I’ve spent more than 20 years helping coaches, consultants and experts turn what they know into revenue.
I’ve helped people get clear on what they want to be known for, create offers that sell, build relationships, have sales conversations and turn their expertise into revenue.
I’ve watched clients go from $5K months to $30K. I’ve watched them sell $25K offers, and build multi six-figure businesses around their expertise.
Here’s what I have learned over time about creating revenue.
The platforms change, marketing strategies come and go. We’ve all been pitched a hundred different ways to get clients. But the thing that actually creates sales never changes.
There are a few things I’ve watched work over and over again, no matter what the business, offer or type of entrepreneur.
When you get these right the tactics become much less important.
1. Get KNOWN For Something People Will Pay For.
One of the biggest challenges I see with experienced experts is that they know too much. After years of doing this work, you have more ways to help, more things you could teach, more offers you could create, and a deep understanding of your clients needs.
That depth is incredibly valuable, but it can make your business hard to understand. Put your energy into one offer with a result they want.
You’re not getting rid of everything else you know. You’re giving people a clear reason to come to work with you. Once they’re in your world, they can discover how much more there is.
2. Build The Offer Around What They WANT.
People buy because they want something to change, and the clearer that change is, the easier it is for them to say yes to your offer.
If someone wants more clients, don’t sell them 17 modules about building a business. When they need to turn their expertise into a premium offer, they don’t need to understand your entire methodology before they can say yes.
This is where experience can work against you because you see all the nuance. You know there might be twelve things happening underneath the problem someone brings you. That’s incredibly valuable once you’re working together, but they don’t need to understand all twelve things before they hire you.
Start with what they want. Build the offer around getting them there. Then bring everything you know into helping them get the result.
Sell them what they want, then deliver what they need.
3. Give People Enough Time With You To TRUST Your Work.
A lot of expers are struggling because potential clients aren’t getting enough exposure to their work.
A short post can get someone’s attention, but attention isn’t the same as trust. People need to hear your ideas, see how you approach problems, watch you teach, and have enough contact with your work to think, this person understands what I need.
That used to happen more naturally on social media. Today, organic reach is harder, feeds move faster, and much of the content we’re encouraged to create is designed to win a few seconds of attention.
So the question becomes: where do people go when they want more?
4. Give Your Expertise A Place To LIVE.
Hello Substack.
Your articles, podcast, audio, video, lives and paid content all live in one place, and people who want more can subscribe and stay connected.
You can take years of expertise, ideas, stories, frameworks and content and turn them into a body of work that leads to sales.
That’s a very different marketing model than constantly trying to find the next lead.
The fundamentals haven’t changed.
1. Get known for something people want.
2. Create an offer that solves a real problem.
3. Build trust.
4. Make offers.
That’s what we’re doing inside Substack Inner Circle.
We’re taking the expertise and business you already have and turning it into a publication people want to subscribe to, content they’ll pay to go deeper into, and a community that leads naturally to your offers.
That’s Substack Inner Circle.
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