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[00:00:00] Viv: Before we dive into today’s episode, I wanted to let you know about the $8,000 worth of free resources that you can get your hands on for free for a limited time. Now, this is part of the skyrocket, your biz giveaway, and it’s for business owners, just like you, who are ambitious about accelerating the growth of.

[00:00:22] Viv: Now you can sign up@skyrocketyourbizgiveawaydotcomforwardslashbevthatskyrocketsyourbizgiveaway.com forward slash Bev. And of course, I’ll pop that link below in the show notes. So go on over and grab your bundle with over $8,000. Right now, today is the first of my lead accelerator series. Episodes are going to be shorter episodes to really help you hone in and dive into generating more leads within your business.

[00:00:54] Viv: Now this week on the podcast, I’m talking all about reverse engineering, your. To help you get super strategic with the tusks and the tactics that you’re focusing on in your business every single day, week and month. Okay. Now, in this episode today, I’m going to be covering how to figure out how many new leads do you need to be bringing into your business each and every month.

[00:01:18] Viv: And by that, I mean, people into your. How many sales calls and conversations you need to have per month to hit your revenue goals and what to do with the information you have when it comes to planning your lead generation and marketing activities and what to focus on every single week.

[00:01:39] Viv: You’re listening to mark two without social media. With me, they’ve guide the podcast for people who want more clarity, connections, and cash in that business. I’ll be sharing with you proven techniques for leading entrepreneurs and experts from across the globe to help you to market without social [00:02:00] media, to grow your business.

[00:02:02] Viv: At till we feels good.

[00:02:13] Viv: If you want to grow your business, the first thing we’re going to have to do guys is talk maths. Yes. That’s mathematics. Oh, I though you might be rolling your eyes thinking I hated maths at school. However, maths and numbers do play a really important part in our business. Especially when it comes to thinking about our lead generation, how do we approach our business, our lead generation and our goal setting strategically?

[00:02:42] Viv: Well, we start with the numbers. So. Reverse engineering is a really great way to help you to figure out where to focus your energy in your business. And yet, most people I speak with don’t know how to do this, or just don’t do this. So they don’t know how many people they really need to be getting in to the email list, to their funnel, to their communities, how much they need to be growing their audience by each and every week.

[00:03:12] Viv: So this. On the podcast, I’m talking to you all about this reverse engineering. Okay. And how to get really strategic with the tasks and tactics that you’re focusing on in your business. Yes. That’s tap tasks and tactics. That’s like a tongue twister, tusks and tactics that you go into before. So, this is part of what I’ve decided to call the lead accelerator series.

[00:03:39] Viv: Um, and I really wanted to do this cause I thought let’s just do some short episodes to, to really. Dive in on, on each episode, two specifics around lead generation and accelerating those leads within your business. So there is a workbook that accompanies today’s episode, which I’m linking for you in the [00:04:00] show notes.

[00:04:00] Viv: So head down and click on that link because it’s going to be really useful as we walk through this. So let’s just start okay. At the very top. What amount of money do you want to make in the year? And I’m going to use some examples on this because, and I’m using round numbers, big numbers, because it’s going to be easier for the math example here.

[00:04:26] Viv: If I use sort of bigger round numbers. So I’m going to just take, let’s say you want to make a hundred K. In a year, that’s a hundred K. Okay. Nice big round number. Let’s say that you sell your services for 2000. Dollars pounds, whatever currency you’re in, um, a pop. So that’s what it costs for someone to buy your services.

[00:04:51] Viv: 2000 pounds one-to-one coaching, whatever it might be. Web design. Let’s just take that as eight number. That means that you need to sell 50 of those in here. How did I get that number? I divided two, uh, 2000, uh, into a hundred K. Okay. And that gave me this bigger of 50. Okay. So, what aren’t you to do with your workbook is first and foremost, figure out how many you need to sell.

[00:05:21] Viv: How many units do you need to sell in a year? Okay. The first thing I want you to check is that, can you actually deliver this number of units or to this many people in a year? Okay. Two 50 clients in it. And I want to think about your working week. How many hours do you actually want to be working? Not how many willing to work now until you grow your business to a certain point.

[00:05:44] Viv: How many hours do you actually want to work now? For me, it’s 20 hours a week. Okay. So I know I have a maximum of 10 client hours in a week because I want you to spend 50% of your week maximum on client facing active. [00:06:00] Y, because if you spend more on this eight, you’re going to burn out a, B, you got to stop working on your business and on your marketing.

