Episode 484: Why Your Business Isn’t Converting (Live Business Coaching)
Five business owners. One live business coaching session. Adam Stott diagnoses the exact problem in each business and fixes it on the spot.
Adam Stott, the UK’s go-to business growth coach, author and entrepreneur, breaks down how to get clients, convert webinar traffic, scale with strategic hires, and unlock hidden revenue in your existing client base.
What you will learn in this episode:
💰 Why sending webinar attendees to a landing page after the pitch is killing conversion rates and how a two-step order form changes everything
💉 How a skin clinic with 40 weekly clients is sitting on a £960k annual opportunity by adding one gut health specialist to the team
🗓️ The calendar availability mistake that turned £435 in ad spend into just one booked call and the simple fix that could have produced 8x return on investment
If you run a service business, a coaching practice, or an online programme and you are struggling to convert leads into clients, this episode will tell you the exact adjustments that change everything.
🔥 Work with Adam to get unstuck and break through £1 Million /yr in your business too: https://shorturl.at/b6QAB
🎬 Watch on YouTube: https://www.youtube.com/watch?v=8T4f9g_nFt8&list=PL1uyFXh-eUq8wiOaAzJgLpnMk2iVpWv_z
Get your Business Growth Secrets SUCCESS PLANNER for FREE:
https://adamstottplanner.com/free-book47315172
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https://www.linkedin.com/in/adam-stott-coach/?el=Pod
Transcript:
Please note this is a verbatim transcription from the original audio and therefore may include some minor grammatical errors.
[00:00:00] If you’re a business owner that’s trying to build your business, but you’re finding that it’s difficult getting the leads, the clients, the book calls, and the sales you want because you just keep getting stuck, then you’re going to love today’s video. Today, I take real business owners, I coach them live, and I diagnose their problems on the spot, and rebuild these businesses live so they can scale.
[00:00:23] So if you wanna save yourself months and years of trial and error, watch through today as I fix these businesses live, ’cause it can solve your problems super fast too. Let’s take a look at Ema’s business. There’s just a few small tweaks that we can change here to get her webinars converting better, to get more people buying in a really fast way.
[00:00:42] Let’s jump in. In essence, I’m a dietician, and my niche is women in midlife struggling with weight gain. I have ads running basically t- for a webinar that I’m hosting on Wednesday, and then I’ll point them to this page. Okay. So they’ll spend about 45 to 60 minutes with me, depending on questions at the end of the webinar.
[00:00:57] Six steps to weight loss. Are you ready to lose six [00:01:00] pounds in six weeks and reduce one to two centimeters from your waist? Yeah, so if I was running a webinar, and then I was sending them to a page at the end of it, only thing I wanna do is I wanna send them to a checkout page. Okay. All of the information that they need is in the webinar.
[00:01:13] Right now, if anything, you’re just slowing down the buying process. You don’t wanna send them to a webinar, get them all excited, then tell them, “Watch a video, read all this, look through it all,” ’cause all you’re gonna do is put them off. Okay. Definitely, yeah. So it should be, like, a two s- two-step order form, bang.
[00:01:27] Okay. They already know all about the product. It should just be en- enroll in the program today, limited spaces available, two-step order form, name, phone number, bang. I think the reason that you’ve put so much information on there is because you’re not pushing it hard enough on the webinar. Okay. Fair point.
[00:01:45] I’ll take that, yeah. Give me the call to action. What happens in the call to action? Well, I sell the, I sell the course, exactly what they get for the six weeks. Okay. So how long does the sale last? I’d say on average, 10 minutes. And the webinar’s an hour? Yeah. It’s 30 minutes of content. So 30 [00:02:00] minutes of content.
[00:02:00] Then what happens? Uh, then I sell it for 10 minutes, and then they’ve got an opportunity to ask. So it’s anywhere between f- like- Okay, so question, Q&A after, yeah? How much urgency and scarcity is there? Probably not as much as I should, if I’m being completely honest. I do know- That’s why the landing page looks like that.
