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So you want to scale your business? Congrats – that means one of a few things has happened – 

  1. You’ve had some success and you’re ready for more of that 
  2. You’ve reached the top of the income potential for the amount of time you want to spend
  3. You’ve identified an opportunity to serve more people than you can feasibly do with the way your business is set up currently

Scaling opens up your business to so many amazing opportunities. More income, more freedom, helping more people and realizing some long desired dreams.

But if you want to scale the RIGHT way… you've got to ask yourself some very important questions…

Want to talk to an expert about how you might be able to scale? Yeah… we can help you with that. Click below to book a call with us to talk about what's going on in your business (and how we can help.)

book a call button - click here to schedule a call

Our transcript hasn't been proofed, so there will probably be some errors. Sorry about that!

Alyson Lex 0:00
On today's episode, we're answering the question, are you ready to scale your business? If you said yes, we've got five questions we want to ask. The big question is this as entrepreneurs, coaches and business owners, how do we consistently sell our products, programs and services without making our customers feel like we're only in it for the almighty dollar? How do we serve the way we know we're meant to serve and still run a profitable business? How do we put good into the world while we put dollars into our pockets? How do we change the lives of our community, while also bettering the life we lead? It's

Jennie Wright 0:37
not a zero sum game. It's not an either or scenario, it is possible to thrive while serving your clients to the best of your ability. This podcast will show you how. I'm Jennie Wright.

Alyson Lex 0:49
I'm Alyson Lex,

Jennie Wright 0:51
and welcome to the System to THRIVE. So you want to scale your business? Congratulations. That means one of a few things has taken place. Or maybe you're still in the process of this. But let's talk about a little bit more. Number one, you may have had some success. And you're ready for more of that, can we say yes, please?

Alyson Lex 1:13
Yes, please.

Jennie Wright 1:16
You've reached the top of your potential, like your income potential for the amount of time that you want to spend, right. So there's always that formula of dollars for hours, right? Maybe you've hit that point where it's enough hours in the day, and you've hit the top scale of how many hours you can put in. And now you're ready to elevate that. Or you've identified an opportunity to serve more people in your niche, then you can feasibly do with the way your business is currently set up. And Allison, I totally get all three of these scenarios.

Alyson Lex 1:48
They're not mutually exclusive, either, it is possible to be experiencing all three of those at the same time. And if that's the case, then chances are you're really, really ready to start scaling. But before we talk about being ready to scale, I get a lot of questions about what quote unquote scaling is, people sometimes get really confused, like I hear all this stuff about time to scale or think about scaling. What is it in its simplest form is scaling is when you go from selling one to one, like individual copywriting or funnel Bell clients, Jenny and I, one on one coaching sessions, things like that, to selling one to many. So this could be courses, products, programs, group coaching, paid speaking workshops, events, right, you see how it works, you create it one time and deliver it to multiple people at once. Or you sell it over and over again. But you're still just creating it one time.

Jennie Wright 2:45
Yeah, and that's, you know, that's what scale really is about. And before you start scaling, there's a few really important things you need to keep in mind. Hence, five questions. So the first one is, what do I want in my business? And you really need to ask yourself this question early on in the process of thinking about scaling, right, Austin, like,

Alyson Lex 3:05
super early, like this needs to? There's a reason it's question number one.

Jennie Wright 3:09
Exactly. Okay, so a lot of times we get started on our eyes, because we see the income potential, we've heard somebody online say, all you have to do is grow thousands cringing, all you have to do is you know, grow your list of this and then make an offer to this. And then this many people will say yes, and you know, it cost this much. And then you'll make $500,000. Insert ireal here,

Alyson Lex 3:36
literally. And I've gotten those stars in my eyes, too. We all have. I mean, I've seen the thing that's like, Oh, you sell one or $100 product to x people to make a million dollars, you sell this to this to make a million. And I've gotten that feeling in my eyes. In my eye, I get excited. And I think about all the possibilities. But it's a full business model change if you're currently doing one to one, especially as a service provider or a coach, where you have one on one, services or sales. It's a totally different business guys. Right? A lot of times when you scale, you don't have the interaction with customers or clients in that one on one situation as often, if at all. And that's what you've grown your business on. And this can either be a good or a bad thing. Sometimes if you really hate those customer interactions is perfect for you. But it depends on what gets your motor running with your business. I love working with my clients. I love diving into their business, getting to see the back end, getting excited with them during the launch. And so if I was to change my business model 100% to a scaled model, I would miss that. Could I replace it with something different? That would still get me excited and allow me to be involved? Sure, probably but I don't know what that is all the time.

