1 00:00:00,040 --> 00:00:01,960 I hear this a lot. I don't want to feel sales y or I 2 00:00:01,960 --> 00:00:05,839 don't want to sell in case my audience unfollows or unsubscribes. Guess what if 3 00:00:05,839 --> 00:00:08,560 they do, they were never going to buy from you anyway. And you're 4 00:00:08,599 --> 00:00:13,359 not in business just to keep providing free content forever. You're also in business 5 00:00:13,439 --> 00:00:16,679 to sell, and if you don't sell, you can't stay in business. 6 00:00:16,800 --> 00:00:21,519 Unfortunately, it doesn't work that way. Welcome to Imperfect Action. I'm Steph 7 00:00:21,519 --> 00:00:25,480 Taylor. For years, I read all the books, downloaded all the freebies, 8 00:00:25,519 --> 00:00:29,800 and did all the courses, But it wasn't until I started taking imperfect 9 00:00:29,839 --> 00:00:35,439 action that my business had its first million dollar year. Imperfect action is about 10 00:00:35,439 --> 00:00:41,640 doing things before you're ready, prioritizing consistent action over perfect action, and moving 11 00:00:41,679 --> 00:00:46,039 forward even when you're not sure you're doing it right. On this show, 12 00:00:46,119 --> 00:00:51,039 you can expect mindset advice, actionable marketing tips and strategies to build a business 13 00:00:51,119 --> 00:00:57,039 that brings you more profit, more freedom, and even more joy. Are 14 00:00:57,079 --> 00:01:00,399 you on the list to get my daily Businesses? Every day, I'll send 15 00:01:00,439 --> 00:01:03,759 you a bite sized prompt designed to help you grow your business in a more 16 00:01:03,880 --> 00:01:07,840 intentional way. Sign up at step Taylor dot co forward slash DBB or at 17 00:01:07,879 --> 00:01:14,599 the link in your show notes. Hey, welcome back to in Perfect Action. 18 00:01:14,640 --> 00:01:17,920 This is episode eight hundred and twenty eight. Today I am sharing five 19 00:01:17,959 --> 00:01:23,040 ways to create a little cash injection in your business when sales are feeling quite 20 00:01:23,120 --> 00:01:29,120 slow. Now, having the ability to generate cash injections on demand in your 21 00:01:29,159 --> 00:01:33,319 business, that means that you are much more in control of your cash flow. 22 00:01:33,400 --> 00:01:37,400 Because if you are noticing or you're planning ahead and you're tracking your cash 23 00:01:37,400 --> 00:01:40,519 flow and you're noticing that there's going to be a little dip, then it 24 00:01:40,560 --> 00:01:44,599 becomes more of a cool how can we bring in a little cash injection to 25 00:01:44,760 --> 00:01:49,200 buffer that cash flow, rather than freaking out and thinking, oh, I'm 26 00:01:49,200 --> 00:01:51,120 going to run out of money and I don't know what to do. And 27 00:01:51,159 --> 00:01:55,359 it means also that when you have slower months, those slow months become a 28 00:01:55,400 --> 00:01:59,879 little less slow because you know you can always bring in some sales if you 29 00:02:00,079 --> 00:02:02,040 need to. Now, I want to say before we jump into this episode, 30 00:02:02,079 --> 00:02:06,200 I want to say, not every offer has to be perfect before you 31 00:02:06,280 --> 00:02:09,919 sell it to your audience. Okay. One of my best now best courses 32 00:02:10,560 --> 00:02:16,520 came from a three hour workshop that I sold and then created and then taught 33 00:02:16,560 --> 00:02:22,080 live to my audience. So I hadn't created the course. I sold it 34 00:02:22,080 --> 00:02:23,879 as a three hour workshop. People bought it. I thought, great, 35 00:02:23,919 --> 00:02:28,240 they wanted let me create the slides and let me teach it live to them, 36 00:02:28,639 --> 00:02:31,159 and then only later did I re record it as a course. So 37 00:02:31,280 --> 00:02:35,759 the key with all of these ideas, when I'm talking through all of these 38 00:02:35,800 --> 00:02:39,000 ideas, I want you to think, what is my ideal client need right 39 00:02:39,039 --> 00:02:45,719 now? And how can I position a particular offer, this particular offer in 40 00:02:45,759 --> 00:02:49,919 a way that serves that need for them? What is my ideal client need 41 00:02:50,000 --> 00:02:54,719 right now? This is always changing, and one of the easiest ways to 42 00:02:54,759 --> 00:02:59,759 stay ahead of everyone else in your industry, all of your competitors, is 43 00:02:59,800 --> 00:03:02,199 to constantly be coming back to that question, what do they need right now? 44 00:03:02,240 --> 00:03:07,159 Because this will change and this is where new opportunities can come from. 45 00:03:07,840 --> 00:03:12,840 Okay, So the first opportunity for a cash injection is to create a low 46 00:03:12,879 --> 00:03:15,120 hanging fruit offer. This is what I call a low hanging fruit offer. 