“I just want £20k a year!” This was what one of my clients said on a group coaching call last week. She was struggling to set her prices for her new program she is launching soon.
You see she has a background in public service (a lot of my clients do) and this means that they have this idea that they only deserve a tiny amount of money for the work that they offer.
This is NOT true. You deserve so much more. You deserve to be massively compensated for your time, energy, and skillset. But it takes a bit of time to realise that.
One of the easiest ways is creating reoccurring consistent income. This could be from payment plans on a program or mastermind, a membership, or something you run monthly – like a Masterclass!
But you very quickly see how creating reoccurring amount adds up over time. At the moment of writing this blog (07/04/21), I am sitting at £28,249.33 contracted sales for 2021 and we are only 3 months in. Meaning I am on track for a £112,997.32 year.
I don’t tell you this to brag, I want you to know this is possible for you too.
What does it take to get a consistent income?
What you need is a repeatable strategy.
This is one of the biggest mistakes small business owners make, they do everything once and then decide it didn’t get the results that they want! So do something else instead. But in reality, you need to run every plan at least 4 times before you can review the results and make those decisions.
I have shared these figures before in an earlier blog – there are the launches of my signature program:
- May 2020 – Official launch 1 – £3,150
- August 2020 – Launch 2 – £4,500
- November 2020 – Launch 3 – £6,300
- February 2021 – Launch 4 – £14,077.50
What do you notice about the figures? They grow on each launch. And there are a few reasons why this happens.
- People see you and start to trust you
- You get more comfortable and confident
- Each launch you fine tune the process
- You start to build your community
All of these things happen when you are completely focused on delivering one thing really well, instead of trying to change the offer.
How do I nail down my offer?
The key to a repeatable strategy is having an offer you completely believe in! This isn’t an instant thing, because the first time you launch it they will be a tiny bit of concern. But once you get moving and you have client results, you will be able to sell the offer even easier!
But some of the best ways to build out your offer is:
Settle on your niche – decide exactly who you want to help. Make this a clear as possible. We could all help a lot of people, but if we try to talk to everyone we serve NOONE! So be sure to be clear – Like for me I work with Micro-business owners looking to build consistent incomes through repeatable strategies that don’t end up in burnout!
Decide how to help them – Be really clear on what you want to do for your clients. So if I look at Micro-business owners, they will have a number of areas that they might need help with. But I can’t be everything to them, so I need to be really clear on what I am good at. This is about looking at your area of expertise, and then deciding what do you want to use to help your ideal clients. I have built loads of different strategies in my years of corporate. But I knew that I wanted to help my ideal clients build strategies to promote sustainability and reduce burnout after my own experiences.
Be clear on how you want to work – Lastly, think about how you like working with others. Do you like working 1:1, in small groups, in large groups, completely hands-off? Do you like teaching people to do it themselves or just taking on the project and doing it for people? It doesn’t matter how you like you SHOULD do it, just lean into what you truly want, how do you want to work. So for me, my favourite way of working is in group coaching programs with a max of 35 clients at a time.
Once you nail down your offer, then what?
So once you have considered the above three points you should have a clear idea – that looks like this:
- I help (your answer) example – Micro-business owners
- To achieve (your answer) example consistent incomes through repeatable strategies that don’t end up in burnout!
- Through (your answer) example – my signature 12-week group coaching program
End result –
I help Micro-business owners to achieve consistent incomes through repeatable strategies that don’t end up in burnout! Through my signature 12-week group coaching program.
Now you can start to build a repeatable strategy. And this involves building out your core containers. As you need to hit a few key elements to sell your offer to your clients. These key steps are:
- Ways to engage with clients (Social media, advertising, networking, etc)
- A way for them to get on your list (Freebie/Lead Magnet)
- Ways to continue to talk to them (email list)
- A place for them to buy you offer (a sales page)
And ideally you want to automate as much of this as possible!
So as an example a Facebook ad I run in my business looks like this –
This ad is the start of the journey for someone as this is the first time they might have come across my content.
It gives them access to my 7 secrets eBook
Once signed up I can continue to add value to my email list – by giving them access to additional resources, tell them the inside scoop of business, and sharing more insights from my own journey.
Your email list
Now, this is KEY! Don’t skip over this, or think “I don’t need one.” I promise you, you do!
An email list is going to give you a way to show up to your community on a regular basis (I suggest twice a week to my clients, but consistency is key).
In your emails, you want to achieve 3 things, help your community get to know, like, and trust you. This will be done through you sharing stories, thought-provoking content, entertaining or inspiring people and just being YOU!
This is an email I recently sent to my list, it was all about showing my list how to build better relationships with their community –
Sample email:
Subject line – A checklist to get more customers.
Stop treating them like an audience and start treating them like your community!
Hey (name)
This is something I’m super passionate about, so much so that I wrote a whole blog about it, which is out tomorrow morning just for you!
But as you are on my list, I wanted to give you some extra thoughts today! Building a community is critical to a good successful business.
But it is all about how you treat them.
Think about these statements, do you do these?
- Open up conversation by asking for replies, comments, or questions?
- Reply to every message, email, text, DM that you get?
- Send personalised voice notes to people?
- Shout out clients in your Social Media or marketing?
- Add value (for free) in your emails, blogs, groups, posts, etc
If you said yes to all of those things you are on your way!
If you said no, you might need a little help. Hit reply and tell me which ones you are doing or aren’t doing?
Chat soon
Jacky x
By talking to your list regularly you are staying relevant to your customers and in their minds. This was as soon as they need help with what you do, you are the first person to pop into their mind. If someone starts to google you have already lost them as a customer.
So my aim from my emails to become known as the business strategy coach that helps people build consistent income without burnout and so when someone is struggling thinking – why can’t I hit £3k a month consistently they think – Jacky could probably help me!
Do you talk to your email list? Do you have an email list?
Then comes the offer!
Making an offer to get paid
Remember we are in the business to make money and change the world. But first, we need to make money, without making money we can’t continue the amazing work we do.
So you need to have your offer. Now, this could do 1 clear offer that is the only thing you do. (Note – you can hit 6-figures with one offer) Or you could have a few steps of offers that take people on a joureny.
Example Offers:
My Offers all do the same things for my clients at different levels:
- Power Plan your Business – self-paced clarity course to build confidence and cash flow in your business – £97
- Strategy Intensives – 1:1 with me 3 hours to build a repeatable strategy plan with actions to bring it to life – £595
- Blueprint to Business Program – 12-week group coaching program, with 6 guest speakers, recorded and live training session. All about the mindset and practical work to launch your signature offer and start making repeat sales. £1500
- Blueprint Alumni Membership – Monthly group Strategy Calls, Guest Expert training, mini-trainings, and journal prompts to keep clients focused on building their business £35
BUT it is really important for you to know – that I ran my business for my first year just with my signature program – Blueprint to Business and I did £45,692 during a pandemic with just that one offer. So it is truly possible in your first year to have one offer.
Having a clear way to get paid.
Something you will notice is that I have a clear way for people to give me money in each of my offers. This is really important when building a repeatable strategy.
You want to be easy to refer, easy to pay, and easy to work with.
So I want you to know consider, do you have these elements in place in your business? Or are you missing some of the key steps? I normally find that clients are missing 1 or 2 of the full 7 containers – and that is why their business isn’t flowing as well as it could be.
If you want to know all 7 containers – jump on my mailing list – as I am laying it all out for them on Thursday!