My Case Study

When my first group coaching program called ‘BAM Academy’ was launched (now called ‘Selling Like a Nerd’), I was able to get over 55 paying members for a 6-figure launch. I want to share with you the top places where those 55 members came from because I believe in not reinventing the wheel. If something’s working you just keep doing it.

My buyers typically come from the same places, and the same is true for you. It’s supremely important for you to identify where your buyers come from, so you can rinse and repeat for continued results.

Numbers breakdown of the ‘BAM Academy’ Launch:

• Invested $14,000 in the launch
• 90 days between conception and completion of the launch
• 55 paying members
• $120,000 in revenue

Where did these 55 paying members come from? I’m a work smarter, not harder marketing coach, I believe very strongly in focusing intently on highest potential buyers during your launch. Of course I wanted to connect with any potential buyer until I got a decision, but there were three main groups of people where my buyers came from. So with how busy I am, these are the places I needed to put my focus.

3 Main Sources of Buyers:

1st Place: Previous Buyers

Before launch, I already had people who purchased from me before whether it was coaching services, the $47 upsell in my tele-summit or services from my VA company. This gave me a list of hundreds of people who I knew I could tap into. And this is key because if people buy from you once, they’re more likely to buy from you again. I invested a lot of time and energy with these prospects during my launch.

Results here were 15 repeat buyers who purchased again during the launch.

Lesson Learned: When you’re doing a launch, activate those potential buyers with entry level offers first. Create and sell a low cost offer first that will sell well, so you can generate a list of buyers who will invest in higher priced offers.

2nd Place: New Client Referrals

I went into this launch without any affiliates, which would push me to take massive action on my own. My expectations were exceeded when 10 of my buyers came from client referrals.

When someone joined the program, I asked them if they wanted to be an affiliate. I gave everyone who said “yes” swipe copy and graphics to use. These affiliates really delivered because they were inspired to bring in others. I used contests where the next person who made a sale would win a prize. But this wasn’t even necessary as they were giving me their support mainly because they believed in me.

Lesson Learned: Create a superb experience with your tribe from day 1. The moment someone comes into your network treat them like gold.

3rd Place: My Own Facebook Group

It’s great to create a tight tribe with your Facebook group, but another benefit is that 90% of my buyers across all my campaigns come from my Facebook group. This is because people can engage with you and get to know the real you there. Of the 55 people who joined my program, 47 of them had engaged with me in the Facebook group beforehand.

Lesson Learned: When you can create the “know, like and trust factor,” selling can become so seamless that you don’t even have to get on the phone. Don’t just build a list, create a community instead.

Imagine if you were able to tap into these three places, and if you tapped into the highest potential buyers, how would that change your business? How much more seamless would it feel to make money because you know exactly where to go to find prospects? How much more of an impact would that make if you were able to tap into those places and get significantly more clients?

TODAY’S ACTION STEP:

• Identify the top three places your buyers are currently coming from. And please share it with us.

I’d love to see what’s working for you, and I can’t wait to see where this takes you.