Jennie Wright 5:02
So even though I've tried to show her, it's all good. Yeah, it's all good. Eventually, we're gonna get Allison on the course model,

Alyson Lex 5:10
eventually I'm working on it, your day to day is also going to look very different, your focus is going to be on new things. And if that's not something that you're okay with, or ready for, that is something to consider, think about, what do I need to do to be okay, or ready for this? Is it some personal development that I need to do some education, some mindset work, what do I need to do? And another thing is, cuz depending on how you go about selling that scalable stuff, you may not see the income that you're used to right away, which means you could split your time between your one on one and your, your scalable model. And it's split at the beginning, which is normal. A lot of people do that, especially when they begin to swap over their business model. But it's very, very stressful. And there are a couple of things to consider with that, that we'll talk about a little bit later in this episode. But I want you to consider what you want your day to day to look like in a perfect world, what would you do every day in your business? What gets you excited about your business as it is now? And how can you potentially move that forward into a new business model? And will you still be able to do the stuff you love about your business? Now? If you begin to scale, it's really important to consider those things.

Jennie Wright 6:35
Absolutely. And that was something that you and I, and also my partner, we've had eons and eons of conversations and oodles of conversations about this. Because when I was trying to be when I was trying to not be a VA anymore. Mm, do you remember that I do. And I didn't want to be in the weeds. And I didn't want to do the VA work anymore. And I want to transition over to more of a coaching role. But I didn't know how because I didn't like the word coach. At the time, it was really driving me nuts. And moving that over and building an online course and all those different things. That transition is really challenging. And it's for a period of time, you're straddling two different jobs, two different modality roles, yeah, two different worlds. And it's incredibly challenging, and it can be incredibly stressful. But the payoff, if that's what you want, the payoff is fantastic,

Alyson Lex 7:21
of course.

Jennie Wright 7:22
So that's something that you got to look at. And it leads me into the next point, which is question number two, do you have the systems in place to make this happen? So when you're one to one, as Allison said, instead of one to many, it's really easy to do this with very low amounts of technology in place, right, you need a PayPal link to take payments, you need maybe a free calendly software to set up calls, you use zoom to do your coaching, if you're doing coaching, if your service provider, you're using the type of the tools that use for your service provider, but you don't really need to have a ton of other things. As soon as you decide to scale, things like systems and processes become essential. And this is not to scare you off of this process. It's just to say, wrap your head around it Get ready. And as I like to say buckle up, you know, with the other words that are put in there, but buckle up. And let's do this, like you can totally do it, I did it. It's a bit freaky at first, it's like moving from driving a Toyota Prius into a little bit of like a BMW at times. And then you got to change back into your Toyota Prius, because again, you're straddling those two worlds. And it's kind of crazy, and I'm only saying the two different cars is like speed wise, right? Like, you know, a little bit of one's got a little bit more horsepower, and a little bit more oomph and a little bit more features to it. And you've kind of kind of figured that out. So let's talk about that. You know, if you want to scale, these systems have to be in place, or if you don't, you're going to struggle really, really hard. Automation equals scalability. Okay, automation equals scalability. And without automation, you're going to have lots and lots of issues. So don't think that you can sort of put a bandaid on it, and do things without a ton of automation, and be able to, you know, to make it happen.

Alyson Lex 9:21
Now, when we I just want to clarify when we say automation, we don't mean removing yourself from the business entirely. That's not what we're about. These are the things that we're going to talk about, and we're going to kind of quick fire them at you. I think we're talking about tools to help you be in more places at one time, essentially, yes. So you're not doing everything manually, like Jenny said, all you need when you have a one on one business, frankly, is a Gmail account, the tools of your trade, and a way to take payment and a way to take payment. I mean, everything else can be done manually. So absolutely. Yeah. So we're gonna we're gonna helping you to make your business a robot?

Jennie Wright 10:02
No, we totally don't want to do that. And as soon as you remove yourself and that we're saying this is a caveat, because as soon as you remove yourself totally from your business, you're going to see other problems pop up.