47 00:03:15,199 --> 00:03:22,840 It's essentially it's something that can be created and sold quite easily and quickly. 48 00:03:22,879 --> 00:03:27,879 It's not spending six months outlining and recording an online course before you sell it, 49 00:03:28,319 --> 00:03:31,080 and I teach this concept in a lot more detail inside Offer Less Sell 50 00:03:31,120 --> 00:03:37,400 More. But essentially it's something like a VIP day or a group program, 51 00:03:37,520 --> 00:03:40,879 or a mastermind or a one off service that can be really created quite quickly, 52 00:03:43,000 --> 00:03:46,800 and you can sell it without a sales page, without a launch. 53 00:03:47,319 --> 00:03:51,639 It might even just be something that you sell by talking to somebody in your 54 00:03:51,719 --> 00:03:54,599 DMS or via an email. So the easiest way to come up with an 55 00:03:54,680 --> 00:03:58,680 idea for this is to ask, what do you need help with right now? 56 00:03:59,360 --> 00:04:02,159 Like I said, you're audience and your ideal client's needs may have shifted, 57 00:04:02,400 --> 00:04:06,360 especially as the environment, the economy, it's all shifting really quickly. 58 00:04:06,479 --> 00:04:11,199 Right now, Okay, what is the core problem that you are solving? 59 00:04:11,280 --> 00:04:15,960 Pick a really specific problem that you are solving for that ideal client, and 60 00:04:15,040 --> 00:04:21,160 then you are creating a relatively easy solution to that problem. Like I said, 61 00:04:21,199 --> 00:04:24,680 you don't need a sales page, just need to find out what they 62 00:04:24,720 --> 00:04:28,439 need and then you can sell them the solution with a DM or an email, 63 00:04:28,879 --> 00:04:31,000 and then you can send them to a checkout page where you can invoice 64 00:04:31,000 --> 00:04:35,160 them to sign up. We keep it really simple and then if it becomes 65 00:04:35,199 --> 00:04:40,120 really successful and people really want it, then you can make it shiny later. 66 00:04:40,519 --> 00:04:44,000 Obviously, you're still delivering an epic experience. When somebody has signed up, 67 00:04:44,040 --> 00:04:46,720 they're still getting a great experience, but the actual sales process of it 68 00:04:46,759 --> 00:04:50,680 is a little bit leaner than what we would usually have. Okay, the 69 00:04:50,920 --> 00:04:56,639 second cash injection opportunity is to remind people how they can work with you. 70 00:04:57,439 --> 00:05:00,720 I don't think most online business owners do. I don't do enough selling. 71 00:05:00,839 --> 00:05:03,720 Honestly, I don't think we do enough selling. And I hear this a 72 00:05:03,720 --> 00:05:05,800 lot. I don't want to feel sales y or I don't want to sell 73 00:05:05,800 --> 00:05:10,480 in case my audience unfollows or unsubscribes. Guess what if they do, they 74 00:05:10,480 --> 00:05:13,879 were never going to buy from you anyway. And you're not in business just 75 00:05:13,920 --> 00:05:18,000 to keep providing free content forever. You're also in business to sell, and 76 00:05:18,040 --> 00:05:21,079 if you don't sell, you can't stay in business. Unfortunately, it doesn't 77 00:05:21,120 --> 00:05:26,160 work that way. Now, we need to actually tell people how they can 78 00:05:26,199 --> 00:05:28,639 work with us. And you might not be at the front of your audience's 79 00:05:28,680 --> 00:05:31,399 mind right when they need to work with you, So remind them, Hey, 80 00:05:31,560 --> 00:05:34,079 if you have this problem, this is how I can help you. 81 00:05:34,279 --> 00:05:40,399 If you are struggling with X, I have why solution for you. Spell 