The Fierce Business Babe Podcast Ep 70: Mapping Out Your 2020 Sales Calendar

In today’s episode we are going to cover how to map out your 2020 sales calendar. We will talk about what I’m supposed to sell, when I’m supposed to sell, how often to sell and so much more. We will also go into your Q1 launches and answer some of your specific questions.

Mapping Out Your 2020 Sales Calendar Like A Queen!

By Melissa Lin

I know how overwhelming it can be looking into 2020 and wondering what to sell, when am I supposed to sell it, how am I supposed to sell it, and how often am I supposed to sell it? I am going to help break it down for you so that it can feel a little easier and 2020 can be huge for you.

First, here is a little bit of my background; I went to school for engineering and was a chemical engineer in the business world for about five or six years. While I was working my 9-5 I was running an online fitness business on the side. Then I left my nearly six figure job to go full time into fitness coaching. Then a little later I transitioned to business coaching. For my coaching business, 2018 was year one and I made six figures. 2019 was a multi-six figure year and in 2020 it will be seven figures. So you can see how quickly you can shift and how quickly it can happen, especially if you find those people that can help you get there faster.

You don't need to overcomplicate to reach seven figures in your business.

Yes, you need a pretty massive product suite and a pretty decent size engaged audience. However, to reach your $5k months or $10K months, you don't need too many things in your product suite. This is where people get things a little backwards. In the business world, when I was starting, my first $5K month was from one program, private coaching. My first $10K month was still from private coaching. I didn't expand into group coaching until I had already hit $10K months consistently..

The first thing you want to start to think about is your product suite.

We definitely want to map out your current product suite so you know exactly what you have to sell. So what's in your product suite right now? (If you don't know what I mean by product suite, it’s basically your list of all your offers that you have.) For example, in my product suite, we have private coaching, my mastermind, my six month group coaching/one-on-one mastermind, my Academy, sell like a sales queen, five figure lunch, caption capsule and hot leads machine.

Then put your big launches on the calendar.

Put your big launches on the calendar first and then start to add other things in because there's always up-sells and down-sells to everything. Then think about what else you have that you want to put onto your calendar. The things you know you're going to be launching. For example, if you have a group coaching program that is three months long, maybe you launch it four times a year. You know that's going to happen four times a year, so let's put that on your calendar first. Then we can start to fill in the blanks with different products.

Then you want to start to think about, what's going to go in between?

Think about what would be a good up-sell and down-sell to your big launches. In my business, for example, we're launching the mastermind right now, it will be closing in just a few weeks and after that we're going to down-sell into something that some of the people that weren't ready for the mastermind need.

You have people in your audience that are in need of everything in your product suite. Focus on your big launches first, instead of focusing on 10 different things at once. You could fill your private coaching spots in January, maybe a few more in February and then start to think about what's next?

Now you get to think about, what are the spots? How many spots do I want to fill? What price point do I want to put this at?

So for those of you that are wanting to hit $100K this year, you would break that down into how much you’d need to make each month and look at, realistically, what that means for you. How many spots do you need to fill? What price point are you going to fill this at?

For example, if you've got private coaching, and if your private coaching is $2,000 and you want to hit $10K months, you need five clients this month to hit your goal. You've got it! Maybe next month you've got your group coaching coming out and then a few months from now, maybe you set up your first course.

Let's now talk about how to lay out your Q1

So let's say that you have a few things going on in Q1 (January, February, March.) List out all the offerings you are going to make in these 3 months. Then I want you to start to think about how long you want to have each one open for and how many spots you want to fill. Decide if you need to hop on sales calls. If you're doing sales calls, that means you most likely need a little bit of a longer launch. Remember, it gets to be simple. It gets to be fun. This is your business, you get to create whatever you want to create.

Think about what's the big thing you're going to sell, the thing that you know you're going to do. Think about those people who maybe didn't opt in to your program and why. Let's say you're launching a group program right now, think about what a down-sell could be. Typically group coaching programs are high ticket, so I'd recommend a down-sell to those who just weren't ready to invest fully.

Next, let’s talk about your customer journey.

We all get to create a customer journey for our clients and I'm going to go through mine so you can get a good example. My customer journey for my girls, when they come to me, is starting out in a course.

The next part of my customer journey starts once they've invested a tiny bit, they're ready to really get rocking and rolling in their business and they're ready for a group coaching program. They're ready to really start to actually build, grow and scale their business. That's when I offer my Academy and once they hit that, I then have my mastermind ready for them.

I have a whole customer journey for when they're ready to move to the next step. We build a customer journey so that we can hit multiple 6 figure and 7 figure years, consistently. You don't want people to come and do your group coaching program and then have nothing else to do down the road. You want to give them opportunity for growth to continue to grow with you.

Alright ladies, get out there, plan out your year and start to build those customer journeys. Any questions you might have, thoughts, takeaways, all of the goodies that you want to send my way. I'm always going to be your biggest cheerleader, so thank you for taking time out of your day to hang with me. Truly means the world to me.

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Times to check out:

(5:27) Define your income for 2020

(7:10) A little about me

(9:30) How many products do I need to reach 100K this year

(10:37) My product suite

(13:58) What does a 6 figure launch mean?

(16:30) An example of upsells and downsells using my launch calendar

(19:12) Filling your private coaching throughout the year and how

(20:14) Pricing and how much you have to sell to meet your goal

(24:30) Launching depends on what you are launching

GET IN TOUCH WITH MELISSA:

Hot Leads Machine (new course):

https://www.themelissalin.com/hotleadsmachine

Are you ready to take your online coaching business to the NEXT level? Have you been wanting to start coaching, finally start making a full time income doing what you love? The Fierce Business Academy might be the right fit for you! Head to the link below for more details and to hop on the waitlist!

The Fierce Business Academy:

https://www.themelissalin.com/academy

The Caption Capsule

https://www.themelissalin.com/caption-capsule

Promo Code: PODCAST to save $$$ on The Caption Capsule!

Sell Like A Sales Queen Crash Course:

https://themelissalin.lpages.co/sell-like-a-sales-queen/

Five Figure Launch:

https://themelissalin.lpages.co/five-figure-launch

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