How to scale your coaching business from $20K to $200K a month

Hey guys, it's Will and I just want to quickly run you through. I'm aware that a lot of you have info product businesses, you're around 8, 15, 20 ish K per month. And I just want to quickly run you through how to scale from about there, about 15, 20, 25k a month, up to 150, 200, 250k per month area. Cause it's actually not that hard. The hard part is getting started. The hard part is getting content out there, getting ads out there, building a funnel that just gets you some leads and calls and sales. And most of you have done that. And again you're making 4 or 5k, 10 15k, 20, 25k area and naturally you're gonna wanna scale further. So in this video I wanna go deep and just share everything that I've learned and that I know about how to do this. So I've done this twice. One in my old business that I scaled from 0 to 16.4 million and then sold to a private equity firm last year I have done it again in my new consulting business. So last month we did 501k cash collected. We've done a lot, a lot of money by now. And I've done this for loads of clients as well. So I've worked with hundreds of clients. A lot of them are past 100, 200, 300k per month plus. So I just know how to do this and I just want to share this knowledge with you so that, so that you can do the same thing. Now what you need to understand is when it comes to scaling, let's say you're doing 20 and you want to scale to 200, well, you need more traffic, more leads, more calls which is going to lead to more sales. You need to think about your front end offers and pricing, your back end offers and pricing. And I'll give you some more, some kind of systematic ways to get there and some more tactical ways to get there. Now a more tactical way to get from 20,000amonth to 200,000amonth is to raise your pricing. And I spoke about this in the last video that I released last week. So if you haven't seen that yet, go and watch that later because I specifically spoke all about the importance of pricing and offers in that video. So make sure that you watch that. I'm going to presume that you have watched that so you can raise your price. That's one big fast way to almost instantly make, make more money. I've seen the impact of raising your price is absolutely Massive. So that's one way. Another way is to introduce, let's say for most people, most people have like a standard course and coaching program, whether it's group or one to one. So one thing that you could do to grow the business is implement a bigger, longer, some kind of higher tier thing kind of like we do. So we have a one to one program in the middle and we have a done for you program which is a little bit more expensive where me and my team just do everything for the client. We write all the copy, we build the funnel, we help with the offer, we help with the price, the sales side, just everything. And some people prefer the one to one and they want to do it themselves and be a bit more hands on. But a lot of people prefer the done for you and if we didn't have that done for you offer, we would be down probably the better part of 200ishk per month give, give or take. So can you offer maybe a done for you service? Can you offer maybe. Let's say that your main program is 5k for 6 months with a course and group coaching. Well, how about say 8k? I'm just talking off the top of my head here. Or maybe you could do or it's 8k for 12 months and give people the option 5k for 6 months, 8k for 12 months. Now you're going to get a few people that go for the eight. Now you've captured an extra 3k per sale there. That's going to grow your business. Or you could have a done with you for X price and a done for you for Y price. So you can go up, you can also go down. So let's say you have a one to one program right now. Well, you could offer a lower tier, lower cost group program for example. It's a bit slower, it's for people that are newer, they have a bit less of a budget available to them. That's another thing that you could test and implement. Just one caveat, I'm presuming for those of you watching this right now, you've got at least one offer that's kind of working again. You're making 4 or 5k a month, 10, 15k a month, maybe a little bit more, 20, 25. So you're getting traffic, you're getting leads, you're getting calls, you're getting sales. You just want to do it bigger and better. That is what I'm sharing with you in, in this video and I've got something very, very, very, very important to share In a second, just before I share that, I need to kind of give you context first. So what I'm talking about here is what I call product info infrastructure. So done with you, you can also have done for you. You can also have do it yourself, that's more on the front end. And you can also ask yourself the question, are you renewing customers? That's a big way to increase your revenue. And I did this with one of my clients, Charlie Morgan. This is a couple of years ago or a few years now that I worked with with Charlie. He came to my mastermind, he attended every one of my masterminds for like three or four in a row. And one of the key things that we worked on together was just renewing the customers. It's, it's amazing. Sometimes people focus a lot on the front end, as you should when you start, but they don't pay as much attention to either the back end or renewing and keeping customers as, as they should. So that's often a hole in these smaller businesses. It's very just get a sale, get another sale, get another sale focused and not retention and lifetime value and renewal focused. So that would be a question that I'd ask you. Can you keep your customers for longer? And again, a good way to do that is to have, let's say, you know, like we said a second ago, it's 5k for 6 months or it's 8k for 12 months. It's a much better option to go for the eight. And now you'll capture that difference, that 3K. And that alone can take you from 20 to 35K a month, you know, from 50 to 80 or 90K a month. Just that one small change. And what you'll often find in these businesses is the jump from around 20k to around 200k per month is just one or two or three tweaks. Another thing that can make a big difference is closing