Work Less, Earn More

You know what your goal is. You know it will take perseverance to get there. Now what?   What strategies can you put in place for when you want to give up? What small wins can you put in your path?   Today we’re going to talk about how to set yourself up for success from the start.   We’ll share strategies to put into place before you even get into the work of the tasks that will lead you to your goal.   When you’re inspired and excited about your goal and in the planning phases is the perfect time to  put these strategies into play, before you get bogged down in the day to day and long before you wonder if you should quit.   I’m joined again by Startup Success coach Gabe Cox. Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. She has so much to share with us on the topic of perseverance.   Listen to the full episode to hear: How to find the why that will keep you going through the last six miles of your marathon Why you need to have a long-term vision, but give yourself smaller goals with more predictable outcomes along the way How to use your vision to craft and support your short-term projects Why smaller goals can help you course correct faster when things aren’t going as planned How to write an action plan that works for you   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Work Less, Earn More Ep 80: How to Persevere and Stick with Your Plans Until You're Successful with Gabe Cox Work Less, Earn More Ep 57: A 7-Figure Course Business...And the Surprising Strategy that Built It with Chandler Bolt

We all know how volatile the economy has been in the last year or so. And it might get much worse before it gets better.   With so much unpredictability, it can be easy to blame our circumstances when we don’t succeed.   But one thing that I know for sure is that we are not victims of our circumstances. I firmly believe that we develop our character, expand our capacity and learn invaluable lessons by working through challenges rather than letting them stop us.   Your business will inevitably encounter a crisis at some point, whether it’s a major market shift, a global pandemic or a personal crisis with your health or family.   Today I'm looking forward to talking to John Meese about what he's discovered about what it takes to build a thriving business in any economy.   John is an economist-turned-entrepreneur on a personal mission to eradicate generational poverty by helping entrepreneurs create thriving businesses which is why he wrote Survive and Thrive: How to Build a Profitable Business in Any Economy (Including This One).   John is CEO of Cowork.Inc, Co-founder of Notable, and host of the Thrive School podcast.   Listen to the full episode to hear: How the economy moves in cycles of stability and crisis, so you can look to the horizon Why having a thriving business is more than just being profitable Why you need to focus on the real people and the real problems you solve for them, not your ideal client avatar Five growth models for your business, and why you only need to focus on one of them The three core products your business needs   Learn more about John: JohnMeese.com Survive and Thrive: How to Build a Profitable Business in Any Economy (Including This One) Connect with John on LinkedIn Thrive School Podcast   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Survive and Thrive Playbook Ray Edwards’ OPEN Buyer Awareness Scale

Results take time.   We know that it takes perseverance to see our ideas and plans through. But when success still seems far off in the distance, or a newer, shinier idea pops into your head, what do you do?   And how do you know when it really is time to throw in the towel?   It’s rare that success happens on day one. Or even on day 50. By day 100 you might be seeing some real progress, but even then you probably won’t have made it to the finish line.   So, what to do when new ideas come? Is the new idea really better or is it a distraction from the hard parts in between the idea and the finish line?   Deciding when to stick it out and when it’s time to move on are questions of perseverance, commitment, and discernment. And it’s exactly what Startup Success coach Gabe Cox specializes in.   Gabe is a marathon runner, author of Mind Over Marathon, success coach, and homeschooling mom. And she knows a thing or two about seeing plans through to completion.   Listen to the full episode to hear: Two types of goals and the challenges they present to perseverance The benefits of perseverance, not just to your business but to your life and personal growth How perseverance and discipline are recurring choices, not immutable traits How knowing your “why” on a deep level helps you stay the course How to get honest with yourself about the real consequences of not persevering   Learn more about Gabe: Red Hot Mindset Instagram: @gabecox_redhotmindset Red Hot Mindset Podcast Red Hot Mindset on YouTube Mind Over Marathon: Overcoming Mental Barriers in the Race of Life   Learn more about Gillian:   Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!

Webinars are an incredible sales tool.   They let you build relationships with your audience and convert lots of sales in a way that is still aligned with you and your values. It doesn’t have to be sleazy or salesy to work.   But you knew all that from last week’s episode. Or if you didn’t, definitely go check that out.   Now that we know how effective webinars can be and the basics of setting up your first or next webinar, we’re going to talk about webinar content.   What exactly should you say in your webinars? What should you teach?   How can you organize the information that you're teaching?   And most importantly, how can you wrap your webinar up with an effective sales pitch that will actually convert a large percentage of your attendees into buyers?   Plus, we’ll cover some tips so you can avoid common beginners’ mistakes and start seeing success from your very first webinar, from how long it should be and how many slides you should have to the importance of rehearsing your presentation and whether or not you should have your camera on.   Listen to the full episode to hear: The four main components of your webinar structure, plus three elements you can add on How to walk your audience through your process or product in a way that builds trust and leaves them wanting more Six components for a successful sales pitch Why your webinar should promise a result that is in alignment with your full offer Why you need to be clear on your goal for your webinar, and four goals you can use webinars to achieve   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!