[00:02:15] Yeah. Is because you’re not selling. Is the problem that when you do the webinars, you’re not converting? Yes. Yeah, I would say. How many have been on a webinar, and how many converted? This is only my second one. The first one, I had two sales, I think, from it. The ac- Do you know what I read when I read your landing page?
[00:02:31] And I was reading it, and I’m like, “I’d like to lose a bit of belly fat. Yeah, I’d like to get rid of that.” Do you know what I thought? What? You said, “Lose six pounds in six weeks.” I was like, “I can’t be bothered with that.” Why would I wanna do six weeks worth of work to lose six pounds? I’ll just won’t eat for a day and I’ll lose six pounds.
[00:02:49] Do you know what I mean? But that’s people’s mentality. Look, Zoe’s put it up- Yeah … I’ve thought that as well. Yeah. So, so you’ve gotta be, give me some bigger case studies, right? You could guarantee that our minimum guarantee is [00:03:00] you lose six pounds. Your process should be sticky weight loss. My weight loss sticks.
[00:03:05] You don’t lose it and put it back on. So we create the habits that in the next six months you could be forever slim. But what we’re gonna do is we’re gonna prove it to you in the next six weeks. Send them to an order page or book a call? Which do you think is better? Well, your conversion rate is twen- well, listen, this is the reality.
[00:03:20] If you send them to a book a call, you might be able to charge 750, 1000 pounds for the training. If you send them to an order form, it’s gotta be cheap and you’re charging like 300 quid. So you might be able to book a call and get 1000 pound if you want to and raise the price. Or 750, 699, whatever. Okay.
[00:03:37] You’re, you’re quite cheap. Yeah. For six weeks, 397 is cheap. Now, if you wanna remain cheap, then you can go straight to link ’cause it’s a good deal. If you wanna raise the price, you could go to book call. Now this is a good question and I’ll address this to everyone, right, is what’s your appetite, excuse the pun, for doing the work?
[00:03:56] Because you could book 10 calls and take 10 grand in a night, in a night. [00:04:00] Mm. Or you could send people, go, “I don’t wanna call anyone,” send them to a link and do three deals- Yeah … and make 900 quid. So it depends on whether you wanna do the work or you wanna be automated. No, I wanna do the work. No. I mean- Yeah, you wanna do…
[00:04:13] Oh … for that money, I will- Yeah, I’m on a call. Yeah. Okay. I’m on a call. Okay, cool. Thank you. Does that make sense? Does that help, uh, help everyone, yeah? But by the way, I’ve got no, uh, no judgment ever because everybody’s got a different life, everybody’s got different stuff going on, everybody has different commitments.
[00:04:27] For some people, maybe you can’t do the call, and that’s fine. Um, but if you’ve got the bandwidth to be able to go and do the call, you could charge more money, you could get better results, and it could be really, really good. Yeah. Brilliant. Good stuff. Thank you. That was awesome, right? Now let’s take a look at Carina’s business.
[00:04:42] Carina’s got an incredible skin clinic, but she’s looking to expand into different directions and different markets. She doesn’t quite know how to structure the joint ventures and partnership deals. I’m gonna show her exactly how to do that to make more money in her business right now. Let’s go. Okay. Do you wanna just tell me what you [00:05:00] wanna work on?
[00:05:00] Yeah. So I wanna increase the prices of our core and our high-ticket skin programs. Okay. Yeah. Um, I’ve already bumped the price up as much as I can physically get away with for the value that the client gets. So in order to try and scale the amount of money that I can bring in, I’m seeking to collaborate with other businesses that can go deeper than what we do.
[00:05:23] So for example, um, an acne, uh- Yeah … client would come to us, we would treat with, um, skincare supplements- Yeah … just light dietary advice- Yeah … but we’re not qualified nutrition. So I’m looking to bring in, like, a nutritionist or, um, hormone testing so that I- Yeah … can charge more. So basically, you’ve got an offer range.
[00:05:42] Mm. You wanna increase the lifetime value. Yes. You haven’t got anything more to sell them, so you wanna do- Yeah … a collaboration with somebody else that can bring value to your clients. Yes. Okay? Make sense, everybody? Just nod for me if you’re getting what we’re saying. Good stuff. Okay, cool. It’s an interesting thing- Because [00:06:00] part of what you said is that you don’t wanna lose, um, the control.