[00:06:08] Viv: And this leads to peaks and troughs, feast, and famine when it comes to your revenue. So we want to avoid that and we want to create a balanced structure within our business from the word go. So sense check. Is that number realistic? If not, what does it tell you? It needs, it tells you eight. You either need to reduce your expectations or your goal for what you want to make in a year or B you need to up the prices of your services.

[00:06:38] Viv: Okay. So that two of the first, uh, first options for you as a, as an immediate kind of way to, to solve that. So we’ve got our number. Let’s say 50 work for you. Okay. Absolutely fine. Now the next stage is to assume, is to figure out what your conversion rate of the conversations you’re having with people is.

[00:07:03] Viv: Okay. So let’s assume. And that’s when I say that the conversations with. You just selling through messenger, like private messenger DMS, or whether you’re actually hopping on calls with people and having like zoom conversations and chat sales calls. Okay. Let’s assume that we’re working on a conversion rate of wanting three.

[00:07:23] Viv: So for every conversation, three conversations, you have your selling to one of those people you’re closing a sale. Okay. So. Every three people. One of those is converting it’s around a third 33%. So that means, okay, what does that mean in terms of how many conversations do we need to be having, which we want 50 people in a year.

[00:07:45] Viv: I want you to multiply that by three that’s 150 sales conversations per year that you need to be helping. Okay. Again could be on. Direct messenger, depending what you do, zoom calls. Okay. But generally for selling services of 2000 [00:08:00] parents, we want to be doing that. Through conversations. Okay. Uh, that’s how we convert conversations.

[00:08:08] Viv: So let’s now take that big number of 150 and divide it by 12, the number of months in eight year. Now, if you say, well, I only work nine months a year divided by nine. If you know that you take the whole. Two months off at summer month off at Christmas gain, you know, you don’t work. So there will be no calls.

[00:08:26] Viv: You need to divide that number by the number of months that you work in a year, but after it by 12, again, just ease. So that equates to all 12.5 conversations per month. So I’m going to round that up to 13, 13 conversations per month. So that is 13 conversations per month to close and to sell to for Columbia.

[00:08:52] Viv: Okay. 13 conversations to sell to for clients. If you have a conversion rate of one in three, okay. You got that. You with me. So what I want you to do again, grab that workbook, fill that in for yourself. Okay. You can use that number if that works for you, but what is the number that you’re working on? Okay.

[00:09:15] Viv: Step number three. How many new leads do we need coming into our pipeline or funnel? So how many people coming into the top coming into our world? Do we need each and every month? So these are strangers who didn’t know about it as how many of these people are we going to get into our world each month?

[00:09:35] Viv: And by that, I mean, how many going to. Click on an eye on your opt, in your freebie and sign up to your email list, join your social media community, wherever you want to nurture those people. And as you know, I always, always always advocate for grow your email list first and foremost. So how many leads? So let’s work on the industry standard that says 3% of [00:10:00] people coming into to your world are ready to buy.

[00:10:04] Viv: Right? 3% ready right now. Okay. Um, What does that actually mean? In terms of leads per month, leads people clicking on your lead magnet, joining your email list per month, and I’m going, you know, 3% as worst case scenario here. It varies. You might have specifics and you might know the metrics for your own business, but I’m going on an industry standard here.

[00:10:30] Viv: So we need 12 and a half conversations. Are people having conversations with us per month? So we rounded up to 30. So let’s divide that figure by three. Okay. That gives us 12 and a half divided by three equals 4.16. Okay. 4.16. Okay. Times 100, 100%. That means we need 416 leads per month. 416 new people coming into your world each month.

[00:11:03] Viv: So the 12.5 was the number of conversations I need per month divided by three, 3%. Okay. That gave me my basic rate, uh, times that by 100, 100%. Okay. Which told me that I need 416 leads per. Now you might be sat there going, oh my goodness, me, how am I going to get 416 leads per month? Now, as I said, I’m going to worst case scenario here.

[00:11:34] Viv: Okay. Depending on how much you sell your services for so on and so forth, this figure could vary. You could have a different conversion rate. You close up 50%. So of the sales calls conversations that you have, maybe your close rate is 50%. So that will change that number. But realistically, we’re looking at quite a high number because that was 50 people in a [00:12:00] year.

[00:12:01] Viv: So there’s a few questions I want you to ask yourself now, the first is, does that bigger seem realistic? Does it. Can you see yourself getting 416 leads per month? Okay. The next thing is, can you see how you going to achieve that? Have you got a plan? Okay. Where will you find those leads? Every month?

