I recently shared how I’d done over £18,500 in sales in September without doing any social media promo and I wanted to go a step further today to walk you through exactly how I did it.
I like to share behind-the-scenes strategy like this because it perfectly demonstrates how good email marketing is at generating revenue when you work limited hours like I do!
How did I sell out my 1-1 spots without marketing them?
Over September and October, I filled a run of 1-1 sprint spots with some clients booking as far ahead as January, without really marketing 1-1 at all.
In Sept, this secured £18,500 in sales and so far, another £7000 in October.
The unusual thing about these sales is that 1-1 is a quiet offer for me. It isn’t on my website, I don’t run ads for it and I don’t post about it much.
What did I do to sell my 1-1 offer through my email list?
👩🏼🏫 I ran a free masterclass in September, which warmed people up and got them hearing from me live on Zoom.
💰 I ran my free call giveaway which was the main route into my 1-1.
🙋 I asked people to fill in a short questionnaire before they got a call, so the calls went to people who were ready and the right fit.
👋 I advertised to my email list I had a set number of 1-1 spots available, so people had a clear, limited thing to say yes to.
🎉 Some of the yeses came from people I’d spoken to months earlier, who had stayed on my list in the meantime and received at least one email per week from me.
💌 I kept nurturing my email list all through September and October with lead generating emails going out at regular intervals.
Why does a warm email list sell your offer without a hard pitch?
My list did the selling. People who had been reading my emails were already warm, so the offer to work with me 1-1 wasn’t a cold pitch.
You don’t need to shout about an offer for it to sell. You need warm people and give them an easy next step to take.
How can you sell your own 1-1 offer to your email list?
Pick one offer and decide how many spots you can take. Keep the number small and real (no fake scarcity).
Give your subscribers a low-pressure way in. That could be a free call, a mini audit, or “reply with the word X”. The aim is to start a conversation.
Email your list about it more than once. Send an announcement, a reminder with a story or result, and a “last chance” email. One email isn’t enough because some of your red hot leads will miss it.
Ask a qualifying question or two before you give them your time, so you’re talking to people who can actually buy.
Don’t write off the not-nows. Keep emailing them, because some will come back months later.
I hope this gets you feeling excited about the power of a warm email list! It’s especially helpful when you don’t have time to create content for socials. Sending 1-2 emails a week is a lot less work than posting multiple times a week.
If you want the exact emails I send to my list to keep them warm and convert them to clients, they are all in my email marketing membership here (try it now for 14 days).
Cheering you on!
Kelly :)
Where can you read more about email marketing for service providers?
My September Business Review: 103 Hours, £18k in Sales.
Email Marketing Case Study: How Leanne Made £22,000 In Three Months.
Get a copy of my Amazon bestseller: Positively Productive - How to build your business without it taking over your life
Get access to the warm up and lead gen emails I used to secure £25,500 in sales in the past 2 months >> Try The Spark membership for 14 days.
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