[00:06:06] No. Um, the difficulty is you will lose the control. Like, that’s, that’s the truth, is if you take someone from your ecosystem, this is your ecosystem here, and this is what you do with them. Let’s say you do these four things, and they need something else. You’re effectively making a referral into a new ecosystem with a dietician here, for example- Yeah
[00:06:30] or a nutrition, or with an acne sp- acne specialist, et cetera. That referral means that they’re gonna come out of your ecosystem into somebody else’s. Yeah. So the difficulty with that is, like you say, you do lose control. Because when they go into somebody else’s world, they’re now the expert. They’ve been referred on.
[00:06:48] They’re no longer with you. There’s pluses and negatives to this. There’s positives and minuses to this. So this is, again, comes back to a lot of what we’ve been talking about. Person Who is it? [00:07:00] Problem. What’s the problem? You’ve got a person with a problem. Yep. And how much are you currently charging them?
[00:07:05] Top tier is £1,600. All right, so we’ve got a £1,600 problem. So say that you had- they were having this, and they’re having this, so they’re having the acne treatment, and they’re having all the other stuff. How much does this price tag go up by? A couple of thousand. Okay. By £2,000 more? Yeah. All right. So you’ve got potential to uplift to £3,600, yeah?
[00:07:25] Yeah. Okay. So now you have to look at, is this extra, the £2,000 extra, is it lots of different services, or is the bulk of them one service? So if you have this additional is one £500 problem- Yeah … £500 problem, £500 problem, £500 problem. Is it four problems, or is it just one big problem? It’s a load of different problems, but it’s getting them the result quicker- Yeah
[00:07:50] and being more accountable in terms- Okay … of the diet. ‘Cause your options are, you can partner with these different people and earn a different fee, but you’re gonna lose the control. Or [00:08:00] if you’re like, well, actually, if I brought a nutritionist in, and I paid them 40 grand a year- Yeah … and they worked within my business, or whatever nutritionists cost, 50, 60, whatever it might be.
[00:08:10] Yeah. And I brought them into my business, and they worked for me, and I gave them a great deal. How much money could they make me? Yeah. So now you look at the role, and you multiply it, and you go, well, actually, we could give them 10 clients a month at a grand each. That’s 120 grand a year. Therefore, is it worth paying the 50?
[00:08:28] Yeah. But that’s a way that you might not afford. No. That’s a possibility, but then this is a possibility as well, where you can take these different expertise, and you can work with the people. Where do you think the biggest demand is? Acne. Yeah. Um, I do because a lot of people come to us when they’ve exhausted all avenues, so they- Yeah
[00:08:45] may have already been to dermatologists and things like that. Yeah. So we want to be the last place that they go to. I don’t wanna lose the control. I still want them- Yeah … to remain with us. If you don’t wanna lose the control, and you wanna expand your services, what’s the thing? Who [00:09:00] is the person that does the thing?
[00:09:01] If we brought that person in, how much will we multiply what their salary by? Yeah. And if we got a good multiple on the salary, and the demand is there, then we plug the person in, get them to do the work. We supply the clients. Yeah. And then you’ve g- this is the benefit. One, you’ve got cross-sell upside.
[00:09:20] So if you look at the first part of the upside is the cross-sell ’cause now every single client can get… now get nutritional services, for example, whatever it is. Yeah. So that just gives us cross-sell upside. But the other upside you’ve got as well is you’ve got front-end marketing upside because now we can market for new customers for your business based around nutrition.
[00:09:42] Yeah. We can go out, and we can market that service as well. And then when they come in, then what do you do? Cross-sell them back into your other stuff. So this is how you start to build an infrastructure within the business, but it’s very important that you identify what’s the high-value problem our clients want solved that we’re not solving?[00:10:00]
[00:10:00] Unbelievable skin and health. Okay. And what is the, the problem with your current service that can’t supply that? We don’t know all about the guts. We only sort of can treat surface level- Okay … and recommend. Well, if- Like, the majority of skin issues come from the gut … okay, so if we brought somebody in that could work with the gut, how much more could we charge for that specialized expertise?