82 00:05:40,399 --> 00:05:45,079 it out for them, show them exactly how your services and your products, 83 00:05:45,079 --> 00:05:47,839 your offers are going to help them with the problems they are facing right now 84 00:05:48,240 --> 00:05:53,680 or the desires that they have right now. This might be a series of 85 00:05:53,720 --> 00:05:57,040 emails to your list selling one particular offer. It might be a couple of 86 00:05:57,120 --> 00:06:00,240 Instagram posts. It might be directly reaching out to people in your audience who 87 00:06:00,319 --> 00:06:03,480 have expressed interest in working with you in the past, or who in the 88 00:06:03,519 --> 00:06:10,439 past have told you that they have this particular problem. Number Three, relaunch 89 00:06:10,519 --> 00:06:15,720 an existing offer. Now I'm always on this podcast. I'm always talking about 90 00:06:15,800 --> 00:06:18,839 how you don't just launch something once and then forget about it. Go back 91 00:06:18,879 --> 00:06:23,240 and listen to some of my episodes in July, and I talk about the 92 00:06:23,279 --> 00:06:27,879 repeatable launch process a lot. Right. Launching is a sales process that you 93 00:06:27,879 --> 00:06:30,759 can repeat over and over and over again. Even if that first time you 94 00:06:30,839 --> 00:06:36,439 launched something was a tiny unsuccessful quote unquote, launch launch it again. You 95 00:06:36,480 --> 00:06:39,879 know. The first time I launched the podcast launch Planet was like a two 96 00:06:40,000 --> 00:06:43,839 or three thousand dollars launch, and then it became it made about seven or 97 00:06:43,839 --> 00:06:46,000 eight hundred thousand dollars actually eight hundred thousand dollars in sales in the space of 98 00:06:46,000 --> 00:06:50,319 twelve months, okay, and that was by launching it over and over again. 99 00:06:51,079 --> 00:06:56,000 So launch it again. Run some kind of limited time offer, or 100 00:06:56,360 --> 00:07:00,600 open doors and closed doors, or have a bonus that's added and then expires. 101 00:07:00,199 --> 00:07:04,319 Just because you've launched it once doesn't mean that you have exhausted all of 102 00:07:04,360 --> 00:07:08,959 the potential sales. It doesn't mean that everyone who is going to buy from 103 00:07:09,000 --> 00:07:11,399 you has already bought from you. You're going to have new people in your 104 00:07:11,399 --> 00:07:15,160 audience who don't know about this offer yet, or you are going to have 105 00:07:15,160 --> 00:07:16,399 people who are now at the point where they are ready to buy and they 106 00:07:16,439 --> 00:07:21,040 weren't previously, Okay. So launching is just a limited time sales and marketing 107 00:07:21,079 --> 00:07:25,319 campaign. So if you have a course that you created and it's sitting on 108 00:07:25,319 --> 00:07:28,160 your website and it's not selling on its own, or if you have a 109 00:07:28,240 --> 00:07:31,519 membership that is sort of steadily growing but you're not getting any good spikes of 110 00:07:31,560 --> 00:07:36,480 growth, then these are good signs that you could launch it again. Number 111 00:07:36,560 --> 00:07:42,560 four Chase up old leads. This one's pretty simple. It's the simplest way, 112 00:07:43,240 --> 00:07:46,079 and it's also the most overlooked one. Just because somebody wasn't ready to 113 00:07:46,120 --> 00:07:48,839 work with you or buy from you a couple of months ago, it doesn't 114 00:07:48,839 --> 00:07:51,920 mean that they don't ever want to work with you, and maybe they just 115 00:07:53,000 --> 00:07:56,639 needed to wait for the right time first. So reach out, Hey, 116 00:07:56,680 --> 00:08:00,319 are you still looking for help with dot dot dot? I used to looking 117 00:08:00,360 --> 00:08:03,560 for help with whatever the thing they inquired about was. Or if you have 118 00:08:03,759 --> 00:08:07,160 added a new way to work with you since you last spoke to them, 119 00:08:07,319 --> 00:08:11,600 you might say, hey, are you also looking for help with this thing? 