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Episode 10 – How To Guarantee You’ll Hit $10k months Part 2

If you haven’t listened to Part 1 yet I definitely recommend going back and listening to it. That’s here

Okay, let’s dive in.

So we are assuming you pretty much have your business foundation in place. You know your niche, you have some offers, you have already sold something but you’re income is not consistent yet – you are looking to hit the $10k months.

On my online business growth ladder you are out of Starter Stage (where you earn anything up to $3k a month and coming into Hustler where you earn $3k-$10k and you want to get to pro where you earn $10k a month upwards.

Here’s The Online Business Growth Ladder:

The Online Business Growth Ladder

So you have your business set up and you are out there trying to make more money.

You are now getting into a critical time because from here your potential income can either go up – or down.

Here’s what your potential income curve looks like:

Your potential income curve

As you start your business your potential income goes up.

You now need to focus on what works to move your income up to the next level

If you:

  • Get distracted
  • Start chasing shiny objects
  • Start to lose hope
  • Move into short terms tactic switching
  • Start to take things personally
  • Don’t focus in on what matters…

Your income falls back down again and you may end up giving up.

You need to move through the Hustler Level and into the Pro Level – what does that mean?

Here’s what moving through Hustler Level doesn’t mean:

  • Increasing your visibility.
  • Working endlessly doing all the things and running yourself ragged.
  • Buying a course on every shiny new marketing strategy under the sun because that seems like it’ll the problem.

Random actions is not what is needed now.

In fact random actions will lead to you freaking out or burning out or both.

To bring in those $10k months what you need first is a really consistent focus on sales.

That’s what we talked about in Part 1. It’s the first layer of The Increasing Your Sales Cycle.

What it does a really consistent focus on sales look like?

It means:

  • Lead Generation & Sales Conversations – Consistently working your lead generation marketing plan and doing the sales calls.
  • Reflection – A consistent process of reflecting on what worked and what didn’t so far.
  • Skills Improvement – Deepening of sales skills and filling any gaps.
  • Integration – Integrating those new skills into your process.
  • And round again – Then back to working the plan… and the cycle continues.

Here’s what that looks like – The Ramp Up Your Revenue Cycle

The Ramp Up Your Revenue Cycle

That is what will put you in a process of consistently increasing your sales.

It really isn’t about shiny marketing tactics, being on a particular social media platform or the next big thing.

It is about deepening your knowledge IN THE VERY THING THAT MATTERS RIGHT NOW (making more money) and continually improving and integrating.

When you do that:

  • You get more sales calls
  • You close more sales calls
  • You get more clients, who in turn give you more referrals and testimonials
  • You increase your prices…

…until you hit the $10k mark.

But how do you make sure all of this ACTUALLY HAPPENS?

You need some additional pieces. And those layers keep two things in check:

  1. Your Actions
  2. Your Thoughts

Let’s look first at your actions

Continually working on and improving anything requires an element of systemization.

Athletes time themselves and watch videos of their games or practice runs.

While we don’t need to get that granular you aren’t going to get better at turning discovery calls into clients if you don’t have any notes on what worked and what didn’t.

If you try dramatically different approaches each time you can’t really know for sure which parts were working and which weren’t.

Plus if you don’t have systems in place to follow up and track what is happening with your leads you will lose people, regardless of how hard you work on getting better.

So you need systems to support your actions – to keep you focused and improving and therefore increasing your income.

Next your thoughts

It really is true that we are the weakest link and often we can be our own worst enemies (or technically, bosses here).

It is easy to forget that getting to $10k months is a cycle of continual improvement, not a two happy accidents followed by three unfortunate no’s and then a freak out and then buying a course of Facebook ads, then seeing a new fandagled funnel to magically increase your conversions to 97% and oh shit now I need to start again.

See what I mean?

The Internet is a confusing place with a ton of stuff to buy as well.

It’s a case of staying the course and keeping your head in check.

And it’s usually the case that telling ourselves to stay calm at the beginning isn’t going to mean we remember that two weeks from now. Working on our mindset is also a process.

So let’s update our Increasing Your Sales Cycle to include systems and mindset.

When we approach our sales as a continual growth cycle, plus manage our thoughts (Mindset) and our organize  our actions (Systems) we progress.

When we don’t we get into random tactics and crisis of confidence.

Here’s where Gretchen Rubin comes in

What?! Yes! I want to share some of the work of Gretchen Rubin, unfortunately she’s not here today but maybe one today we can talk about this on the podcast.

Gretchen explains in her work called The Four Tendencies that she uncovered that people respond differently to expectations:

  • Inner expectations – one’s we decide to do for ourselves like New Year’s resolutions.
  • Outer expectations – the one’s we commit to for other people like work projects or deadlines.

And how we respond to these expectations explains a lot of the experiences and outcomes in our lives.

Here are the categories that Gretchen came up with:

Gretchen Rubin's Four Tendencies

If you want to check out Gretchen’s work on this click here.

Obligers meet outer expectations, but struggle to meet expectations they set themselves.

Questioners question all expectations and resists outer expectations.

Upholders respond easily to outer and inner expectations

Rebels resist all expectations, outer and inner alike.

And interestingly most people are Questioners or Obligers.

So what does this mean?

It means that the large majority of people have serious difficulty either following through with what they have committed to for themselves or they have issues following directions from others.

Let’s sit with that for a moment.

That means unless you are an Upholder – someone who can stick to their New Year’s resolutions as well as meet all your external commitments – you are going to come into issues meeting expectations (i.e. sitting down and actually doing the work) to hit your $10k a month goal.

It’s pretty powerful stuff and it makes sense – after all why can’t we just make a plan and stick with it?

As soon as I heard this I realised I’m a questioner – I want to argue with whatever anyone else tells me to do.

Unless I can personally commit to something I can’t action it because I’m in a state of resisting the ideas (or expectations) of others.

In contrast many of my clients hire me specifically because of the accountability I build into my programs because otherwise they know they aren’t going to move forward in their businesses.

Okay, so what have we learned up till now

  • Increasing your income requires a consistent cycle of action, reflection, learning and integration of new learning into the area that is going to make the most difference – YOUR SALES PROCESS.
  • In order to make sure this actually happens in real life you need systems to support you doing the right actions and regular mindset practises to stay in the right head space to want to do those actions.
  • How you respond to expectations is critical and may well explain why you can get some things done and not others.

The final part, part 3, where we draw it all together is coming out soon!

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