3 ways you can increase sales in your online business
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Mentioned in this episode:
3 actions you can take TODAY to convert more sales without selling more
Step 2 of my proven 4 Step Sales System (the system that’s made millions)
Why constantly selling could actually be turning your audience off
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When I look around, I see a LOT of rhetoric about needing to sell more in order to convert more 🙄
“I made $10k in 30 days and it’s because I SOLD every day”
Yikes!
So can we just take a minute to unpack this kind of messaging 😅
Firstly, I seriously doubt there are many successful business owners who DON’T credit their success to taking action and SELLING.
But is “show up no matter what” *really* a good example to be setting? 🤷🏻♀️
Before you @ me 😏 hear me out…
Yes, selling is important.
Agree, showing up is important.
Absolutely, being ON is important.
But, I have ZERO desire to build a business that only creates results when I ‘show up’ and sell every day…
… rinse and repeat…
…no space to tap out when I feel a bit shitty, tired or just over it 🎡🤖
And let’s be real, those days happen to us all.
Pushing against that is the kind of codependent relationship I do NOT want to be in.
Here’s my take: if your business only converts when you SELL, it’s a bit like living in an incomplete “house”.
So many people wanna start with the roof…
But you can’t build a stable house without first building the foundation or the ‘slab’.
Educating potential clients on what it is that you actually do is part of that slab.
You wouldn't invite people to a dinner party and then not actually give them food or drink, would you?
No.
So we don’t want to do a bunch of visibility work to bring people in and then not have a clear pathway for them when they arrive.
Today, I want to share with you a little behind the scenes of Step 2 of the 4 Step Sales System.
Specifically, I am going to share 3 ways that you can convert more clients without actually selling more.
3 ways you can convert more clients without selling more
To show you how important step 2 of the 4 Step Sales System is, let’s use the example of my least favourite clothing store.
Now, if you love a good shop at Zara, I apologise in advance 😆
If you’ve been in my world for more than a minute, you’ve probably caught on that I love a good analogy...
One of the analogies that comes up a lot in client calls is “Which store do you want to be?”
For me, I don’t want to be the Zara 🙅🏻♀️
Whenever I go there, I feel instantly overwhelmed.
The lights.
The noise.
The scattered clothes.
It feels confusing and chaotic af, I never know what to look at first.
The thing is, I KNOW there’s tons of cool stuff but I just don’t have the time or energy to work that hard for it 😅 so I wind up leaving empty-handed.
Could this be how people are feeling when they land in your world?
Maybe they find your Instagram page through a friend of a friend but a quick glance at your bio, your first few posts and the links to your website has them feeling confused as to what you actually DO and who you do it for.
So I wanted to ask you, how does your favourite store feel?
Do you instantly feel at home when you step inside the store?
Does the flow of the racks of clothing make sense to you?
Do you always find what you’re looking for plus extras?!
Whatever it is, it makes you exhale and feel excited.
Now look at your own Instagram page/website/whatever platform you’re on.
How would a brand new visitor feel upon landing there?
Sometimes the most impactful results are created from the simplest shifts.
This is exactly what I’ll be teaching you at Selling Soulfully by the way so make sure you're registered!
Here are 3 of those simple shifts that you can make today:
Remove the lowest-performing offer (for now)
I know that it makes logical sense when you’re trying to scale your business to create more 1:many offers.
The problem is that most people do a lot of creating but not a lot of refining and a complex product suite can create unnecessary competition amongst your offers.
No matter how much you’re selling, confused people don’t buy.
I like to remove or “park” offers that are;
a) not selling or
b) not a priority for you to be selling right now.
Because the thing is, not only might you have an offer (or many) that aren’t selling, but they might also be taking sales away from your core offer.
So - take a look at your product suite and the offers available.
Review it as if you were someone who knew ZERO about you and your brand.
Is it confusing or is it clear?
Is it easy for them to see which offer is for them?
Most people are focused on creating NEW things or getting MORE people.
But what if we simply removed irrelevant offers so that there was a clear pathway for potential clients, improving your chance of conversions?
2. Do a review of your “landing assets”
We have a core module across our two main programs, Constantly Converting By Design and NEON that is literally dedicated to having quality “landing assets”.
Landing assets is basically any asset/place that a potential client might land that can tell them about you and your work and give them the next steps.
For example, on Instagram, this would be:
Your link in bio
Your highlights
Your banner
On your Podcast, this would be:
“Dynamic content” at the beginning/middle/end of an episode
Including a top of funnel in the Show Notes and in the episode so that you can capture people’s details
So many people make the assumption that more eyes = more sales.
Having no (or very scarce) landing assets is a big reason why this just isn't true.
If people don’t know what you do, let alone what action they need to take, then you can add an extra 1000 views to your content but it won’t make a difference.
I just saw a quote on the good quote’s instagram page that said:
“I used to think communication was the key until I realized comprehension is. You can communicate all you want with someone but if they don’t understand you, it’s silent chaos”
This is exactly how I feel about visibility and messaging.
We spoke about messaging in last week’s blog (you can read it here) but having quality landing assets is another way you can make sure people understand what you do and the impact you can have.
3. Stop sending people *only* to your offers
I know.
It sounds counterintuitive doesn’t it?
Hear me out for a second…
I see people putting SO MUCH EFFORT into their marketing but not creating the ROI that they desire.
