How I Would Get A Small Business To $84k/Month
Codie Sanchez coaches Tanya, who runs a $350,000-a-year Seattle styling agency, on reaching a million dollars a year by fixing her ideal client, offers, pricing and referrals, then checks results after 30 days.
The gist
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Sanchez has Tanya contrast her worst clients (under $150,000 income, $1,000 to $2,000 trips) with C-level executives spending $7,000 to $20,000, then target executives only.
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She suggests a three-tier offer stack (basic, executive, C-suite) with recurring visits; afterward Tanya says only 10% of clients choose the one-time offer.
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Sanchez says an 80% close rate means prices are too low, and recommends wallet share pricing that avoids falling below 20% of customer category spend.
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She advises 30 to 60 minutes of daily calls to current and past customers pitching upgrades; Tanya reports September sales 52% above the June to August average.
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Sanchez recommends a laminated in-home checklist for asking referrals and skipping ads, estimating these changes could reach $700,000 to $950,000 in yearly revenue.
Codie, This Week in Startups, Riley and TBPN agree on 27 things
See what they all use, in their own words. Paid ads are left out.
See what they all swear by Or pick your own peopleAlso mentioned
1:20
12 Profit Levers
· "The system we use in Boardroom is called the 12 profit levers. We're going to talk about pricing. We're..."
3:17
Anti-Sell
· "Let's talk about an anti-sell really quick. This is actually telling people you are not welcome here... I..."
11:05
Offer Stack
· "She has what's called an endless scroll. This is no bueno. If I was her, I'd flip it and instead of having..."
14:45
Wallet Share-Based Pricing
· "This is called market-based pricing. But you're not going to do that. Instead, you're going to look at..."
15:55
Ascension Ladder
· "We haven't even talked about what's called an ascension ladder. There should be a natural progression from..."
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