How I Got To My First $20k per month in Coaching and Consulting Sales

How To Get More Done In A Day Even If You’re Not Beyoncé
The Doers Way

SHARE:

Share on facebook
Share on twitter
Share on linkedin
Share on pinterest

Hi there, Grace here!

Today I’m going to tell you the embarrassing, surprising, rollercoaster story of how I got to my first $20k a month in coaching sales.

Of course, I’m going to also show YOU how can use the same system to close your own high-ticket clients every week…

Even if you’re just getting started.

But before that you should know: I haven’t always been “good” at building businesses.

In 2009 when I left my corporate job and ventured into the Entrepreneurial World, I didn’t immediately become a Coach…

I actually started off running a marketing agency…

And my big goal when I first started was to get to the $20,000 per month.

Not 8 figures…

Not even 7-figures…

I didn’t even think they were possible!

I chose 20k per month because I knew if I could get to that income bracket, it would mean freedom.

At that level, you can…

  • Live life on your own terms..
  • Live anywhere in the world…
  • Travel at the drop of a hat…
  • Take the whole family (including parents or even friends) on vacations with you..
  • Spend quality time with the people in your life that really matter, any day of the week…
  • And, of course, pay for the basic necessities like bills, food, and rent… save for retirement…
  • (Plus, you can purchase some luxuries without one thought whether you can “afford” it or not.)

Which is why I called that $20k/mo income bracket my “Freedom Metric.”

So, as I embarked on growing my business, I sought the advice of some “gurus” to help me get there…

And, unfortunately, I started learning from ones I shouldn’t have 🙁

To cut a long story short, they were ‘preaching’ that the best way to get clients was to attract people with a cheap product and move them up the “value ladder.”

Meaning…

To attract clients I needed to create a product for say $37. Then after they buy that, I should’ve sold them a product for $197. Then, after they buy that, I could sell them a product for $497 etc. Then, only after they’ve bought your first three or so products could I sell them my main program where I got to coach them.

And the logic was, you give them a taste at your lower level and then they’ll want to buy your higher levels one by one until eventually…

They simply ask to be in your highest level program without any selling.

I bought in. I was hooked. I loved the idea because it meant I didn’t have to sell human to human!

Phew 😉

Here’s what happened:

For months I was holed up in my tiny apartment in Sydney trying to create all these products to move my prospects up the “value ladder.”

Yet, because I was spending so much time on each, I wasn’t actually earning any money!

The bills piled up and my hubby started to question whether this was the best move.

Not only that…

I was completely overwhelmed trying to get my products setup on my website (tech was way harder back then)…

I was confused learning how to write and build sales pages for each of them (I didn’t even know copywriting at this stage)…

And I was completely baffled trying to hook up my checkout to a merchant account so I could take payments from customers (again, this was an absolute nightmare back then)…

But the worst was yet to come…

After months of slaving away and finally putting them up live on my site ready to be sold, I went out there and started to sell my first $37 product.

And you know what happened?

I sold one.

And this led me to my first huge lesson in business that’s still 100% applicable today…

Just because a product is inexpensive, doesn’t mean it’s easier to sell.

(In fact, selling high-ticket is easier, but more on how that’s possible soon)…

So, as you can imagine, after months of effort trying to sell these low-ticket products, I was devastated 🙁

Fast forward a few weeks and I was still trying to figure out my next steps…

Cash was running low and fear was creeping in…

I was sitting at my desk in my tiny, 1 bedroom apartment in Sydney, when I looked down at a piece of paper with my value ladder written on it.

But instead of being turned up the right way, it was upside down like this:

A to-do list turned upside down

And, as I sat there, staring at the piece of paper I thought to myself…

Wow, how much simpler things could be if I could just sell my clients my top-level program – 1 on 1 consulting. Not only would they get better results, but it’d be way less overwhelming to sell one program instead of 4, and I’d make more money too!”