Alyson Lex 10:11

Jennie Wright 10:12
So you still need to be in there, you can't be robotic, it still has to be high touch. And you can do that with things that we're going to talk about, like list building and lead generation, right. So this is first and foremost, if you want to scale, you're going to need to automate or continue to create ways to attract new clients, and to grow your email list. Right, so you're going to need to create lead attractions and conversion machines. Those are things like lead magnets, and webinars and five day challenges and auto, you know, auto running webinars as well. Things that people can download on demand. Okay, so that they enter their name and email and they immediately get it. And additionally, you want to look at different things like these, you know, webinars that you set a certain time and date, especially in the early days to help grow that list. Right? You're never going to get away from live you guys. Not 100% unless you know, even the big guys never get away fully from the live like I know Tony Robbins still does live summits and live webinars. And you know, Dean grazioso, he does the same thing. And Russell Brunson, they all do live launches, and live components, but they have a lot of systemization in the background.

Alyson Lex 11:22
Okay. Exactly. And that's what we're talking about the systems in the background that allow them to do those live things. Yes. And do them really, really well.

Jennie Wright 11:31
Heck, yes. You know, let's talk about email automations and sequences. Now, I'm not gonna lie, I am not the queen of this, I have learned it. Allison is like, you know, Allison actually got me into automation, which is funny enough, right? She's like, you kind of try this out. Anyways, people really under the value of email automation, because they worry it might come across as robotic. And this is where we have to say, you can still totally be yourself and high touch while still using a series of emails to connect people. So I recommend Allison recommends that as soon as somebody gets into your ecosystem, and your ecosystem is any way they come into the different areas that can be around you your email, list, your social media, you know, your Facebook group, those different kinds of things. Those are your ecosystem. And any way they come in, we want to make sure that there's some way that they're getting greeted, and some way that they're getting indoctrinated into who you are and what you do. Right. You want to be you want them to become a buyer eventually, you know, and you can make this personal I signed up, Allison and I both signed up for a webinar last week. And it was through founder magazine. I love founder magazine. And I mean, by the way, hashtag kristoffersen.

Alyson Lex 12:46
Was that a hint? Or was that only veiled hint, totally not thinly veiled.

Jennie Wright 12:51
I love founder magazine, they run really cool courses, they run really, you know, they have really great magazine. And they do really cool webinars, okay. And they don't they don't hide anything. It's webinar seller course, what webinars Hello course. And their landing pages are awesome, and all these wonderful things. But if soon as you register for the webinar, you get these emails. And it'll be like, Hi, this is so and so from founder magazine. I'm really glad you're here. Here's the three things you need to do to get the best experience out of this. And it's like super personal, you know, and here's, here's what I like. It even says like, here's something that I found that was super helpful, and you might like it too. You know, it doesn't have to be robotic. And that's the good thing. You really still need to make sure that you nurture anybody who comes into your ecosystem, your customers, your new clients, your new leads. It's important that even after the sale, actually, it's an Allison will say this too. It's actually even more important sometimes. After the sale. Always more important. Yeah, okay. Okay. So she says always I Yeah, I agree with you. I was trying to straddle that. If you don't nurture people after they buy from you, it's like, Hey, you bought my $27 thing. Thanks. Have a nice day. Then you're missing opportunities.

Alyson Lex 14:04
Yeah. And I can feel used and disenchanted. The easiest customer to sell to somebody who's already bought from you. Right? Literally, they're the easiest ones. There's a reason like when you're on a Carnival Cruise, that they try to get you to book a cruise on the cruise. Yeah. Well, no cruise but they do. They. That's pretty much you get to the cruise. And you have like that first night and then starting on day two, they're kind of starting to hit you with book a cruise book, a cruise book, a cruise book a cruise, because they know you're the easiest person to sell. When you go to an event. What are they trying to sell you at the event? The next day gets to next year's event? Heck yeah. Easiest customer to sell to is the one who's already buying from

Jennie Wright 14:45
you. Absolutely, because they've already shown that interest. Exactly.

Alyson Lex 14:49
And if you make them feel used and abused and ignored after they buy, they're not going to want anything to do with you. And this goes for this is the same for the people who sign up for your list. I don't want to harp on this too much. But they sign up for your list, you're like, Okay, here's your thing, and then you ignore them. That's not a way to create engagement. And this is a really good way to use automation to push to the live stuff that you do. Get them in your Facebook group, get them to follow you on Instagram, get them to join you where you are interacting so you can begin to build that relationship. That part can be automated, the relationship is live. I'll stop harping. I want to talk about buying online, the sales page, the sales cart, the credit card, processing, all of that stuff, because that can be really overwhelming. If it's new for you. I had to figure out authorized dotnet on my own.