[00:12:23] Viv: Because this has to be a repeatable process. We want to create something with our lead generation. System that brings new leads into your funnel every single month and then converts those into prospects. And there are ways to automate that so that we get more people clicking through our lead magnet, who we invite to calls, to conversations.

[00:12:46] Viv: And that’s something we really want to automate that part of our funnel as much as possible, but we have to find these people. We have to decide how we’re going to, to find these people. Okay. So the first thing to think about is where are. Where are they? Okay. Um, when it comes to lead generation, there are three ways to grow our audience.

[00:13:07] Viv: Just three, you can buy your audience. So this is things like Facebook ads, Google ads, Pinterest ads, Instagram, and so on. And so. So you can buy your audience, you can borrow your audience. So who else already has an audience or community of your ideal clients already? And then finally we can build. Our own audience, our own community.

[00:13:35] Viv: Okay. And we can do that through things like search engine optimization. Obviously, if you’re on social media and you’ve been creating social media communities, you can build your audience and your community that way. So those are the key three ways bought borrowed and. Now buying an audience is not something I’m going to focus on hugely on this show and in this series.

[00:13:57] Viv: But what I am going to touch on it in one of the [00:14:00] episodes and do an episode solely devoted to abort audience, because bore audiences are something people will often, uh, turn to when they have grown their business to a certain point. So I would say when you’re turning over a 5,000. A month in revenue, $5,000 to 5,000 pounds per month, minimum in revenue so that you can then invest in pay dots.

[00:14:28] Viv: If that’s a route that you want to go down, but I’m also going to talk about borrowed and built audiences and how you can really utilize those to grow your audience every single month so that you can get the number of leads you need in each. Okay. And I’ll walk you through each of those. Now, the thing that I really want you to focus on now is thinking about doubling down on what we go through over this series to see the results.

[00:14:57] Viv: There are lots of different options I’m going to talk about, and it’s about finding what is right for you. And right now, instead of focusing on that big number of leads that you need every month, I really want you to focus on the process at this stage rather than the. And I know you’re going to say, but you’ve just done numbers.

[00:15:15] Viv: You’ve just amassed. Absolutely. Because I want you to realize how fundamental unimportant, uh, lead generation and bringing new people in every month is, and how I see my business as coach and mentor that it’s the thing that is most neglected because people find it hard. They go, you know, the big thing is I just don’t know how to find my audience.

[00:15:35] Viv: I don’t know where they are. So because we don’t like it and it’s uncomfortable. We avoid. The Cape, but the reality is, as we’ve seen from these numbers, it’s not something we can avoid if we want to grow our businesses. Okay. So I really want you to start thinking about the process at this stage, building a repeatable process as we go through and testing what feels good, what works for you?

[00:15:58] Viv: So these are going to be the big [00:16:00] parts that we look at in this, um, series that we are working on. So. What are we going to focus on over the next few weeks, we are going to be focusing on the three BS of lead generation. Then we’re going to break those down into individual episodes. So we’re going to have a built a borrowed and a bought episode.

[00:16:24] Viv: We’re also going to dive into those in more detail. So there is going to be. An episode dedicated to networking, there is going to be an episode dedicated to business bundles and summits. Okay. And I’m going to share with you what happened, uh, in, in 30 days, uh, with my own bond or contributions. And I’m going to talk to you more about what bundles are.

[00:16:46] Viv: If you suck, they go, what is a bundle? Okay. Um, and these are like collaborations, but I’m going to talk more about that and sh and share my exact results of what happened when I contributed to bonds. And the month of March, 2022. And it’s a strategy I’ve done before, but I’ve really doubled down on this.

[00:17:03] Viv: And I wanted to share the results with you in terms of lead generation and audience growth for my own business. I hope you’ve enjoyed this episode. This was a toughie. Okay. Definitely a toughie today in terms of numbers, but grab the workbook link from the show notes, and hopefully you’ll be able to work along a really get a picture of what the numbers are.

[00:17:27] Viv: So as we go through the next few weeks, you can join. Fill in the relevant sections of the workbook as we go, and I’ll be dropping those pages in each week. So thank you so, so much for listening and have a good one and I’ll catch you next time. So there you have it folks. I hope you’ve enjoyed this episode of marketing without social media today, and feel inspired to take action in your business, whatever that looks like for you and as always, thank you.

[00:17:58] Viv: Thank you. Thank [00:18:00] you for tuning into another episode of this podcast. And if you haven’t done so already, please do subscribe to the podcast. So you don’t miss an episode, speak to you soon. .