[00:10:22] Easily a couple of thousand, I believe. A couple of thousand. In, i- if we did the- So 2,000. Yeah. So we’ve identified that. So we’ve identified a high-value problem. We’ve identified a £2,000 problem that could be solved. How many people have we got that could potentially be moved into this product? 40 a week.
[00:10:41] Okay, so you get 40. You got- We’ve- Literally got that many … got a lot of clients. Okay. Skin clients. So you’ve got 40 a week. Yeah. Well, that’s 80 grand a week. That’s a £960,000 opportunity from one person. Now, obviously you’re not gonna get that, ’cause you’re not gonna get all of them to do it. Yeah. But even if you got 50% of them to do [00:11:00] it, it’s 450.
[00:11:01] And even if you didn’t get 50% of them to do it, if you got 25% of them to do it, it’s 225. So I suggest you start going out and hiring a gut expert. Now, this is the way that I would do it. I would go and find the very best gut expert. I would find the job title. I’d find the right person to do it. I’d want the best in the industry, someone that’s really, really amazing- Yeah
[00:11:24] to add to you- to add to your business. And then I would probably get him to come in for three days initially. Okay. Because that way you can feed him the work, feed him the work, feed him the work, and expand it to four days, feed him the work, expand it to five days, feed him the work. So you might bring him in, you might even bring him in one day originally, and that way you can start testing him out.
[00:11:41] Okay, cool. And- And I would just approach them for this is the set amount to work in my clinic for, like, employing them. Yeah, just say, “Long-term, this is what I’m looking to do.” And this person might earn 50 grand a year working for someone else. So you can say, “I want you to come and start doing a day a month for me.”
[00:11:58] Yeah. “I wanna test it. And then what I’d [00:12:00] be looking to do is looking to build you a really good offer where you could probably earn 75 grand a year working for us, but I wanna test it first.” Okay, great. That’s kinda what I’d do. Does that make sense to everyone? And it’s just a really good way for you all to expand your services, you know, and, and look at how you expand out and also just how you think about these different things.
[00:12:20] ‘Cause this is reality. Some of you go, “Well, I can’t afford to hire a 75-grand person.” I never say I can’t afford to do anything, and you, you should never say I can’t afford to do anything, because you’re an entrepreneur. There’s always a way. You just have to… Essentially, when you hire someone, they should make you more money than they cost you.
[00:12:36] So as long as the person makes you more money than it costs you, then it don’t, don’t matter Good. Well done. Thank you. Well, I hoped you enjoyed that one, and if you did, one of the things I often say when I’m doing these hot seats with my clients is I say, “Go over to the chat and literally write down what you learned from that.”
[00:12:54] Now, this is really important, not for no reason, but because if you do that, it’s scientifically proven to stay [00:13:00] in your head more, and that concept opens a file in your brain, which means you’re more likely to take action. So go over to the comments. Tell me what you learned from that one that we’ve just done or any we’ve done so far.
[00:13:12] That’s more likely to show up for you later and help you to execute. Let’s jump into the next one. This is Simon. Simon’s a great guy. He’s got an incredible business. But he’s a little bit lost, and he’s doing what a lot of business owners do. A lot of business owners split their focus. They go all over the place because they’ve got their thing, and their thing isn’t quite working, so they start getting new ideas and making up different things.
[00:13:36] You’re gonna see me talk here with Simon about staying focused, focusing on the one thing, driving it home until you get a result. Let’s go. I wanna try and attract more high-end clients and to offer those people like an end product to their completion so their client can host a completion soiree, which is basically the champagne cocktail kind of event- Yeah
[00:13:59] to basically [00:14:00] showcase off their, their house. I think the, the completion soiree is fine if somebody’s already doing it, and you wanna put your hand up and say, “I can do that better, and I can help you with that.” But that’s- I don’t know anyone that is doing it. Yeah. Well, that’s the problem, isn’t it? Because you’ve gotta suggest maybe you should do this, and now you’ve suggested it and given them the idea, you’re like, “Maybe you should use me to do it.”
