all the time and they’re not joining your mailing list, I would assume your client journey is broken. Like, all of those pieces need looking at. So geeky, so boring, but so important. One of the really simple exercises I did with people inside the training was to have them look at their Linktree, and I gave them the advice as to how to turn their Linktree into something that’s high converting rather than confusing. Again, you can ch- catch that in the show notes. Um, just click below and you’ll get immediate access to the replay, okay?

17:38

So what is the bigger lesson from all of this? If your edge, offer, and client journey are aligned, your marketing has something to work with, okay? If they aren’t aligned, more visibility can actually create more frustration both for them and for you. And you can get more people looking at something that isn’t quite working, right? That’s definitely what we don’t want, okay? Um, and look, here’s the thing. I totally get that we can often feel like I need to make more money before I can invest in support, but hopefully you can gather from everything I’ve shared above that oftentimes we need that support in the first place to be able to make those sums of money.

18:13

I’m not encouraging anyone to obviously put themselves in a situation that would cause an immense level of stress, but I am encouraging you to think about, you know, where, when and where is the time that you can confidently take that leap of faith in yourself. It’s something I’ve had to do time and time again in my business and, um, well, I’m still here, I guess. So I think the important distinction here is that good business support shouldn’t be another thing you have to do. It should help you make the business you already have work better. So if you’re already struggling for time, you should have business support that helps you create more time. Sorry, I have a cold, so if you can hear me like sniffing away in the background, that’s that.

18:52

And if you can get one part working significantly better, the financial impact can continue long after the initial investment. You know, as I’ve shared recently in my stories, I’ve got Harriet, who made multi-six figures within two years of launching her group program. I’ve got people like Aggie, Helen, Mikaela, oh my goodness, the name’s dropping out of my head right now. But various clients I can think of off the top of my head who are still running the program that we built together years ago. Some of whom have shared with me that those programs are making them six figures a year. So we only get to, you know, benefit from those kind of results when we put in the groundwork in the first place, okay?

19:30

So this is why right now, obviously doors are open to the Everyday Sales Accelerator. It is running in… Well, it starts October the 5th, but doors close September the 30th. It is for established therapists, coaches, practitioners who already have expertise, already have something to sell, don’t need just another post more strategy, and need the pieces to work together. And together I will support you to get clear on your edge, your offer, your client journey, plus the sales process connecting them all. Currently, there’s a delicious extended payment plan for this particular launch, okay? So I guess that’s what I want you thinking about. I want you to think about what would support you to make an additional 5K, because the investment, including VAT, is 3,500, which leaves you a lovely 1.5 left over.

20:15

You know, that could be a nice spa weekend to go celebrate all your fricking success. You know, and if the question that what would need to change in your business for an additional 5K to become realistic, if that is so far removed for me right now- That’s an indicator that you need this more than ever, and not an invitation that it’s not the right time. Because every business should have the capacity to make 5K or more within a month. So finally, I guess I’m just hoping that from listening to this, I’ve made things really simple for you, that you can understand if you’re not seeing the number of sales you’d like to see in your business right now, if an additional 5K doesn’t feel easy, that there is work to be done on your edge, your offer, and your client journey.

21:01

And of course, as I mentioned at the very beginning, I’m talking about 5K, but genuinely, I work with clients who are already making six-figure years or beyond who we still do this work because often my client has evolved, the edge has evolved, the offer needs to evolve, and the client journey gets to evolve too because the way their now premium client makes decisions has evolved too, and so the client journey needs to reflect that. So this is a kind of cog in your business that never entirely goes away. But the sooner you create a defined cog, it makes everything else you do in your business so much easier. Thinking about what am I gonna post this week? Thinking about what workshop do I need to run to bring people into my business?

21:41

All of this becomes so much easier when you have clarity on these three pieces, your edge, your offer, and your client journey. Cool. I hope this is helpful because, like I say, I want more money in the hands of brilliant human beings doing brilliant work in this world, creating amazing impact. I don’t believe being able to create amazing impact and helping people has to be mutually exclusive from the ability to also have profit and make, you know, sums of money that change your life, okay? Anyway, that’s me. I hope you found this episode helpful. If anyone else wants an additional 5K, please do share this episode with them. And if you found it helpful, please do give it a review. It means so much to me to see those five-star reviews gradually clocking up. If we could have a little spate of them right now that would be delicious ’cause I can see so many new listeners.   So please give it a review, and I will be in your ears next week. Looking forward to it