5 Places to Look for Revenue Before Chasing New Leads

The first opportunity came from a woman who said that she would build an alumni offer this exact week.

She has a signature program.

People have gone through it, of course.

She's got them results, and once they finished, she had nothing else to offer them.

They were her best buyers, and she had no next step to keep them in her world.

So she shared, "If I couldn't get a new lead in the next 90 days, I would stop overlooking the people who have already trusted me, paid me, and gotten results.

I would create something for them." So this is one of the most underused revenue levers that I see in business at this stage.

You've been in business for years.

You have past customers, and you're likely neglecting them.

Your past buyers are your warmest audience.

They're already, uh, have that trust for you, and they already have pulled out their credit card once.

And creating an opportunity to expand your relationship with them, it just might be the best next move.

It doesn't have to be complicated either, and this part's important.

Think about what your alumni would want next after the transformation that your signature offer gave them, and what's the natural progression? Again, keep it simple.

What's the deeper version of the problem that you helped them solve? So you can absolutely pull from material that you've already created.

I encourage you to do so.

The lift is low when you've got existing content to work with.

But package it around the next step problem, adding some fresh, new, like, live coaching or some kinda component like that, and make sure it's positioned as the natural progression from what they already did with you.

So keep the scope just really tight, price it accordingly, and email it to that list.

Let's think about the math for a second.

According to Marketing Metrics, you've got a 60 to 70% chance of selling something to an existing customer.

That's a lot.

The probability of selling to a brand-new prospect, it drops to somewhere between 5 [laughs] and 20%, and 20%'s probably generous.

That's the difference between someone who already trusts you and someone that you've got to convince from zero.

If you don't have a clear next step for people who've already bought from you, that's the first place to look.