We Booked $118k In Contracts in 30 Days - Here's How
Episode 677: Show Notes
Today, we want to share with you some behind-the-scenes live action of the “tweaking and repeating” that we do whenever we implement something new in our business. If you’ve been listening to the show for a while, you’ve probably heard us talk about this concept before. As a refresher, “tweaking and repeating” means to take a particular action in your business for a set amount of time (at least 30 days) and then go back and reflect. Think about how it went, how it made you feel, and if there are any opportunities for you to pivot and improve what you’ve tried.
Listen in as we discuss a rundown of our “tweak and repeat” process on something that we started exactly 30 days ago. We’re going to go through the results, the things we want to keep doing, and the things we want to change. We’re showing you an example, so that you can go through the same assessment process in your own business.
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The Announcement We Made 30 Days Ago
30 days ago we officially announced a waitlist for our one-to-one services. For the last seven years, we have worked with clients in a variety of capacities. When we started out, we were a local branding and marketing boutique. In the last nine to 12 months, we’ve been working with a handful of clients outside of our typical education products. So, we opened up a waitlist for these “done-for-you” services to a wider audience.
Adjusting On-the-Go
We have quite a large list and quite a large audience, and it took a lot of time to figure out what our new offering was going to consist of, how much it was going to cost, and which members of our team would be involved. Based on the initial responses to the form, we adjusted our budget ranges and added some clarifications about our service offerings. We did this because we realized that a lot of our potential clients had no idea what to expect to spend so they were just selecting the first thing on the list, which wasn’t an accurate representation of their willingness or actual budget. The other thing that we changed early on was related to automation; we started out with a fully manual outreach approach, but we quickly realized that we would benefit from bringing in some degree of automation to assist with the process.
A Successful Closing Rate
In the last 30 days, we’ve closed 60% of the people who have come through the sales funnel. This means that we booked more new business through our new sales process than any of our other sales methods in the last 30 days. All things considered, we’re really happy with a 60% close rate! Especially when we compare it to the conversion rate in the online one-to-many business which is barely 1% right now.
Make More Money Without Getting New Clients
You don’t have to keep bringing in new clients to raise your income. In fact, it’s easier, cheaper, and faster to make more money from existing clients and customers than it is to get a new lead. This is something that we talk about often with our Incubator clients. We help them develop scripts around how to raise prices and increase scope for new projects so that you can earn more from your existing clients and you don’t have to spend extra time and energy recruiting new ones.
Just Dive In!
Don’t expect perfection. You will never be able to think of everything that could go wrong or have every system in place that you need before booking a client. Yes, sometimes it will be messy, but you have to just dive in! We’re still learning new things every week, and sometimes it feels like we’re flying by the seat of our pants, but we know that if we want to get to the next level we’re going to have to deal with ups and downs and we’ll probably make some big mistakes along the way, but in the end, it will all be worth it. Building the tracks as you go can feel scary, but if you’re doing a good job for your client, they won’t even realize it! Give yourself some grace.
Quote This
It’s easier, cheaper, and faster to make more money from existing clients and customers than it is to get a new lead.
Highlights
The Announcement We Made 30 Days Ago [0:06:17]
Adjusting On-the-Go [0:07:35]
A Successful Closing Rate [0:17:51]
Make More Money Without Getting New Clients [0:20:28]
Just Dive In! [0:30:26]
Today’s Guest:
Abagail & Emylee
The Strategy Hour Podcast
We help overwhelmed and creative entrepreneurs break down their Oprah-sized dreams to create a functioning command center to tame the chaos of their business. Basically, we think you’re totally bomb diggity, we’re about to uplevel the shiz out of your business.
Key Topics:
Tweaking and Repeating, Customer Service, Automation, Budgeting, Done-For-You Services, Closing Rates, Client Communication