Jennie Wright 15:46
Oh my gosh, 13. Oh, my gosh. And that was a process authorized dotnet was no

Alyson Lex 15:51
joke. Nope. And I figured it out on my own. Luckily, there are tools that are much easier these days. You have things like stripe, you have shopping cart funnel builders, like Click Funnels that we love. Yeah, thrive carts, there's all sorts of carts thrive carts, Sam cart, 3d cart, there's like 80,000 of them. kartra, I think Infusionsoft or keep ontraport. They all offer shopping cart options. But it's really important to know and test out a few. So you have your favorite one ready. Before you try to scale. It's, you're not necessarily going to need the Super Mega version right now. But you are going to need one that's going to work at the next level. So one thing Jenny likes to say is, look at where you are, go one level up and buy there. That way, you're not rushing to try and switch in the middle of some success. We always want to say, this could take some time, but we're going to plan for success, we're going to set ourselves up the right way. So that when we are going we don't just shoot ourselves in the foot with our momentum. Mm hmm. And have a huge tech snafu or a huge automation problem when we get there. So just go one level up. Right now, if you're running on nothing, you know, maybe consider a Click Funnels type of thing. If you're already running and maximizing Click Funnels to the biggest of its ability, maybe consider what something else can do for you. If you're looking to move in a different direction, look at something like Shopify, I could sit here and throw 85,000 Shopping Cart options at you. Mm hmm. In the space of two minutes. But

Jennie Wright 17:37
it also depends on what your niche is as well, right? Like, what's your need?

Alyson Lex 17:41
What are you selling?

Jennie Wright 17:42
Yeah. And it also has to go on your experience, like I know, for what I do that I prefer not to use. Personally, I prefer not to use PayPal in a lot of ways. Mm hmm. And that's been my experience because of just past experiences with them a lot. And we'll have that. Yeah. And they have tendencies of like locking your account down. And like when you first open up an account and you get a large payment, they're like we're gonna lock down your money and good luck getting it. You're like, what?

Alyson Lex 18:07
They did it twice in a row. Two payments in a row? Yeah. For the same person. So yeah, contract.

Jennie Wright 18:13
Yeah. And I've had I've had issues with, I've had issues with like PayPal as an example for chargebacks. And I've had, you know, I've had issues with other cards, but suffice it to say, like you just, you know, follow the advice of trying a few Oh, do you own do your own research, if you're if you're, the best thing you can do is go to a broker. And this is for anything that we talked about, go to a browser, a new browser tab, and type in whatever it is like shopping cart, online shopping cart reviews, plus the year, okay, or email marketing, review, email marketing system reviews, and plus the year, if you type that in, you're going to get the most recent article, or the most recent blog post, or the most recent whatever or comparison article on the different types, okay, because the people write them every single year, twice a year, three times a year, so you'll see them, you don't want an article from four years ago, right? You want an article, it's like in the past couple of months, that talks about the benefits and the drawbacks of every different one, and then you want to go check them out.

Alyson Lex 19:17
Now, the one thing I will say with that caveat is to just be aware of the blog post that seems to be a single post about a single product that is overly complimentary, yes, yes, that's an affiliate post and they're doing that to get affiliate commission. And so you really want you want those ones that compare. And a caveat I want to bring in here is to avoid those blog posts that are just one post about one particular product that's overly complimentary, because a lot of times those are designed to just be affiliate marketing posts. What you're really looking for are posts that compare Like Jenny said, multiple products in one post, and hopefully from a more reputable source, they may still have affiliate links. But it's not going to be a totally skewed point of view. Just want to bring that caveat in there, which is perfect.

Jennie Wright 20:15
All right. So And that brings me into my next point, which I think is very useful. And people don't think about this, and this is scheduling an organization. thing that happens really fast when you scale is you have to start having the holy bleep moments of my calendars getting

Alyson Lex 20:31
out of control.

Jennie Wright 20:33
And my to do list is beyond what I can do, right, it's getting way too long. So if you're like Alison and I who love our notebooks, okay, we write in our notebooks, and we make to do lists. And we love these puppies, we love them. But that is not a scalable thing. scalable is using a CRM, or scalable is using something like that's going to help you with your task management, like Asana, or teamwork, or, you know, slack or whatever it is that you want to use, start checking those out as well. They're not expensive, you can use free ones. I mean, I've used Asana many times, I just don't happen to be like, there's Trello as well. So I can't use Trello Trello does not compute for my brain the way Trello is set up. I know people love it, please, no hate mail on the Trello stuff.