Webinars consistently convert at a rate of 10 times the rate of email.   What is it that makes them such a powerful sales tool?   You’ve probably been to at least a few yourself, especially in this age of busy-ness and occasional quarantine.   They can be amazing–full of awesome, helpful, free training! Or in the wrong hands, they can be terrible, super-sleazy sales pitches. Maybe you’ve seen some from both ends of that spectrum.   Some business owners have even decided they want nothing to do with them because they’ve been tainted by sleaze.   But there’s no reason to throw the baby out with the bathwater. Just because some people misuse webinars and do them badly doesn’t mean that webinars themselves are corrupt. And they are still incredibly effective sales tools.   Done well, a webinar should be a positive experience for you and your audience. You can share a lot of value and strengthen your relationship with them. When you do get to the sales pitch, it’s a logical and welcome next step for your viewers because they want more of what you’re offering.   In other words, you want to knock their socks off with your free content so that they’re eager to pay you for more!   With the right balance of information, relationship-building and a taste of the paid product–no sleaze!–you can harness webinars to grow your business.   Listen to the full episode to hear: Three key reasons why webinars work Questions to help you clarify your offer so you get the right people in your webinar Six steps to take your webinar from zero to follow-up emails Why you should focus on building your list ahead of a webinar instead of relying on ads   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   Resources: Canva

  As entrepreneurs, we’re in the business of creating value and trading it with others.   Which is to say, the main business of running a business is selling products. That’s how you engage in trade, serve your customers, and earn a livelihood..   But the business of trading–that is, selling–can seem like a mystery. What should we sell? How can we market our products? And at the end of the day, how can we convince people to buy them?   It turns out that making sales is much less about “convincing people to buy” and much more about explaining the benefits of your product and finding a mutually agreeable price. You have to find the point at which the price is equal to, or less than, the customer’s perceived value of the product.   It’s an equation that takes the mystery out of the process, and makes it much less emotionally charged.   So how do you apply it to your business?   This month on the podcast, we’re looking at four different aspects of launching products online, one of the most common ways digital entrepreneurs, like you, sell their goods to the public.   In today’s episode, we’ll be discussing launch math, the science of calculating the potential results of your launch long before you ever run your first ad, send your first email, or even, possibly, create your product.   Listen to the full episode to hear: How launch math helps you set realistic expectations and can even save you from making a major investment of time or money on a product that you haven’t validated How to use launch math to create realistic goals for your launch, separate from expectations The variables you’ll need to know for each launch Conversion coefficients and where those numbers come from   Learn more about Gillian: Join Startup Society (promo code: earnmore) Get on the waitlist for VALIDATE Profit Planning Challenge Get in touch!   The math:   Conversion coefficients: Email sales conversion: 0.1% - 2% (average: 0.5%) Free offers typically convert at 2-10X these rates Webinar showup rate: 30% Webinar conversion: 1% - 20% (average: 5%) Direct sales: 10% - 50%If you’re launching to <1,000 people, then prioritize direct selling over mass-selling tactics.   Equations: [launch list] x 0.02 = webinar registrants [webinar registrants] x 0.30 = webinar attendees   [launch list] x 0.005 = email sales [webinar attendees] x 0.05 = webinar sales [personally engaged leads] x 0.20 = direct sales   [sales] x price = total revenue   [sales] x cost = total cost   [total revenue] - [total costs] = net profits    

  With the events of 2020 behind us, more people than ever before are taking the leap to work for themselves.   There are a lot of potential upsides. A flexible schedule. Freedom of choice in who you work with and what you work on. Security. And of course, no limit on your potential earnings.   But most people are also painfully aware of the challenges of getting started.   Is your personality a good fit for freelance work? What business should you start? Will anyone even want to hire you? And how can you find your first client?   To help you answer those questions and more, today on the podcast I’m bringing you Jay Clouse.   Jay is the founder of Freelancing School and the Unreal Collective, and his speciality is helping people make that transition from creative-stuck-in-a-day-job to freelancer, then from freelancer to CEO.   Listen to the full episode to hear: How Jay’s career evolved from startup cofounder to product management to freelance service provider and beyond A mindset shift around work, employment and compensation that will expand how you think about contract work The relationship of leadership, expectation setting, expertise and pricing Steps for building your freelance portfolio   Learn more about Jay Clouse: JayClouse.com Freelancing School 20% Off! Instagram: @JayClouse Twitter: @JayClouse Creative Elements   Learn more about Gillian: Join Startup Society (promo code: earnmore) Profit Planning Challenge Get in touch!   Resources: Gillian Perkins on YouTube Business Plan Template  