120 00:08:13,000 --> 00:08:16,160 And then number five, re engage your old clients and customers. The 121 00:08:16,399 --> 00:08:20,399 old rule of thumb is that it costs five times more to get a new 122 00:08:20,439 --> 00:08:24,360 customer than it does to sell to an existing one, and I believe it's 123 00:08:24,360 --> 00:08:28,160 actually higher than that these days, given that we are just completely saturated with 124 00:08:28,279 --> 00:08:33,200 marketing messages all the time. So, once you have worked with a client, 125 00:08:33,399 --> 00:08:37,720 or you've guided a customer through your course or other digital product, what 126 00:08:37,759 --> 00:08:39,480 do they need from you now? What is the next problem that they are 127 00:08:39,519 --> 00:08:46,360 experiencing. My friend Beck Miller from Health with Beck, she has her three 128 00:08:46,399 --> 00:08:52,559 week body reset is her signature kind of program where you lose bit of weight 129 00:08:52,600 --> 00:08:58,120 in the three weeks, and then her next offer is her membership where they 130 00:08:58,120 --> 00:09:01,919 can maintain and start building that health, the habit and lifestyle. Because now 131 00:09:01,919 --> 00:09:03,480 that they've lost the weight, that's the first problem solved, and now the 132 00:09:03,519 --> 00:09:09,559 new problem is maintaining that. So thinking about what else can you help your 133 00:09:09,600 --> 00:09:11,360 ideal clients with. What is the next step that they can take to keep 134 00:09:11,399 --> 00:09:16,879 working with you. When somebody finishes Launch Magic, they always ask me what's 135 00:09:16,919 --> 00:09:20,159 next And if a few people are asking this, then even more of them 136 00:09:20,200 --> 00:09:24,320 are probably thinking it. So pre empt this reach out to them, tell 137 00:09:24,360 --> 00:09:28,039 them what that next step is. And this is something that we really focus 138 00:09:28,080 --> 00:09:31,559 on inside off a Less sell More as well. Right, I help you 139 00:09:31,600 --> 00:09:35,919 to intentionally design and refine your office suite so that you can make more sales, 140 00:09:35,919 --> 00:09:39,840 you can help more people, and you can get out of that all 141 00:09:39,960 --> 00:09:43,399 or nothing revenue rollercoaster. If you want to check out off the Less sell 142 00:09:43,440 --> 00:09:46,240 More, send me a DM on Instagram. I'm there at steff Taylor dot 143 00:09:46,279 --> 00:09:50,720 co. Send me olsm in one word, or you can check it out 144 00:09:50,720 --> 00:09:54,840 at Stephtaylor dot co. Slash olsm I'm also reopening doors next week to my 145 00:09:54,879 --> 00:10:00,399 membership called Conversion Campaigns, essentially, it is a month to month membership where 146 00:10:00,440 --> 00:10:05,039 each month you will get a plug and play campaign to generate a cash injection 147 00:10:05,200 --> 00:10:07,879 in your business on demand. So it's fill in the blanks templates so you 148 00:10:07,919 --> 00:10:16,159 can implement each cash injection campaign or each conversion campaign as easily as you know. 149 00:10:16,200 --> 00:10:18,919 Do this, then do that, then fill in the blanks and send 150 00:10:18,919 --> 00:10:22,240 that to your email list or post that on Instagram or wherever your audience is. 151 00:10:22,600 --> 00:10:26,480 So, for example, in our first month, the conversion campaign was 152 00:10:26,519 --> 00:10:31,120 to test a new offer in a one off container, so essentially creating a 153 00:10:31,159 --> 00:10:35,720 limited time offer as a great way to experiment with new ideas and to uncover 154 00:10:35,799 --> 00:10:39,559 what else your audience might want or need from you. So if you want 155 00:10:39,600 --> 00:10:43,120 to check it out, you can jump on the waitlist dm me CC just 156 00:10:43,120 --> 00:10:46,360 the two letters CEC and I will pop your two WEIGHTLST for windoors reopen. 157 00:10:46,559 --> 00:10:48,399 That is it for today's episode. If you're not already subscribed to the show, 158 00:10:48,720 --> 00:10:52,279 hit the little plus button an Apple Podcasts or follow in Spotify and you'll 159 00:10:52,320 --> 00:10:56,720 just get each new episode straight to your podcast app. Every Monday, Wednesday 160 00:10:56,799 --> 00:11:00,000 and Friday. Thank you so much for listening. Catch next time.