And that’s when I had a huge “ah-ha”…

Wait a minute? Why don’t I just do that?!

I’m so sick of trying to sell these low-priced products…

When I know my top program is what my clients actually need!”

Plus, what’s the worst that could happen? I already wasn’t selling my other program 😉

What did I have to lose, right?!

Over the next two weeks I hustled…

I worked my butt off trying to get in front of anyone in my network who I thought might be a good fit.

I called in favours…

I spent time in online social groups…

I got referred.

And by the end of that two week period I had 25 sales consults booked over the next month.

Twenty five!

I was ecstatic…

But, also, terribly frightened!

I’d never done high-ticket sales like this so I knew I was way out of my depth, so leading up to these calls I tried to learn as much about selling via conversation as I could…

But honestly, all this cramming overwhelmed me more.

So I pushed the info to one side and decided to just go into these sales consults with this mindset: see if I can help the person, and if I can, I’ll tell them about my program…

The first call was up…

I nervously introduced myself, and straight away I stuttered…

So to avoid having to speak, I started asking the prospect questions…

And got them talking, a lot.

(Unbeknownst to me at the time this was great for sales conversions! More on that in a bit)

And from all their answers I learned what was happening in their business, where they were stuck, and what they wanted to achieve.

I started to gain confidence, because I know I can help this person.

And, as we got to the end I transitioned to tell them about my program…

(I was REALLY nervous now – my heart was pounding…

I hate that “salesy” stuff. I felt so slimy!)

I lay my offer out and told them how much it was…

Then I heard the words every Coach and Consultant loves to hear

“Sounds great. When can we start?”

I almost shrieked again!

(Luckily, I managed to keep it inside. How embarrassing that would have been 😉)

I couldn’t believe it. I’d just sold a $5,000 program when for months I couldn’t even sell at $37 product!

The moment I hung up I raced to my hubby and tell him the incredible news. His smile, and the newfound belief I could see from his reaction was worth more to me than any new $5,000 client 🙂

Finally, after this sale, I felt like I was on the right path!

Finally, I felt like I could do this.

Finally, I felt that, yes, I can reach my freedom metric!

And what gives me even more confidence is that I had 24 calls to go!

“Imagine I closed the next 24?! That’d be like 125,000 in sales!” I thought gleefully inside.

I started counting the numbers in my head, and dreaming what I’d do with that money.

Pssst there’s a LOT more I have to share with you… and because you’ve proven you’re ready to get doing by reading this blog, I want to let you into my exclusive community of Doers. Click through here and join My Doers Way Facebook Group and get access to me and my team as well as the support of like-minded female entrepreneurs.

So, the next day call #2 was up…

And unfortunately, it didn’t go as well as the first. I didn’t sign the client.

No matter.

Third call was up right after. I spoke to the prospect and they were really qualified. But again – I lost the sale.

Oh well, I’ll get it next time…

Fourth call was up. Lost the sale again.

I’m shaken a little…

“Ok, don’t worry Grace.” I said to myself. “You got this next one. This is a business you KNOW you can help, they’ve been referred to you, and they’ve got lots of money.”

I lost the fifth one too.

Then, over the next month I did not close one more sale.

Not one.

And, as I came to the end of my 24th and final call having just had the prospect tell me, “This isn’t the right time for us,” I’m crushed.

I guess that first client was a fluke, hey? 🙁

Maybe I’m just not cut out for business.

After a huge high, I came crashing down. Before I threw in the towel though, my husband persuaded me to call my mentor.

Having someone to turn to makes a world of difference when you’re overwhelmed, so I called her up.

I shared everything with her…

My situation. My failed products. My $5k sale. My 24 failed calls. Everything.

“I just don’t know where to go from here. I’m more confused than ever. I really thought I could sell high-ticket this way… But now I’m not so sure.”

And what did she do?

She started laughing.

Laughing! What the?!

“Oh honey. You’re so close to success you don’t even realise it.”