[00:14:18] That in itself is a challenge because it’s education-based marketing. You’ve gotta educate them on what a soiree is. Yeah. And then you’ve gotta convince them that you’re the one that should do it. What I’d rather say is who’s already using someone like you that you can get that, that already wants you.
[00:14:33] See, I would rather… You know, you me- you approached me about retreats and stuff like that. I would rather you just went out to everybody who’s running retreats, and you offered your service to them. Yeah. Well, I’ve offered the, um, the private dining experience. So I’ve sort of sent out e- like emails and everything to offer like a free private dining for holiday owners.
[00:14:52] You’ve got the houses on booking.com. You can do a collaboration with them, and you can say, “If I get booked, I wanna do a deal where you recommend me to your clients [00:15:00] for private dining.” Yeah. “I put some materials in there, and off the back of that, every booking I give you X.” Then you can go out, and you can look at retreats that are being sold, and you can literally approach those people and say, “Look, you’ve got a great retreat running.
[00:15:11] I’d love to come and, you know, offer your private dining experience.” That would be a better target market than- Yeah … a completion s- soiree, I would say. Okay. Because they’re already doing something, and you’re just plugging in to what they’re doing- Yeah … rather than saying, “You should do this, and now you should use me.”
[00:15:25] It just seems like one step too much. Okay. Okay. I say this at the three-day trainings, which is very important. You’ve got a certain amount of capital A certain amount of time and a certain amount of skill. You want to take your capital, your time, and your skill and invest it into the highest return possible.
[00:15:48] And if you, if you invest it in lots of different things, your focus is becoming split, you’re gonna get lower results. Because let’s say you do this soiree, what happens? Well, take a bit of my time and I go over here and do this [00:16:00] soiree, then I’ll spare, I’ll spend some of my money on marketing over here, and look, I’m gonna take, you know, all of my marketing skills and my time and effort over here.
[00:16:09] Well, what happens now to your other thing? Well, your time’s cut up, your skill’s cut up, your capital’s cut, cut up, and it’s all untested and new. All your time should be spent speaking to the people you can get into the private dining. Okay. ‘Cause that’s where you make the money. So we’re concentrating on one thing, get down to the gold- Yeah
[00:16:27] as like you said before. Yeah. Perfect, mate. And then hopefully it works. Right. Okay. I hope that’s helpful for you, buddy. Yeah, that’s great. Well done, sir. Thank you. Well, now we’re gonna meet Rebecca. Lovely lady that’s trying to build her business up. But look, frankly, the one thing that she’s doing is something that a lot of business owners do which stop them from creating success, and that she’s not speaking to enough people.
[00:16:45] She’s not having enough conversations. Conversations and offers is vital in building businesses. Let’s jump in. So I’ve completely mapped out a product ladder. I went to my client base of, of just under 150 ex-clients, and just [00:17:00] messaged them and said, like, “This is what I’m doing now. Um, if you know anyone, or you have been diagnosed with MS, get in touch with me, I’d love to have a chat with you,” type thing.
[00:17:09] And I got one person who was in exactly the same place actually that I was when I was diagnosed. I actually messed that call up a little bit. I’ve just more recently been looking at putting an ad out, but you can’t market it towards an illness. If MS is my niche, I would be looking to narrowing it down to women, certain age group, but I can’t say who have been diagnosed with MS or, or anything like that.
[00:17:37] First of all, um, there’s, there’s different ways that we can approach that. If you tell me what the outcome is that you’re looking to create. So your, you’ve now got a great target market, basically, which is people that you can help, ’cause you’ve been in that situation, so it’s all perfect. It all fits.
[00:17:51] You’ve got your offers, you got your plan. The big problem is presumably we’re essentially saying we’re not having enough conversations. Is that correct? Yeah. [00:18:00] I, I, I need to have more conversations, absolutely. And also, the clients that I have got are not people with MS. So my 8K client i- is basically a lady who is retired, and she basically wants to live the rest of her time well and healthily, looking the best that she can.
