During the pandemic, we made $98,000 in 10 days😱….
Don’t worry this isn’t a cleverly disguised humble brag to let you know how amazing we are doing💰(we’ll leave you to decide that for yourself).
It’s in fashion to say that “money doesn’t matter” – but as a business owner, you know that cash is king. And as much as we love marketing – sometimes you just need to make sales FAST – and no amount of funnels or podcasts are going to help you right NOW.
We’ve been there too…
It all started mid-pandemic – we were having a heart-to-heart with a friend, and they challenged us to make an extra $60,000 in 10 days.
We’ve done loads of launches previously, and not all of them have been as successful as this one. Previously we’ve spent months (if not years) planning, and building sales pages and funnels. And if we’re honest, we spent so long planning that we often got distracted and gave up pre-launch.
It’s a common problem. People tend to put so much in before ‘launching’ and selling… but it doesn’t need to be as complex or time-consuming as you think.
This is the lesson we learned ourselves after this challenge!
But now, we’ve nailed a process that we’ve since replicated and want to teach others how to do it.
And, in this blog, we’re taking you through each and every step to help you implement our exact process and make sales (and money) FAST.
Who knows…you might even have a little fun.
The biggest problem small biz owners have with making sales
Okay, hands up who have waited for all of these before launching a new product or service🙋
- A beautiful sales page
- Compelling copy
- Brochures or other marketing material
- A big launch
We’re on the internet, and we can still see you all raising your hands timidly out there 👀
We know…because we’ve done it too.
The problem is that getting all your ducks in a row for a massive launch can take months (if not years). And in that time, you are not making sales – which means you are not making money.
Getting money into your business is always important, but even more so during times of recession (or pandemics). If you aren’t making sales and money from your high-ticket items, you’ll likely lose momentum and get distracted by something shiny out there.
So what can you do instead to sell high-ticket products?
These next steps are what we implemented to make $98,000 in 10 days. And we’ve followed this process time and time again to make even more money on demand.
So, let’s share them with you so you can use them too…
Step One: set yourself clear sales goals
What is your sales goal?
What’s your timeline for this goal?
Often we ask this and get blank looks in response!
Sure, our challenge could have been abstract – we could have aimed to “sell out”.
But how would we know when we’d achieved (or exceeded) that goal?
So we focussed on our high-ticket services and set very specific goals and targets. We wanted to make an extra $60,000 in 10 days.
These goals were SMART (specific, measurable, achievable, relevant, and time-bound). And we recommend you set yourself goals using this framework too. Don’t make them unrealistic, but at the same time, don’t make them overly achievable. You need to set goals that will push you to your limits. It will be harder but so much more worth it when the plan comes together.
This formula will allow you to break down the goals into actionable, bite-sized tasks.
Let’s say you want to set yourself a goal to sell £50,000 worth of services in the next 10 days.
It probably seems like a MAMMOTH task when you put it like that.
However, if your high-ticket service is worth £10,000 – meaning you only have to sell 5 to reach your goal.
You also know that you have around a 75% conversion rate on sales calls. Which, if our maths is right, means you will likely need approximately 6.666 sales calls (let’s call it 7) to sign up 5 new high-ticket clients.
7 calls in 10 days…suddenly, £50,000 doesn’t seem so crazy, does it?
It’s specific, measurable, achievable, realistic, and time-bound.
Of course, you’ll have to work out your own sums and figure out what works for your business. But specific goals mean you can break these down into days and start setting specific tasks to make sure you reach these goals.
If you’re selling something lower ticket, you need to figure out how/what it will take to get those sales.
You’re not heading for an arbitrary end game – you know exactly what you want to achieve before you even start.
Step Two: Be proactive and direct with getting people on sales calls
Sales pages, referrals, and funnels are all great, but they take the one thing we don’t always have…time⏰
Yes, these things are great to have, but if you need cash FAST, they aren’t going to cut it. We’d love to tell you that marketing alone is enough, but sometimes you need to take a more direct approach.
That’s why for our pandemic launch, we were proactive and direct with our sales approach. So much so that by day two of the launch, we already had sales calls lined up in the diary (and closed them).
We like to split this approach up into two phases:
- Direct approach
- Sales emails
1. Direct approach: get in touch with people you already know who are interested
You know the type!