ability. I've seen this in the past where I've hired a rep or one of my clients has hired a rep and they can simply close hire. You know, you might be closing at say, say I don't know, 20% and you hire a rep that can close 28%. And again, all of a sudden you've gone from 20k a month to 30, 40amonth. Especially if you add in one of those other changes that I just mentioned as well to the whole product ecosystem or pricing or longer term pricing that can have a very big impact. I'd also encourage you to think about your, your Back end as well. Not that backend, you dirty bugger. Okay, I mean, one of those moods today I'm talking. So for those that don't know what backend means, it means things that you sell after a customer has bought the first thing or the kind of main thing. So that can be a Mastermind membership, could be a one day workshop, it could be additional consulting sessions, could be a one day retreat, something. Because what you often find is when you solve one problem, a new problem is created. I just want to say that one more time because it's, it's really important and I don't want you guys to miss this. Usually people's main program solves one problem and when that's solved, a new problem is created. So I'll give you an example to make this tangible. So for me, I work with a lot of people who are, they have an info business and it's smaller. They come in to work with me and we grow it quite substantially a lot of the time. And then the new problems that they run into is often too many leads, too many sales calls. They need to hire one or two closers, they then need to hire one or two setters. One client came to me last week and said, will, I've saved up 1.2 million cash. What the hell should I do with it? What do you do with it? So now I'm working with him on properly investing all that cash that he's accumulated and saved up. And that happens quite fast sometimes when you're doing 100, 200, 300k a month with good profit margins, you've got a million in cash before you know it and then you actually become a capital manager. This is kind of one thing that I see myself as nowadays. I basically run, what is it called, like a small family office. And that's a problem that if you do well in this industry, you'll have that problem in one year or two year or three years time where you've got a net worth of three, four or five million plus and now you've got to manage all the capital. So anyway, that's, that's not a subject for this video. Coming back to the point of scaling from 20 to 200. So product infrastructure, lengthening the time and sweetening the deal to close people for a longer period of time for a higher fee, renewing the customers that you have now or even the ones that have left in the past. And I'll share a really helpful nugget on this topic in a second and thinking about a backend A workshop, a mastermind, a retreat, bespoke consulting sessions, additional courses that solve additional problems, even additional coaching programs that solve additional problems as well. Now on the more what we've just talked about there is a bit more infrastructure focused. I want to give you another, more tactical nugget that you can deploy like today, tomorrow to get some more cash in and grow your business. I'll give you, I'll give you a few ideas. One idea would be what I call re offer. And, and just to kind of share a story with you, just to illustrate the point. So in my old company we were primarily paid ads driven and man, we were buying so many leads, like hundreds, thousands of leads that wouldn't book a call and wouldn't buy the program. And towards the end of that company we had like over 65,000 leads in the database, some of which had bought from us, most of which hadn't. And we would run what I call a re offer. And this is where you take your main offer and you surprise, surprise, you re offer it to them in a different way at a different price. You take something out, you add something in, you give them a bonus of some kind. And you can do this through text, you can do this for a call, you can do this through email, you can do this through retargeting, which works really well. And we used to do this just once every quarter. And we would do it for one day, we do it for 24 hours. And in that 24 hour period towards the end of the company when we had a lot more leads, we would do like 90k in a day, 120k in a day, 100. And I think the biggest one we ever did was about 170k in one day in a 24 hour period just by RE offering the program to the old leads. Now a word of warning for you. Don't ever re offer leads from the past 30 to 60 days. Only re offer older leads in your past pipeline. Because it can destroy, not destroy, but it can impact trust. When someone, let's say they see an ad, they book a call, they get told the price and, and then four days later they get offered it for like a thousand less or they get offered it with this bonus or without this thing or it sounds different, you know, which is just an accident. And then they're like oh, like well you told me that four days ago. Now you're telling me this. So never re offer people that are within a 60 day window, only re offer people outside of a 60 day window. And I go into like extreme depth on this. In my, my training program that my clients have access to, I give you the sales pages, I give you the emails, I give you the templates, I give you the send days and times are, you know, so if you're a client of mine, go into the program about two thirds of the way down you'll find the reoffer section and feel free to just take that and just reword it and you can run that. But for those of you who aren't clients or clients yet, it's not that complicated. I mean if you're smart enough to get to 5, 10, 20 ish K per month, I'm pretty sure that you can run a RE offer right? So just think why haven't people bought so far? And you can often use that to create a RE offer campaign. And I would highly suggest doing it in a 24 hour window because people need a reason to take action. And that's a really good just way of doing it basically. And depending on how many leads you have, if you do this right, you can, number one, you can run this every quarter. And number two, this can make you 20, 30, 40, 