Blog — meghanlamle.com

The biggest lesson I’ve learned in business and launching is that fear will hold us back. If you don’t acknowledge that fear, you’re going to keep heading in the wrong direction. 

My Scale to $5k launch was amazing, but it definitely showed me the right direction I need to go with my courses in the future. Let’s go over the numbers, as well as what worked and what didn’t before I jump into what’s coming next (hint: those of you wanting more buyer psychology and to grow your business to consistent $5k months are about to get even better offers coming your way).

Here’s a recap for you:

The Numbers

After the launch of Scale to $5k, my take home cash was a little over $7k. Here’s the thing with passive products that people don’t realize: Yes, that is my cash, but we have to factor in the business overhead, which is around $8-12k every month for me. Between coaching, my team, graphic designer, and a Pinterest coach, there are a lot of moving parts inside of my business that make up my monthly expenses. 

Conversion Events 

The first freebie I did as a part of my conversion event was the Signature Sales Script. I had that freebie live for 10-12 days and I had 334 opt-ins with a 37% conversion rate. I picked this topic for a freebie because it answered an important question: “What information do I want them to come to the table with before we go into Scale to $5k?” I wanted them to know that scripts can help them grow their business, and this led nicely into the overall outcome they wanted out of Scale to $5k.

I dropped this freebie into every Facebook group I could think of, which was super important for getting the number of opt-ins I had. You want to make sure each time you post about your freebie or an offer, it’s written for that community specifically and those are groups you’ve been active in – posting, going Live, commenting, and sharing before. 

My goal has always been to build a business that is sustainable and creates an impact. Having conversations and building your network in groups like this is so important in order to make that happen. 

After they opted in, I redirected them to my Facebook group and Pinterest with my second email in the sequence. Then, they got an authority building freebie with two additional videos on FAQs of sales calls and a live sales call with a client of mine. The freebie and the free lessons built my email list up to 600 people. 

Giving an actual piece of the program for free was the second part of this. A free lesson through the endowment effect creates ownership. I had 160 people join in a two-hour period. I ended up closing at 19 women, and 7 of them joined on the last day. 

What Worked in the Launch

  1. Teasing the offer. I had countdowns and I talked about it over and over. My content on all fronts supported it and called out a lot of the pain points this program was going to address.
  2. The freebie and free lesson grew my email list so fast – over 600 people! And I gained over 1000 new followers on Instagram.
  3. I extended my cart through the weekend, but I released an objection handling piece that so many people related to and needed. 
  4. I kept a strong lead tracker and directly asked people who viewed the sales page why they hadn’t bought yet. I didn’t beat around the bush. 
  5. This was one of those defining launches where I began to be recognized by my peers. To have people you admire turn your faces to me and say “you’re the sales expert.”

What Didn’t Work 

  1. Not promoting my waitlist or creating a strong waitlist strategy. This is super important because it creates exclusivity and a pool of leads to pull from. 
  2. Opening my cart on Wednesday vs. Monday. I should have opened it on a Monday, especially since I’m not as active on social media on the weekends. 
  3. I had to learn how to build a launch and hand it off to my Online Business Manager to execute it. This is something I continue to learn how to build things to hand them off and still have them done to the standard that I want.
  4. The name of this program hindered a lot of people who wanted this information.

The Future of Scale to $5k

Scale to $5k is something I’ve been building since October of 2019. It was built from the demand to know how I grew to consistent $5k months in my first 90 days and a 6-figure business in less than a year. 

Buyer’s psychology and sales psychology are both a huge part of your business and I saw that gap in the market, but I was scared to separate them into two different programs. Really this was doing them a disservice because they’re both such in-depth topics on their own.

That said, the buyer’s psychology portion will become its own course that will be released in September 2020 and will go super deep into this topic alone. This will even go into consumer behavior and other aspects of this. 

Scale to $5k will finally become the program it was meant to be: An A-Z guide on how to become a coach and hit a consistent $5k month, scale your services, and how the heck you actually run a coaching business. Mark your calendars, August 3rd. She is coming back 

There’s so much in the online business world about how to sign clients, build an offer, how to market your services, etc. but no one teaches you how to actually coach someone – handling clients who don’t want it as bad as you, how to push them and pull back and when you need to, the actual COACHING side of coaching. 

Stay tuned for the launch details on both of these programs! 

What questions do you have about launching for me? What has your launching experience been like?

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So you’ve tried the DM strategies, the waitlists, and the free sales calls… but nothing seems to be clicking when it comes to signing clients with ease. (Isn’t that what all those methods claim to do?).

In this blog, you will learn how utilizing empowerment and human nature can make conversions effortless. (no, really!)

Let’s face it, every time a DM hits your inbox, you start sweating.

You’re not the only one, and you no longer have to feel this way.

You get nervous because you know this could lead to a potential sale, but also, you’ll have to work to get it to that point – and it’s HARD (when you don’t have the right tools).

🔑 The key to a smooth sales process is digging deeper into psychology.

When you know how and why a person buys, you’re able to make the experience empowering for them (and easy for you).

Now, how do you learn how and why someone buys? 

I’ll tell you right now – it’s not a one and done process.

Every person has a different style, method, and mentality when it comes to investing and making purchases. No two people are alike. (That’s why those scripts don’t work!)

