In this blogpost I’m going to walk you through a new framework my team and I have developed in the last couple of days as part of a guide that we’ve been releasing. I call this “The Expert At Scale” roadmap and it is a very simple framework that allows you to identify what type of offer you should be releasing. If you’re an expert, a coach, a consultant, an author, a speaker or some type of service provider then this is going to be helpful for you. Because a lot of people make mistakes when it comes to the sequence in which they release offers in their business.
Do you already have an audience in place or not?
Here’s how it works, the first question you should ask yourself is if you already have an audience in place or not. If you’re an influencer and you have a big Instagram account or a big YouTube channel or even if you have a small and engaged YouTube channel or Instagram account or a Facebook group… If you have a community, a small tribe of people who now they can trust you, who look up to you as some type of expert or influencer, then you have the opportunity to launch different types of offers. I’ll talk about that below.
If you have no audience, you need to release a high-ticket offer
If you don’t have an audience right now, then the thing you should be releasing is a high-ticket offer. A high-ticket offer, could be a coaching program, it could also be a done-for-you offer that you sell for at least $2.000 or more. Why do you want to start with a high-ticket offer if you have no audience? Simply to generate good income. Without an audience or with a small audience, you need to have high margins. Because if you don’t have an audience in place, then it’s very hard to create a high transactional volume. And if you release an online course for $80 and you sell 10 of those courses, well you’ve only made $800.
Read More: 5 Best Done For You Sales Funnels
So, if you don’t have a big audience it’s hard to make good money from cheap offers or form low-ticket and mid-ticket offers. Such as books, online courses, monthly subscriptions and things like that. So, a lot of people, early on, make the mistake of bringing out cheap offers such as an e-book or even a physical book or an online course. You shouldn’t do that unless you have a pretty decent and warm audience.
So, if you don’t have an audience right now, if you don’t have a leverage, then you need to focus on high margins and low volume. That the way you can produce high income as an expert. If you have no audience, you need to go and launch a high-ticket right away, because that way you can generate decent income. You can potentially make $10.000 a month. If you have a 2K offer you only need to sell 5 of those offers and you’ve achieved your goal. If you sell an online course for $100, you need to sell 100 of those courses.
How much revenue is your business currently generating?
Now, if you do have an audience, then that’s great, you’ll have a few more options. The next question that you have to ask yourself if you do have an audience is: “How much revenue an I currently generating in my business or across all my businesses?”. So, if you’re in need for cash flow, if you don’t have consistent revenue coming in in your business, then I recommend you do the same thing as if you didn’t have an audience and just right away launch a high-ticket offer. Because having a high-ticket offer is just the easiest way to generate consistent cash flow.
And if you do have an audience that’s great. Because it’s going to be even easier for you than for someone without an audience. You actually have something going for you and it should be pretty easy, with the right process, with the right structure and the right offer, to bootstrap the business at a pretty decent level.
If your business is already generating some revenue and you have an audience, you can do really well by launching an online course
Now, if you are already generating decent revenue, let’s say you have a big audience and you’re already making 10K, 20K per month maybe even more, maybe 7 figures per year. It means you have a lot more leverage and you already have established yourself as an expert. You have a big audience and you don’t really need cash fast. You already have that foundation in place, so there’s no need to generate that foundation of cash flow in your business. Because you already have money coming in. So, in that case, if you’re generating good revenue and you have a decent audience who knows that can trust you, then you can go ahead and launch an online course that’s cheaper, something in between a $100 to $2.000. And you can generate a high transactional volume with that.
You can do really well by launching an online course if you go down that road. There are certain exceptions to this. For example, if you are a really big influencer, you have a huge audience and you’re really good at attracting attention and building your community, but you’re just not good at all at converting people and selling stuff… Well, we’ve had some clients with really big audiences and they weren’t just that good at selling. So, we came in and we helped them launch their online course. We put the whole sales process in place and they did amazingly well with their online course launches. Even though they weren’t generating any revenue before.
During the bootstrapping phase, the goal is to gain proof of concept
This whole expert at scale roadmap it’s not meant to be used as a rigid kind of thing. There’s some flexibility. There are some exceptions to the rules. But it’s a pretty good framework that should allow you to not get lost during the bootstrapping phase of your expert business. Now, the goal during the whole bootstrapping phase of your business is to gain proof of concept. No matter if you’re launching a high-ticket offer or an online course, your goal is to validate that offer.
How do you validate an offer? Well, you enroll enough people, you make a decent amount of money, you’re getting your business to the point where you’re making good revenue and then you’ve proof of concept. You bootstrapped your business, you have that core in place and it’s working. This shouldn’t take much longer than 3 months, bootstrapping takes generally less time than scaling a business. So, the timeframe you should keep in mind is about 3 months.
When it comes to scaling, it’s all about building an ecosystem
And then once you validated your high ticket offer or your online course and you’ve gained proof of concept, you can then transition to the scaling phase of your business. For the scaling phase I would calculate about 12 months. And when it comes to scaling it’s all about building an ecosystem so you can really increase profits and create an indestructible business that’s aiming at converting not just a small percentage of your ideal clients but all of them pretty much without wasting time and money and without leaving customers and clients on the table. I have a separate blogpost about what an ecosystem is, so I’m not going into too much detail about what that is. That’s a whole other topic.
Pinpoint what the next steps are in your business
This is the simple Expert At Scale Roadmap that will show you how to bootstrap and then scale your expert business. And you can simply ask yourself where you are right now on this roadmap. You can pinpoint where you are and then based on this framework you can decide what type of offers you should be releasing and what the next steps are in your business.
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