707. Ask Jacq: How to Bridge Revenue Gaps and Sell More—Even in Your Off Season | Q&A

Hi, I'm Jacqueline Snyder and this is.

The Product Boss podcast.

I've helped launch and grow thousands of product based businesses, even one of my own. And over the last 20 years, I've seen behind the scenes of businesses just like yours. Whether they are makers, manufacturers, artists, or food and beverage businesses. I have spent so many hours studying it all. I've discovered what makes them successful, what mistakes they could have avoided, how did they turn their ideas into successful business, and what are the strategies that they have used to make more sales and be discovered by more customers. And this is what this show is all about.

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Looking to become a million dollar product.

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Q and A coaching session.

So this is where I share quick fire answers to real questions from inside of my programs. And they're fast, they're focused, and they're filled with practical strategies that you can use today. So if you're ready to dive in, let's dive in and let's go.

Hi. My question is, how do I calculate my revenue gap if six months out of the year is my downtime and I rely on my Shopify sales and then the other six months are my in person markets where I really do decent sales.

Great in person. Are we doing spring, summer or is.

It holiday for me? I live in the mid Atlantic, so it's spring and then I call it kind of fall holiday.

Okay. Before they shut it all down. I live in LA now. I used to live on the East coast for 10 years, I was always, like, so surprised that I was like, you can't be outside all the time.

Right.

Okay. So my goal for all of you is that you're able to. We call it 1x in your slow season and 3x in your busy season. So what that means is you can make enough month to month to keep the lights on, pay the bills. You know, if you're like, on average, I need to make three thousand, five thousand, thirty thousand, a hundred thousand dollars a month. How do we do that? Month to month to month? And that would be your slower season. Your busy seasons is really where the profit is made. So in that other six months of the year, that's where likely. If I normally make 10,000amonth, I'm going to make $30,000 a month in these months. If I normally make a thousand dollars a month, I'm gonna make 3,000amonth in these months. So what you're gonna end up learning over this week together is one, the season you're in right now is probably still your slow season.

No, I just finished my spring markets last weekend.

Okay.

I call this kind of my maintenance period. Doing things with you. And.

Yeah.

Such. And then it'll start again. My markets will start up September through Christmas.

Perfect. The other key differentiator for all of you, which is why I'm doing this in the summer and I normally don't do this in the summer, is we work on our business or in our business. So when you're months like Caprice right now, which the J months, January, June and July are technically slow months for product people. January, because everyone's spent in December. The ones that do well in January are activewear supplements. Think everything that has to do with the New Year's resolution does well in January. Why do you think we have Valentine's Day? It's not because on February 14, we actually need gifts. It's to start people buying expensive things again to kick us back into sales. So that's by February 14th. So J months are slow. June, July again, if we look at Amazon, Amazon did Prime Day pre pandemic when everything went crazy. Bill. But Prime Day or Christmas in July was literally to get people to buy again in July. So what you're going to probably be doing right now is exactly what you said. You're working on your business versus in your business. So right now, you're going to be working on the things that are going to set you up to double or triple your revenue. I've seen people 10x their revenue going into your busy season, which the majority of us, unless you have like back to school stuff or, or like you're very specifically like other season oriented, most of us are going to start to sell the heck out of our stuff starting, you know, September, October, November. So what you're doing here right now is. Right. And you're going to get to choose as the business owner what you're going to focus on that needs a tune up. So maybe it's looking at your what does better in the fall for you, Shopify or in person?

In person.

Okay, so what I'm going to want you to work on, and we're going to talk about this tomorrow, is raising your average order value. So same if we still only got 30 people came by your booth. And normally we're like, on average, I get 30 people to come by and on average they buy 30 bucks. We're going to work on getting those people to buy $50, $65, $70. So you don't actually need a single new customer, like more than what you do. If we can raise their average order value and get them to buy more, and that already is going to double, triple, quadruple your revenue and then we squirrel some away. Right. We've got savings for our slow months and then we actively work in our business and busy times and on our business in the slower time. So you're on the right track.

But do I need to have this calculation in my head? Or maybe it's why should I average it out or average out my slow time?

I don't want you to delay gratification. Like, I don't want you to delay what's going to happen for you. So right now, well, what's the number? Do you want to share the number that like you'd like to make in June or July?

Oh, I would love to.

You know, like the revenue gap. So if you're making $1,000, you make 2,000, 5,000, 6,000. What would you like to do?

I'm a realist, so I put that into it too. But you know, maybe 2,000amonth during these slower months.

Okay, and so what are you making in the slower months? On average?

Probably a thousand.

Great.

So you have to make another thousand dollars. So this is for all of us. We are product bosses on a mission. Slash maniacs on a mission to figure out how we're gonna sell another thousand dollars. Whether or not you hit that thousand dollars, it doesn't matter. This is your stretch. Your stretch is going to be like, what do I need to do? Who do I need to be in this moment? How can I get creative to make this thing happen? Maybe I go back to my customers and we're gonna get into this. Maybe I go back to people who've already bought and make them a special offer. Like it's going to take a new way of being to give you the new way of thinking to then lead to the do. A lot of this is not what do I do next first it's how do I like get so maniac on a mission out of my mind? Like we're going to throw the ideas out there and then one of the easiest ways for all of you to do this is go back to people who've already bought from you. They're nine out of ten times more likely to buy from you again. So that right there.

And I did, I did make growing my email list my priority for 2025.

Amazing. And then the next thing for you, what you're going to learn tomorrow is going to be you usually make $1,000. If we can get the thousand dollars of those same people to spend more with you, you don't have to do anything new and you're going to get close to that 2000.

Okay, thank you.

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Hi, my question is, I have a really high AOV item. It's a luxury camping tent that's 1950-2150. Should my revenue gap be larger? Because I actually do need to be generating a bit more revenue to support my team.

I saw you, you're like, I just have to sell one. I was like, awesome. So your business, do you mind sharing a little bit more? Like the size of your business right now or your monthly revenue or even how many you sell a month?

Yeah. So we're selling probably about two to three a month. And we're a small business. Tariffs just really hurt us. So I had to scale back our teams to just be me with some contractors to support. But it's reimagined camping tents.

I love that. So you sell two to three a month. So let's change the shift for you. How many would you like to sell a month? Right now that feels reasonable. So you're selling 2 to 3, doubling that and saying you want to sell 5 to 6amonth or do we want to get to 10, 20? Like what's the number that you feel like is accessible to you right now?

Accessible feels maybe doubling it, but I would love to get to that maybe like 10amonth number.

So let's just go with double because I don't want it to feel like such a gap that you feel overwhelmed and it overwhelms you. So do we want to get to. So if you're like two to three, should we say five or six?

I had that my. I make about five and I was going to get to six with the a thousand. But let's say six that I want to sell a month.

Okay. Total. So six would be stretchy for you if that feel like a gap. Okay, perfect. So that's where I would start you at. I would say so if anyone else. And when I coach, I'm not only coaching Danielle. Some of you might have a similar question. They saw someone else that sells high end art. So this will work for some people when it comes to units and you selling $35, $80, $180 pieces of things. But for her specifically because a thousand, like, her product is over a thousand dollars. Let's look at the number of units sold and then jump it. Because if you sell diamonds, we're not gonna be like, we're gonna sell a hundred of the, like, you know, three carat diamond ring this month potentially. So it's more of like an individual thing. All right, so six is your number. Thanks for listening in to this.

Quick Q and A with Ask Jack.

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