Editor’s note: This 9 part series is specifically designed for coaches, consultants, strategists, and service-based business owners who are in the scaling phase of their business. The JoyFueled™ Journey success path graphic will serve as your visual anchor and teaching tool for this content series. The EXPAND™ Method is our unique process we use to help our clients expand their already-working-business without burning out or imploding. All 9 parts of this series are linked at the end of this post.
Leveraged Marketing & Selling
How do you go about LEVERAGING your marketing and selling, so you can expand beyond 1:1 conversations and increase your impact and revenue?
This is the “P” in The EXPAND Method- and it’s one off the most common places that coaches/consultants get “tripped up” when it’s time to scale without breaking things and stressing the hell out!
Specifically, this was one of my main struggles for two years that kept us at $240k in annual revenue. I tried all the things I thought I should try: hiring a salesperson (oy! Took three times to get this right!), hosting MORE events for lead gen (instead of getting better at selling from the events that were already converting), and finally resorting back to 1:1 sales calls.
I was exhausted–and knew that until I could LEVERAGE my sales and marketing–I would never solve this problem in this company. So I dug in and started thinking outside of the box.
The impact of figuring this out? WHOA BABY – huge!
The year we got this sorted, our revenue went from $240k to $550k – and we weren’t working longer, harder, or screwing up what WAS working. (We also had A LOT of profit, specifically, $30k/month left over, after everyone/everything was paid. This was so rewarding!)
Of course, this meant we had to know what had worked well for us in our marketing and sales, and then commit to ONLY DOING THOSE THINGS–and get better at them–and let the rest go. The letting go part was a gut check, because in the end, we were stepping out on faith (and data) and let’s be real, doing less is just completely counterintuitive to what we’ve all been taught.
When we work with our JoyFueled clients on this area specifically, they have the same fears:
What if we plan our marketing and selling and they fall short/don’t work? (PSA: Sometimes they do!)
What am I supposed to do with all this free time? (We love that question!)
You mean I don’t have to talk to each person directly, for sales anymore? (Nope, YOU don’t – we can totally hire and train the right person!)
The results are always the same, once we coach around the fears that initially surface: Our clients’ revenue, profit, and time-off all increase, and they now have a rockstar team that is helping them EXPAND.
Can you say FREEDOM and IMPACT?
The main mistakes in this part of expanding your business usually happen here:
You don’t set your yearly calendar with an effective 6-Figure+ Success Plan that is centered around LEVERAGED marketing and sales events.
You continue to take 1:1 sales calls (maybe even after a workshop/event/speaking), instead of selling directly from the event and/or hiring a salesperson to take this off your plate.
You don’t understand how to leverage the power of “Borrowed Traffic”, so you can increase your reach and impact at a rapid rate. (Instead you may continue to focus only on “Built Traffic”, which is important, but slower. Or, you may consider “Bought Traffic” (aka ads), which often results in lots of wasted time, energy, money, low quality leads, and people who aren’t ready to buy.)
If you’re ready to stop hitting financial ceilings and start seeing real, sustainable growth in your business, it’s time to put The EXPAND Method to work.
You will not see overnight results, but if you stick with it, and get the mentorship and support you need, I promise you will start to see a real difference in your business—and your life.
Your next level of business growth is going to require something different from you.
Do you know what that “something different” is? You might be thinking this “thing” is elusive to you–but not on my watch!
I’ve created a tool to help you you determine which part of your business needs your focus now, so you don’t burnout trying #allthethings at once.
The Business Expansion Scorecard will help you score your business as it is now–so you can celebrate what’s working–and identify your current blindspots.
Part 2: E is for Energy in The EXPAND™ Method: Understanding the Energetic Capacity of Your Business
Part 4: P is for Plan in The EXPAND™ Method: How to Leverage Marketing & Selling So You Can Scale Your Service-Based Business
Part 5: A is for Alignment in The EXPAND™ Method: Who does your brand want to be when it grows up?