Alyson Lex 21:21
I mean,

Jennie Wright 21:22
I love you for loving it other people, but it ain't for me, okay, I can't get my brain wrapped around the Trello boards. It's not organized in a way that works for me. Asana works better for my brain. I like seeing lists and the lists kind of girl. And I like the way that it's laid out. Now I still have you know, I struggle with my own thing, which is consistency of actually using the product. Yeah, too, because I'd much rather get out my beautiful, you know, my beautiful pen, my Bic Atlantis, exact fine point pen, and my beautiful notebook. And I'd rather write in there, let's just be honest. But I also know that to scale and in the times that I have, you know, worked on my scaling, I have to use a better product. So you absolutely need to make sure that you're using something that works for you try Trello. Try Asana try, you know, teamwork, or whatever they're called, try the different ones. They'll have like free trials. And Asana is free, so strongly. So Strela,

Alyson Lex 22:17
right, you don't have to have the mack daddy

Jennie Wright 22:19
of paid products in this, you know, phase, you can use some of the free stuff, see what works for you. And then expand on that.

Alyson Lex 22:28
The key there is to get it out of your head.

Jennie Wright 22:30
Yes. Oh my gosh, because if it's in your head, let's be honest, you're going to do the one o'clock in the morning staring at the ceiling. And it's going to be like your brain is fried. It's going to be all the circuits are just going to start going like, Oh my gosh, did I check the cart? Did I verify this? You know, did I send out my customer support email? Did I hook up my email to this? Did so and so do this did this and you're like, Oh my gosh, I don't know. And you're freaking out and you can't sleep? Get it out of your head. Download it. I get into the habit. And Allison does this too. And I don't know what time of day you do this, but I know you do it. I tend to read my list at night before I go to sleep. Like before I close out of the office for the night. Because it gets it out of my head and I can sleep

Alyson Lex 23:12
in the day. Yep. And then review it and prioritize each evening.

Jennie Wright 23:19
Smart. Very, very smart. And that also, that also leads into scheduling. Right? So your people, you know, your people, your potential clients need a way to work with you potentially, if you're offering that service. And where you might have been sending emails back and forth going, Hey, are you available Tuesday at four or Wednesday to or Friday at one that's going to get really challenging if you're to scale and you're running group coaching programs with an additional call or you know, you're offering 15 minute consults and things like that. So you need to have a calendar, or scheduling software that's going to help you and some of them are really really different. You know, I just I had v Sita. Since I think 2014. And I just cancelled it. Yeah. And it's not because I don't like the product. But I was spending Gosh, well over $200 a year on V Sita and I wasn't using all the functionality and there was stuff in there that just wasn't working for me. It worked for me back in the day. But it doesn't work for me now. So I've switched over at the moment, I've switched over to calendly which is working fine. But you know, you know, I know Allison you use timetrade

Alyson Lex 24:27
Yes, so I use timetrade for my copy business. And that's awesome for me because it's exactly what I need. I need one calendar, one email address, a couple different types of events. For the for the podcast here in the scheduling that we do we use calendly because it can pop into a couple different calendars. They have team options and things like that when you get into their paid tiers. So check their again, blog posts, there are a ton of them on which one to use. You can also check the Facebook groups because everybody wants to know what kind of scheduler software they should use. Even if you're not at the point of scaling, I would say to get one, it just makes your life easier. I use, I use my time tradelink all the time, like here, just book a call, book a call, book a call. Alright. The other thing that you need is to make sure that your customers have a way to get in touch with you or someone on your team, if they have an issue, this is going to be really important thing if they need to be able to get help in a timely manner, or you need a way for them to find answers, you can not be the bottleneck here. If there's one place for you not to be the bottleneck, it's with support. If you drop the ball here, you can get those disgruntled customers who they're going to want refunds, they're going to shout from the rooftops that they've had a bad experience, it's going to leave a bad taste in their mouth. You want to make sure you take care of your customers like gold support, a support process, some kind of support automation, an FAQ section, a knowledge base, whatever you put together needs to be enough for them to get the answers they want, when they want them. Okay, but it's not just automation that you need. We talked a lot about automation, but you also have to have a system in place for getting things done. How are you going to publish content? How will you get new sales pages and products out? How will you launch when your cart opens? How are you going to do XYZ? If you want to scale successfully, then you've got to have a system for everything. Okay, now I want to take a second and just let you know that Jenny and I are available to help you figure out what you need to do. We call it our thrive call. And you can go ahead and pick up one of those.