“What? What do you mean? I’m further away than ever!” I replied.

“No no, Honey, listen to me…”

And then she told me something I’ll never forget…

“You just need to know how to sell.

Your process is broken – it’s an easy fix!”

This time I was really taken aback.

“Really?” I said.

She coached me through it using her sales consult framework to sell high-ticket clients…

She showed me how to open the calls… what questions to ask… how to position myself as the expert… and how to have the client ASKING to join my program before the call was over.

It was a Godsend.

“Thank you so much!” I said.

And, for the first time in a long time I felt hope.

I feel hope that I can make this business work. And, with this framework in hand I had the confidence that my next sales consultant would be different.

As soon as I got off the phone there was no time to waste…

I started reaching out to my network to get more sales consults and got another 12 booked.

When the first call was up, I followed the new framework to a tee.

I led the prospect through a line of questioning that made them see ME as the expert and obvious solution even though I was still totally unknown in my market at this stage…

I transitioned to my offer in a way that was not salesy at all. In fact, they actually asked ME if I had a program they could hear about.

I spelled it out and gave the price.

And finally, after waiting so long I heard those magic words again…

“That sounds perfect. How can I pay for that?”

And if you’re thinking ‘This is great Grace, but I’m not sure how to make this work for my business’ I’d love to help you! You can join my own exclusive Doers Way Facebook Group for tips, tricks, doing strategies, and support from fellow doers.

A feeling of relief washed over me instantly.

This was the approach that was going to change everything.

And it did…

Over the next 11 calls I proceed to close another 6 clients at $5,000.

The month after that I signed another 5.

Then the next month after that I had my best month ever and closed 10!

From there I went on to create the fastest growing marketing automation agency in Australia, winning many awards including South Australia’s “Young Business Woman of the Year.”

Yes you can find this on Youtube, if you really want to 😉

And since then, I’ve used this method to attract and sign over 6,000 high paying clients into my business…

But the real reason I tell you this story is because…

It never would have happened had I not first kicked the “guru” trend, and made the decision to simplify my business model.

By selling prospects your #1 most valuable, life-transforming program, you’re giving them the program they actually need…

The one that’s going to make the biggest impact on their lives.

And by selling your #1 most valuable, life-transforming program, you’re also able to make the biggest impact in YOUR life…

As it’s the program that’s going to get you to your freedom metric in the shortest amount of time possible.

Instead of having to sell 206 products worth $97 to reach that 20k/mo level, you only have to sell 4 programs at $5,000.

It’s that simple 😉

And I know if you’re just starting out that can seem like a crazy number…

But these sales are possible – and they’re possible even if you’re new in business.

That can seem pretty unbelievable…

Which is why I don’t want you to believe me just yet.

You see, this story was not meant to teach you how to close these $5,000+ sales (that comes next). It was simply meant to show you that…

Selling high ticket is the fastest way to get to your freedom metric!

There is a time and place for marketing automation and scaling a business with online courses…

But NOT when you are first starting out.

And not if you haven’t hit your Freedom Metric!

Focus first on selling high-priced, high-value programs that transform the lives of your prospects, as that will get you to your freedom metric in the shortest amount of time possible.

And Lovely, by doing that here’s what will happen:

When you get to $20k/mo+ in high-ticket sales it means…

  • You have validated and proved your concept…
  • You have created a solid offer and product…
  • You are earning A LOT more than what you would be if you were stuck in a JOB…
  • You know how to sell…
  • You have developed the skills needed to take you to 7-Figures…

And, of course, you’re finally free! 🙂

Plus, you’ve now set yourself up for success with your courses and low ticket products down the line.

If you’re feeling the value of this already blowing your business wide open, you can take it one step further and join The Doers Way Facebook Group for SO much more. 

Xx

Grace

Leave a Comment

Get Notified of New Articles

Proin aliquam, nibh quis dapibus fermentum urna velit vulputate.