50K in one day. And it's such a nice, it's such a good feeling when you make that much money in like one day cash. It's just got to be done in the right way, the right angle, the right RE offer, the right price. And if you do it right, you can get money. You can, you can make a lot of money bloody fast. So we talked about RE offering past leads. You can also RE offer past customers as well. So it's the same thing. You just would change the angle, change the offer, change the price to get them back in. Some people like to do this, some people don't. Like we don't do this anymore. Like in this company that I own, we don't do discounts, we don't do RE offers. We, because it's more of a, it's more of a tactical thing and we just don't need to do it because we're more focused on like higher price, lower volume right now. So it's our current consulting business, it's just a different way of working. But those things that I've shared with you there for the most part in terms of pricing and offers can easily, if done in the right way, you can get from 20 to 200k a month with that alone. Now next, let's talk about traffic flow. So I don't know where your traffic is coming from because I'm speaking to a camera here and I'm not actually speaking to you. I wish that I could, but I can't. I'm going to presume from, from what I know about most people that watch this channel, they usually have one or two channels, usually organic. And a lot of people aren't running paid ads. Now said simply, if you want to scale, you really need to run paid ads. And the reason for that is you can't control organic, but you can control ad spend. So it's quite difficult. It's quite, it's a big patience game with organic. And really you're just waiting and hoping for more leads and more calls to come in over time. And they will, they will, that's for sure, as long as you stay consistent and make good content. But ads is the hack. Ads is, is just the way to grow fast and grow controllably and grow sustainably. So if you're not running ads and you want to scale, bloody run ads. Because oh man, I've seen, I mean I've seen ads 5x10x15x businesses over a 6 to 12 month period because I mean, it makes logical sense. You're buying more leads, you buy more calls and you get more sales and you get more closes. Again, it's just got to be done in the right way. You've got to write your copy for your ads, right? Build your funnel and your sales process correctly. Just run everything properly and correctly. And if any of you guys need any help with this stuff, by the way, just click the link in the description, hop on a call. I'm more than happy to lend a hand if you need it, but I'm trying to give you as much value in this video as possible. So you can just do this yourself. But there's limits to a video, right? But yeah, as long as you write the copyright, you do the targeting, right? You build a sales process, right? Ads can, I mean they can take you from 20 to 200. No problem. No problem. This is the great thing about being at about 20k per month. It's all working, it's just not structured right usually, which is why I'm making this video in the first place. So you can either do more content or you can go to another content network. So let's say you're getting all your calls and leads from YouTube. Well, go to Instagram or go to LinkedIn or run retargeting ads or run cold ads, right? So go and get more traffic, put more traffic into your funnel, your sales process. And if everything is done Properly, you're going to get more leads, you're going to get more calls, you're going to get more sales and you're going to make more money. Okay, now caveat for you, if you do this, let's just say that you've done this already and you're thinking right now, well, will, I'm doing more content and I'm actually getting more views, but I'm not getting more leads and I'm not getting more sales. So what am I doing wrong? This is quite frequent. So we've all heard Alex and Mosey say, just do more. You're being lazy. Double or triple your production, make more ads, make more content, just do more. For most people that simply doesn't work because more doesn't always equal more. Usually when people do more quality comes down and they end up doing more shit stuff basically, which then obviously doesn't convert. One thing that I've learned the hard way is less is more, less is more. It's better to do like one great YouTube video per week than two or three semi decent ones. It's better to do one great Instagram reel per day than two or three semi decent ones and vice versa. Same with email, same with ads. To, to an extent as well. There's a lot more testing involved in ads but, but that is the case. So more doesn't always equal more throughput. More leads and calls and sales. I would say focus on quality. And if you're, let's say you're making 20k a month from YouTube, pick that up and go to LinkedIn or go to Instagram, right, and go and start dominating another network, then that done properly, done slowly and steadily. Remember, slow is steady and steady is fast. Don't go for volume, go for quality on another network and that will often, I mean again, you can double a business, you can triple a business by doing that properly. Now if you said to me, listen, will, just tell me what is the simplest, fastest, easiest way for me to double my business or triple my business. It is paid ads. It's paid ads in terms of more traffic and more volume. Or if you said to me, listen, well, I do not want to run ads for some reason, then I would say, right, well the way that you're going to double or triple your business is in your product ecosystem, your pricing and your back end. And again, if you do that right, you can make a lot more money quite fast, like you can for most people. I could double to triple their business given three months and I've done that in the past. I've done that for me as well. It's just knowing what to do and doing it properly is really the key to doing this. And if you do what I've shared in this video, even if you just do one or two things that I've shared with you in this video, you are going to, in some cases, be able to get from 20 to 200k per month, or at the very least, get from 20 to 50 to 100k per month.