Jennie Wright 26:49
Find Just go to System to and then click on the work with us tab.

Alyson Lex 26:54
Well, that may take too much darn sense. Yes, go to System to, click on the work with us tab, you can go ahead and schedule a thrive call Jenny and I will help walk you through exactly what needs to happen, not just on the automation side will recommend some things for you. But when it comes time to actually getting things out there creating that product. So 60 minute call recorded comes with a whole bunch of goodies, check it out online. And question three, it actually kind of leads into it is what help do I need

Jennie Wright 27:23
exactly hundred percent. And this is what we're going to need you to consider whether or not you need to add some team members into your business. Now your team doesn't have to be a full time employee. It doesn't have to be three full time employees, it can be a bunch of people that work a couple hours here and there. You can have some, you know, a va, you could have some marketing help social media, you could have a graphic designer, you could have somebody like Alyson who writes copy when you need a sales page, right? So you can have tons of freelancers that come in and out when you need them. But you do need to look at this as you're growing. And you need to look at some some key first members of your business when you're doing that. And that might be a VA. And then additionally, you might need some marketing help. I know that I hear this a lot from people in our level in our space, is that they wish that they had gone sort of like an organizer and implementer a, you know, a business manager earlier in the process. That can be pricey. But it also takes away a lot of headaches to have somebody who's actually going to like manage the projects and stuff like that. So just be aware. But definitely look at getting a VA or somebody who can you know, maybe even an in person assistant, if you have that ability to try and do that, try and get the things off your plate that are taking the most time and keeping you away from as they say, your zone of genius. And that's, you know, you need to be focusing on the thing that you should be creating, and not necessarily on the thing that's taking you five hours when they could take one other person 45 minutes, let's just be honest,

Alyson Lex 28:56
I forget where I saw it. But I saw a really good kind of guide for when you should hire someone. You don't know how to do it. You don't want to do it. And you shouldn't be doing it. Alright, I love fussing in Canva I love it. I can zone out and Jenny shaking her head at me. I can zone out in Canva for hours and I absolutely should not be doing it. No one not that great. I'm okay I can do some things but I'm not great. And to a copywriter. My value my high value is in the copy that I write not Canva design. So I should not be doing it. Yep. And I kind of don't know how but I want to two out of three does not know. I know outsource. Yep in off my plate. So think of it in those terms when it comes to getting help. Do you know how Do you want to? And should you?

Jennie Wright 30:02
Yep. And should you should be a really big, big one in there?

Alyson Lex 30:05
Yeah. That's the that's like the biggest deciding factor right there. Totally.

Jennie Wright 30:09
So question four is, how can I find? How can I easily find more customers and clients?

Alyson Lex 30:16
Okay, this is a big question for scale. It is a huge question for scale. Okay, because you want to make sure that you know who your customer is, your customer, for one on one is likely not the same customer for your products or courses or scale stuff, as well. I'm going to call it scale stuff. Okay? Do you have an audience built up of these potential scale stuff customers, so that when you launch, you're ready to launch to a more successful result? Okay, where is your current traffic coming from? Is it referrals, random posts on social when you book a call? Is that going to cut it when it's time to sell products or programs? Probably not. So this is really where we look at being intentional with our plans, beginning to build up an audience beginning to put out the right kind of content, beginning to get in the right places at the right time in front of the right people, before you have something to launch this is key. So key, if you launch something brand new to an audience, you've never spoken to before with a product that's never existed before, it's going to be difficult. And so can you find those customers? Also consider how easy it is to find those customers, if they're living in a grass hut on an island in the middle of an ocean? We haven't discovered yet. And those are your only customers. Not a great thing to do. Just as a heads up. Don't do that. Okay. And that's an exaggeration, of course. But if they're not hanging out in groups, online, easily finable. Or, you know what I look, I'm old school, if you can't send them a letter, easily, if you can't get a list of them to mail something to them, if you can't advertise to them on a social media platform, or you don't know how to begin to do the research now so that you can when it's time. That's