Most of us wouldn’t consider setting out on a trip without a map.   Sure, if you start driving without a map, you might have a fun, interesting experience, but you’re probably not going to be able to get to a specific destination.   If making it to your particular destination is important to you, you start your trip by pulling up Google maps and plugging in that address.   But it is amazing how many people think that they can get to their destination without a map when it comes to starting a business.   They have a general idea of what business they want to start or what product they want to sell, but they don't take the time to come up with a plan for how they're going to build a particular business.   In fact, a lot of people don't even know exactly what they're trying to build.   Building a business without a plan can still potentially be a fun and interesting experience, but it can also potentially be a big waste of time.   Today, I’m going to talk you through exactly how to quickly and easily write a business plan to ensure that you have a solid road map for how you’re going to build your business and where you’re trying to take the company, so you can avoid wasting your time, energy and maybe a whole lot of money along the way.   Listen to the full episode to hear: Six essential sections for your business plan The elements you need to consider for your messaging, marketing, products, and production and delivery How to plan and break down your financial goals, even before you’re made your first sale   Learn more about Gillian: Join Startup Society (promo code: earnmore) Profit Planning Challenge Get in touch!   Resources: Gillian Perkins on YouTube Business Plan Template  

Despite my best intentions, the day-to-day operations of my business don’t always come naturally to me.   Back when I was a solo-preneur, there were days when I was full of ideas and passionate about pursuing them. On those days, daily operations seemed less important than making big, important moves to grow my business.   Then on the days when I wasn’t even feeling very motivated or excited about my big ideas, boring day-to-day tasks were the last thing I wanted to do.   Long story short, the housekeeping just wasn’t getting done.   While I was struggling with balancing the day-to-day with my big ideas, I read Rocket Fuel by Gino Wickman and Mark C Winters. They identify two kinds of leaders: Visionaries and Integrators. Visionaries are the big picture, big ideas people. Integrators are the ones who make sure it actually happens, holding projects and teams together through big projects.   Realizing that I’m wired for the big picture and not so much the daily nitty-gritty also made me realize exactly the kind of person I needed to partner with to move my business forward.   I got lucky and found the perfect person in Cortni Loveridge, and she’s enabled us to do so much. But how do you find the Integrator to your Visionary?   Or if you’re an Integrator, how do you use those skills and find your Visionary partner?   Today’s guest expert is Sarah Noked, certified Online Business Manager (OBM) trainer. Sarah teaches people how to become OBMs, who are essentially Integrators, trained to manage the operations of online businesses remotely.   Sarah will be sharing with us all about how to decide whether you should become an OBM or hire an OBM to work for you.   Listen to the full episode to hear: How to know when and if your business is ready for an OBM Why Virtual Assistant and OBM are not the same role Personality types and traits that make great OBMs What you need to get started as an OBM How to find and hire an OBM for your business, and what you need to do to prepare   Learn more about Sarah Noked: SarahNoked.com Instagram: @sarahnoked Facebook: @sarahnoked   Learn more about Gillian: Join Startup Society (promo code: earnmore) Profit Planning Challenge Get in touch!   Resources: Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business, Gino Wickman and Mark C Winters OBM Starter Kit Standard Operating Procedure Templates  

  This is the story of how I successfully launched a profitable product online.   But this story was preceded by almost 3 years of trying unsuccessfully to launch an online business, and before that, about 7 years of trying to figure out what I even wanted to start.   I was 6 months into my YouTube journey, and my channel had grown to about 15,000 subscribers. I was earning just enough from ad revenue and freelancing that I'd been able to finally quit my day-job. Though, to be honest, we were still barely scraping by and mostly living off of savings.   The time had come to try to launch a digital product to — hopefully! — create a stream of passive income.   The only problem? I'd already tried to launch three digital products, and none of them had been successful.   In Episode 2, I talked about the mistakes I made trying to do a big launch of a project I didn’t know  if people even wanted.   So what did I do differently that finally moved the needle and started generating sales?   Listen to the full episode to hear: Why choosing to offer the workshop at a low price eliminated a key variable, but why it’s a choice to be used strategically and sparingly How using the same format with different topics clarified what people were interested in learning about How those quick and dirty live workshops became valuable assets Why focusing on the process instead of a sales goal can be the mindset shift you need   Learn more about Gillian: Join Startup Society (promo code: earnmore) Profit Planning Challenge Get in touch! Get on the waitlist for VALIDATE