It’s the ones who’ve expressed interest but never actually hit the buy button. People you know want to work with you, but just haven’t taken the leap.
We all have at least a few names floating around our heads of customers like this. And now is the time to reach out to them directly.
You can do this via email, DM, or voice note – whatever floats your boat and works for your brand.
Here is an example of what to say…
Hey <insert name>,
Hope you’ve had a great week so far?
We’re reaching out to invite you to something which, at the moment, is top secret.
We want to [explain what you want to do, such as work with a small group of 5 select business owners, helping them smash their goals]
And we think you would be perfect for it…
If this sounds good to you, then click here to read a little more about it, and book a no-obligation call so we can tell you more.
And please keep this a secret for now. We’re only inviting a handful of people.
Think about the type of people you should send this to including:
- Your current clients who would benefit from this service
- Your past clients who would benefit from this service
- People who are in your network that would benefit from this service
- People who are in your audience that would benefit from this service
- Reaching out to those who don’t know you but you know would benefit from what you do
Ultimately, your aim is to get on as many calls as possible to discuss your launch and get them to buy.
2. Sales emails: to people on your list who might be interested
You might have lurkers on your email list. People who have been following along on your journey, but never reached out and expressed interest.
This is your opportunity to give them a little nudge in the right direction. It might not be quite as fruitful as contacting interested people directly, but if you have a list, there is definitely potential to get some extra calls booked.
Again, the aim is not to sell at this point, but to get them on a call with you…then you sell.
So make sure you send out sales emails about your launch.
What you can also do is follow up directly with anyone who has clicked to talk to you, but not actually bought.
Step Three: Sell
Can we tell you a secret?
We used to be, very, VERY shy when it came to sales – even when we were talking to people we knew were interested in working with us.
Just the thought of jumping on a call and selling to someone made us want to reach for the barf bucket.
So, what did we do?
In fact, we challenged ourselves to take 100 sales calls, and with each one, we learned something new that ultimately led us to go on to have a 100% conversion rate.
And seeing as we’re fans of sharing, here are the four questions that we honed from our sales challenges that you can steal:
Magic question 1: So tell me a little bit about where you’re at right now and where you’d like to get to
Magic question 2: what do you think is holding you back from getting there?
Magic question 3: So, if I could sort that out for you, what would that mean to you?
Magic question 4: Would you like to tell me a little bit more about how I could help you with that?
These questions all help your potential customers qualify themselves, and allow you to really dig into how you can help them solve their pain points.
But there is one final step!
At the end of the conversion, you need to ask for the sale. Don’t miss this out, it’s a crucial step and one that lots of people miss out on because it makes them feel icky.
But the people you are talking to already want to work with you.
So, now, it’s time to sell.
This is a line we like to use: “based on what we’ve been talking about today, I can see how this would really, really help you — would you like to go for it/book a spot/sign up?”.
We’ll let you nab that one for your business, cause we’re nice like that.
Step Four: Accept you’ll get rejections and learn
In the past, we’ve taken every rejection personally and lingered on it. It made us feel rubbish…but it also distracted us from focussing on the people who might buy from us (you know, the ones that really mattered).
But guess what, our high ticket offers are not right for everyone and neither will yours – and that’s okay.
Remember our sales challenge with 100 calls?
Well, the first 30 were diabolical – they bombed and we only got a few sales. We could have been bummed and moped about them.
But instead, we treated each failure as an opportunity to learn something new and it eventually led to us honing our magic sales call questions. You can bet the next 30 sales calls were a whole lot more successful than the first
So accept that some calls, especially early on, will fail.
Treat every sales call as an opportunity to learn more about your audience’s potential objections to your service. It will allow you to improve your process and then automate based on actual conversations instead of guesstimations.
Ready to make sales fast?
We LOVE marketing…but there is a time and place for building your audience, and creating sales pages and content.
Even if you think it’s icky there also needs to be a place in your business for direct selling – and by now you know exactly how we make sales fast.
You need to set specific goals, be proactive and direct and ultimately get on sales calls in order to make sales fast when you need to.
Want to be held accountable – send us your goals and let us know what you plan on doing, and when to make sales fast.
Or, you can join our Goal Getters programme, where we help you get more sales quicker by getting you super organised, hyper accountable, and actually focussed on what is going to grow your business.