They’re recording the Podcasts.
Creating the content.
Writing blogs.
But the conversions don’t show the effort that’s been put in.
It makes you feel like there’s some elite group who have all the secrets to successful entrepreneurship and you’re out in the cold, pressing your nose up against the window, watching them all having a great time but no one’s noticing you and no one will let you in.
❌ I promise you. That is NOT the case.
But if there is ONE thing that me and my clients do really well?
We don’t leave things up to chance.
I don’t dial up my magnetism and then just *trust* I’ll get flooded with DM’s.
I don’t visualise without taking ACTIVE steps to strategise about the client journey.
I grab the bull by the horns and I direct the traffic in and into my world.
Here’s an example of how I do that:
The CTA on the majority of my IG content, podcasts, emails etc is NOT a sales page.
Why?
Because if you’re directing a potential client to your sales page and they DON’T buy, how else will you connect with them?
What’s your plan to open up a conversation with them?
How will you know if you’re attracting the RIGHT kinda client?
Spoiler: you won’t.
The majority of my CTAs are to a *top of funnel* opportunity where they can learn more like a webinar, free PDF or a low ticket offer.
Here’s some statistics to back this up:
Higher Average Order Value (AOV):
Repeat customers tend to spend more per transaction than new customers. According to a study by Bain & Company, existing customers spend 67% more than new customers. This is why I love using low-ticket offers so much!
Increased Customer Lifetime Value (CLV):
Repeat customers contribute significantly to a business's long-term profitability. A study by Adobe found that customers who made 5+ purchases had a CLV that was 5 times higher than those who made only 1 purchase.
Positive Word-of-Mouth:
Satisfied repeat customers are more likely to recommend your business to others, leading to organic growth. A study by Bain & Company found that a customer is 5 times more likely to make a purchase when referred by a friend. So when someone has a positive experience with the value you provide in a freebie or a low-ticket offer, they’re so much more likely to refer you to a friend!
Ways I do have done this in the past:
Low-ticket offers
High quality freebies
Quizzes
This is why I’m able to have great convos with perfect potential clients, gather data and convert to a sale through our funnels WITHOUT even being there for every step of the process.
It’s also why I go on and on about “building your house in the right order”.
Because a quality top of funnel also depends on:
Clarity of the problem you’re solving in the offer the top of funnel is selling into
Compelling messaging that positions your offer as a “must have” for right now
A clear sales process for how you’ll convert from the top of funnel into that offer
So, if selling feels hard for you in your online business, you have three actionable steps you can take today to start to drastically improve the way you convert clients and increase sales.
Let’s recap:
Audit your offer suite.
Make sure every offer has a place and a function and that one offer isn’t sabotaging any others.
Look at your offer with fresh eyes… and if you can’t, get a friend or family member to have a look with you. They might just have the fresh-eyed perspective you’re after.
Evaluate your landing assets.
Really spend some time looking at where your potential clients are “landing” when they find you.
Are they learning something new or gaining value from where they land?
Is there a clear path for more information, subscribing to your newsletter, heading to a blog or recent podcast episode?
Which leads us to your final action step;
Reevaluate where you are sending your potential clients.
I’m sure you’d agree that being sold too 24/7 kind of sucks.
So how do you think your clients would feel if they were on the receiving end of that?
Lead your potential clients to the content that you give your heart and soul to.
That’s a far more useful conversion strategy then simplying directing potential clients to your sales page over… and over… and over again.
FAQ
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Mindset is a MASSIVE part of sales, which is why we are going to be covering this on Day 1 of Selling Soulfully. I’ll even have my long-term mentor and powerhouse NEON support coach, Frankie Simmons, join us to tak you through an energetic practice that will set the stage for fast and aligned integration of my 4-Step Sales System.
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If you are still looking for deeper guidance in refinding your sales process then join us at Selling Soulfully because when you do, and if you join all 3 days live with me, you’ll go into the draw to win: 1. Professionally designed Instagram templates to elevate your brand. 2. A private call with me to review and refine your sales process. 3.A private call with my long-time mentor to support you to create the energetic foundations you need for a successful sales process. Everything you need to really set you up for success!
Constantly Converting By Design
Want your business to convert consistently and predictably? (While your mind and body feel fully grounded and deeply regulated because you’re finally being guided by your unique Human Design Energy Type).
Constantly Converting By Design is open for enrolment!
Over 12 weeks, you'll learn how to create, position and SELL your offers consistently and in a way that leverages your uniqueness and strengths.
P.S. One of the things I teach inside Constantly Converting By Design is my whole content system which can be executed according to your Human Design and implemented in a way where you can easily repurpose content and leverage things more and more over time.
APPLY FOR NEON
If you’re desiring more intimate support from me and my team, right now, we’re accepting applications for NEON, where we can work closely to help you scale your business in alignment with your Human Design so you can create a profitable business that loves you back 🤌🏽
Get your application in asap, and you’ll gain immediate access to our coaching calls inside Slack, PLUS you’ll score an action-oriented onboarding call with me to plan out the details for your next successful quarter 🧠💸 (until the 19th of September)
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I’m Jazze Jervis
Jazze Jervis is a business coach supporting high achieving service providers to increase their visibility, scale their brands and increase profits with *personalised* strategies, human design and astrology so they can experience “richness” without the sacrifice.