Jennie Wright 32:20
when that makes so much sense. It's no, it's the if you're going to stand on a soapbox, that's a pretty good one to stand on. And I completely blew it because we've seen it, you know, and we've had to turn we've had to turn clients away. Yeah, who have come to us and been like, I want to do this. But I also don't have the audience yet. And we're like, we want to work with you. But we need you to do the work to build the audience. And then we're going to be the most useful people to you. That's fine. So the next question I want to ask you is, how much are you willing to invest? This is a question number five, the last question, and it's number five for a reason. Because everything that we've said, from number one, to two to three to four to five is all well to 123. And four is all about the scalability and then five is how much you willing to invest. Now investment isn't necessarily just the money. investment is time. It's the mindset. It's the you know, it's effort, effort. It's all those things. It's your family. Okay, so your family has, you know, Allison, and I take time away from our families to do what we do. And there's also some hard stops, there's some real, there's some, there's some real lines in the sand that we won't cross when it comes to how much are we willing to invest not only monetarily, but also in time investment? Because our families are important to us.

Alyson Lex 33:38
Right? That's where question one comes in? Yeah, what do you want your day to day to look like? Exactly, I take my kid to karate, every week. Mm hmm. hard stop, hard stop.

Jennie Wright 33:49
And we totally know that right? scaling is going to take investment, and again, investment of time, money, effort, mindset, all those things. And in many cases, it's going to be a bit of all of those pieces of the pie. Do you have a budget that you're willing to invest in these things? If not, then consider what your timeline will be to be successful. Right. So there's, you know, you can do things on a shoestring and absolutely, can you get success? Yes. But there's also going to be those other projects where it's going to be like I need to invest in graphic design and a sales page and copywriting and the funnel being built out before I even see $1 and that yes, it's a risky guys, but it's a risk you have to be willing to take in some instances to get the return on investment. You know, if you work with somebody, if you work with a copywriter, like let's just say it's Allison and I hire Allison and I and Alison and I working together we know that we create sales pages that convert someone arranger book 44%. Okay, Allison writes amazing coffee with specific rage China, but I Well, you know, let's let's talk about industry standard industry standard is what?

Unknown Speaker 34:53
For conversion.

Alyson Lex 34:54
And so it depends on industry, but I mean, you see 10 to 20%. You're happy

Jennie Wright 35:00
Yeah, absolutely. And what we see is a bit higher, okay. And it's a bit of a higher range, it could be 30%, we've had 44%, we've had 50%, we've had even higher, but I chose 44. Because it's kind of like a median range. And you hire somebody like us, there's an investment in doing that. But the return on that, you know, we had a client who spent several, like a good chunk of money with us to get a sales page done, and to get copied on for it. And that person saw a really good return on investment, they actually did a webinar to sell their course. And Allison actually wrote the webinar content, I did the webinar implementation, and made the funnel. And that person was able to sell a beta course, and made up her entire investment without an AI in one day,

Alyson Lex 35:47
one day,

Jennie Wright 35:49
and she had two other webinars planned. Those were all gravy, all the money she made on those webinars was gravy. Yep. So there's no, but that initial investment can feel a little bit crazy. So you need to look at what you're willing to spend what you can spend, have the conversations with those people who are pertinent to that information, and need to be part of that decision. Okay, just, you know, caveat there. But do you have a budget and all these kinds of things? So, I want to wrap this up by saying that all of these questions are the questions you need to ask yourself, when you're getting ready to scale. And it's not just the first time you're going to scale, you're going to ask it all the time, when you're not like the next thing. And the next thing, just to be checking in with yourself and your business. And making sure that you're doing the right things at the right time. So that you are able to scale because that's what Allison and I would love for you. So if that all make sense. We hope this has been a helpful episode for you. Don't forget to go and get a call with Alison and I we're here to help, we'd love to actually help you. So head on over to System to forward slash, I think it's work with us, but I just go to System to and click on the work with us tab. And also you can go and check out the show notes for this particular podcast System to Ford slash 17, the numeral 17. We'll also have a link to that call that you can book there, so we can help you in the best way that we know how. Thanks so much for listening. We will be back with another big question next time. Thanks again for watching or listening to this podcast. We hope we've answered some of your big questions today. Be sure to subscribe to the podcast anywhere you're listening and leave us a review.

Alyson Lex 37:31
Also, make sure you've checked out the thrive collaborative podcast community, our Facebook group for listeners and entrepreneurs find us on Facebook or online at System to



Episode 164 – Real Talk About Numbers, Scale, and What It’s REALLY Like To Grow a Business with Tara Newman

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