[00:18:19] Basically she came to me for nu- the nutrition, and then I cross-sold her the coaching to go with it. My story isn’t just MS, it’s a lot of other things that I’ve transitioned through. Can I position myself as an empowerment and wellbeing coach who works- Okay. You, you- … with people in the s- You can … second part of their life, like working with them to be as well as possible at the moment?
[00:18:41] So what you’re doing is you’ve identified an amazing target market that you can absolutely help- You spoke to one person and now you wanna change. Yeah. Yeah. All right. So do- So now I’ve said it back in that way, do you think that’s a good idea? Or do you think we should speak to some more people? Just speak to some more people.
[00:18:57] Let me just tell you, your first message, I help with [00:19:00] women with MS. Your origin story matches that. The things you’ve been through match that. You have the experience in it. You’re really, really good, and you’re amazing at all of that. So you’ve got, got it all there. It’s a perfect fit, and you spoke to one person.
[00:19:13] Your other message, I do empowerment and wellbeing, and women in their second stage of life, is v- so vanilla that it’s just gonna be the same as what everybody else is saying. And this is where people are trying to find their pocket of which they exist. You found it, spoke to one person, now you wanna change to the vanilla.
[00:19:31] So I don’t recommend that. I recommend you keep doing what you’re doing, but you speak to more people. And, and you go, “Well, the ads won’t let me run.” So how many ads have you run? No, I haven’t, haven’t run- Yeah. Exactly … like- So you haven’t even tried … not that. No, I was looking at, um, how, what, how I could target that market on the ad.
[00:19:48] Yeah. Well, this is- It- … straight away how you can get round it in te- two seconds. Yeah. My name’s Rebecca, I had MS. ‘Cause that’s not an income claim, it’s not a claim around an illness, it’s a statement about you. Right? They’re [00:20:00] gonna draw a conclusion from that statement. So you’ve not even run an ad yet, and you’re looking to change the target market.
[00:20:04] Yeah. Okay. That’s how simple it is to get round that problem. And you can say what you want on an ad. You’re not gonna say, “I’m gonna cure MS.” But what you can say is, “I had MS. I was in this situation. If you’ve been in a situation like this- Mm-hmm … or have wellbeing issues, book a call with me.” Bang, done.
[00:20:24] Don’t even need to draw anything on the flip chart. You wanted a drawing, didn’t you? Yeah. I flipping did. Well, so, so I’d go and do some ads first of all. What I would secondly do is I’d find five groups around MS, and I would say to the group owner, “I wanna go live in your group every week,” or, “I wanna promote in your group with you.”
[00:20:47] I’d get yourself on the podcasts around MS, the groups, the YouTube channels, all of that, and I’d pay some of the groups to be able to advertise in their group. This group’s got 20,000 people in it, all got MS. You pay them 100 quid, you [00:21:00] get 20 inquiries, you make your money, job done. That was quick. Exactly.
[00:21:04] Exactly. Well done. That’s awesome, yeah? Our final one of today is Steph, and Steph just makes one little mistake which is literally changing everything. Sometimes you don’t know what you don’t know. What you’re gonna see is me just dive into this funnel, find the one thing that’s not quite ticking, which could have ruined everything for Steph because she would’ve switched things off too early.
[00:21:25] Let’s go. Let’s jump in to Steph’s funnel. So the VSL that I had wasn’t really aligned with the message of what I had, and I’ve tried to incorporate a little bit of the other speaker training that I’ve done as well. And I’m not really sure what the actual format of the VSL should be. Okay. As I’ve always said to everyone, I think your design is excellent And this is, this is the level of design that we’re looking for, right?
[00:21:51] The proof, everything’s done well. Uh, so I like all that. So what’s happening with the conversions? So I’ve had one booked call. Basically, my ads, I’ve been [00:22:00] testing different ads for different things and- Yeah … there was probably some difference with leads versus traffic and stuff like that. So I’ve been playing around with it a bit, and I’ve kind of amended what I think I need to amend.
[00:22:12] So that’s running as well, but it’s not getting nowhere near as high volume as I was getting before. Any numbers, any, like, we spent X on ads, we’ve out- … Look, at the end of the day, it looks good. So when you tell me to look at it, it looks absolutely fine. You’ve got proof on there. That looks fine too. Yep.
[00:22:30] You’ve got lots of proof. You’ve got credibility and brand on there. All of that looks good. The message looks fine. You call out the target market. There is nothing wrong with this funnel except you’re not telling me any results that we’ve got to… We’ve got no yardstick. So I have spent now, since it was this funnel, 435 quid.
[00:22:58] How many- That’s- … booked calls have been the first thing I wanna [00:23:00] know? Oh, one. Right, okay. One booked call, yeah. That was easy. All right. Book- booked call. Right. Um, you haven’t got a two-step part, so you’re only getting- Yeah … booked calls as leads, aren’t you, yeah? I’ll tell you what I was really confused about.
[00:23:16] Yeah. I had… I ran the same ad before and I had, like, 50 booked calls. Yeah. But then even on that same ad with this funnel, I’ve got one, and now I’m a bit like, “Oh, okay.” I know I have got more ads. Have you changed, changed the messaging? Look, the, the only thing that matters- I’ve changed the ads as well … the, the only thing that matters for everyone is how much do I put in, how much do I get back?
[00:23:37] If I put 435 quid in- Mm-hmm … and I get 40 grand back, then we’re winning. Yeah. I don’t care about a click-through rate. We might need to check yours because at the moment there seems to be a disconnect. So let’s just run the numbers. 435 on ad spend. D- I booked one call. Did they show up? Yes. Okay. Right. Did you sell them?
[00:23:59] Uh, we’ve got a [00:24:00] follow-up call booked in. Okay. What’s the offer? Um, a three grand group coaching Okay. So it’s a group coaching, yes? Yeah. So the issue is right now, we’ve spent this, we’ve got one booked call. So your cost per booked call currently is 435 quid. You’ve got 100% shot rate, and a- and you’ve got a 0% conversion rate.
[00:24:22] Biggest issue is, is we don’t have enough data to decide whether this is the right messaging or not. Um, we- So I think I’ve tried to change the messaging to the client that I did convert from my previous ads, and then I’ve tried to make that my ideal client profile. Yeah. So I’ve spent around three grand- Yeah, when you, when you raise…
[00:24:45] This is a good tip for everyone. When you raise your ICP and you target someone that’s much higher level, it’s gonna cost you a lot more to get them. But that’s okay, because this is reality. If Steph had sold this three grand lead, she’d have [00:25:00] 100% conversion rate, she’d have 3K in from her £445… From, from her £400 spent.
[00:25:08] Right? That’s like 8X, obviously without getting too detailed, but it’s, it’s, it’s… It’d be a great return. But the fact is, you haven’t sold one yet, and the problem is you’ve only spent 400 quid. Now, that is not enough info and not enough data. The only data we’ve got to know is that actually, booked call, I would want 150 per booked call really.
[00:25:30] Mm-hmm. So you’re pretty much 3X on the target. Right? So this is what I would look at. This is the, the piece of advice I’d give you on it. Right now you say, “Book your call.” You take them to a calendar link. You’ve only got three days available, first of all. All right? So if I was interested, but I wanna do this Saturday morning, I ain’t coming.
[00:25:53] Scarcity? No. Too scarce. It’s, it’s, it’s no options, right? It’s just like, [00:26:00] okay. Okay. And if I wanna… And if I wanna do this on… So you could do it, do it Tuesday 9:30 or don’t bother. That’s what you’re saying. Do it Wednesday at 11:00 or 11:45. Other than that, I’m busy. To be honest, actually, that’s the problem.
[00:26:14] Because if you open that up, even if, even if you had one more booked call, all of these numbers would look better. Okay. All of them. All of them improve. If you had two booked calls, you’d be perfectly on track for this. You’d have had three people essentially book the call. You might, you might have only seen two of them, right?
[00:26:34] Two out of the three. So you’d have a 66% shot rate, which could be better, and you’d have one deal right now, and you’d be 8X return on investment, and you’d be happy as Larry. So increase the availability, watch that change. Okay. Thank you. Good stuff. Sometimes, team, it’s just a little tweak. Did we see that?
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