To learn the reasoning behind your ICA’s potential purchase, you’ll need to evaluate them, do your research, and of course – ask them questions.

When you’re able to get to know someone and touch on key needs and desires that are important to them, it becomes more than ‘just’ a client, it becomes a relationship – they trust that you have their best interest in mind. And that? That leads to easy sales.

What happens when you feel empowered?

When a coach or someone you look up to connects with you, takes the time to find out what you’re working towards, and gives you the next steps you need to take? You’re more likely to become loyal to that person, buy from them, and see results because you’re committed,

That’s what you want from your ICAs.

It’s time we say goodbye to scripted, surface level sales.

💰In my course, Buyer Psychology,

I teach you how to make sales easy again with empowerment, human nature, and psychological principles – Check it out below

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Meghan Lamle Sales Expert

Did you know that there are 4 different buyer types throughout your audience? Yes, each person you are trying to sell to has a specific way of buying that’s unique to them – and not knowing this could be the reason you’re struggling to sign clients. Let’s dive into what these 4 buyer types are and how knowing more about them can help you sign more clients, easily.

Debbie: The Leader of the Pack

The first of the 4 buyer types is Debbie. I call her the leader of the pack.

She’s headstrong and first to take action in all scenarios.

Debbie’s working style can be described as quick, efficient, but also sometimes missing details (because she’s focused on getting so much done!).

Because Debbies are always ready to move forward in business, they often focus on the transformation they’ll receive from their investment. They want to be able to envision that new life ahead of them!

When you’re selling to a Debbie, talking about the transformation is key.

Allie: The Detailed One

The second of the 4 buyer types is Allie. She’s an organized & detailed workhorse.

She’s infamous for filling out long detailed spreadsheets and letting you know when there’s a typo.

Allie is the one that will help you map out every next step you need to take (with checkboxes, status points, and communication outlines).

Because Allies are so detail-oriented, they always want to know about the features and inclusions in what they’re investing in.

When you’re selling to an Allie, focus on the features and details of your offer.

Emma: The Mom Friend

The third of the 4 buyer types is Emma. She’s the mom friend of her group and always has been. She has a sixth-sense for inauthentic selling and won’t be swayed to purchase something she doesn’t feel aligned with.

Emma is the one that trusts her gut and follows her intuition when it comes to investing.

Because Emmas are focused on relationship-building and feeling in tune, she’ll want to know you and the investment closely before investing.

When you’re selling to an Emma, focus on the feelings the investment will give.

Cassie: The Connection Queen

The last of the 4 buyer types is Cassie. She’s the friend that always has the group chat flowing. She is loyal and committed to her community and will be the first to share the group with others.

Cassie is a people-person and loves sharing experiences with others that are in the same boat as her.

Because Cassies are focused on community and connecting with others, they want to make sure they are investing in something where they can share the experience with peers.

When you’re selling to an Cassie, focus on the community and other members she’ll have access to.


Now, Nobody has ‘I’m an Allie Buyer Type’ stamped on their forehead. So how do you discover which buyer type a person is and how you can sign clients easier using that information?

You dig. Selling is a process that requires time, relationship-building, and lots of back-and-forth conversations. When you take the time to connect with a lead and see what really matters to them, you can sell to them in a way that makes them feel empowered. Not just a scripted DM.

So, If you’re ready to go deeper into buyer types and how to use psychological principles to sign more clients, my course Buyer Psychology 2.0 is for you. 

You can find more of the information I teach on Buyer Types and Psychology over on Instagram.

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Let’s say it out loud – no one enjoys seeking people who don’t want to buy whatever you are offering, which is why no one wants to do lead generation. So 99% of the google searches about Instagram focus on three things: 1. Going viral , 2. Getting more followers, 3. Going viral to get more followers. This idea that more people = more opportunities for someone to buy is why lead generation feels like a numbers game 

What actually is the numbers game

Scarcity – the mindset that keeps you broke + keeps you in the numbers game. At your core, you believe that you could truly run out of people who can buy your products and want to. There are currently over 1.3 Billion people on instagram. It’s not a matter of running out of people, it’s the idea that you are reaching enough people in time. Insert going viral + more followers. You have seen it; I have seen it – someone goes viral and then bomb they are selling their items like the next hottest trend. 

What to actually focus on in your lead generation process

Before you craft the next reel to go viral, you want to focus on the three core pieces of lead generation: 

1. Clear ICA + Identifiers
2. Messaging that when you find the lead the tune in
3. Sales process that builds trust + get more clients saying yes

Clear Ideal Client

Speaking to everyone is speaking to no one. That more is better with the ideal client is actually what keeps more people broke. This is where someone gets stuck in the lead process, instead of finding viable leads. – you are looking at how to fit everyone in the box. 

To me, that is overwhelming. It’s like when you buy a new car, you notice you own a car everywhere. By being aware that it is your car because now you have to look for it in the parking lot, you can see it more. 

This is the same when you are clear and specific in your Idea Client. 

Things to get clear on when it comes to your Ideal Client 

  1. Their pains, fears, challenges, and solutions. Knowing the pains that they are having provides them a unique solution. When you know their problems while speaking to them, you provide a solution that they maybe haven’t thought of. 
  1. Knowing their buying habits because buying habitat can determine the difference between a Walmart ICA + Target ICA. Buying habits helps you meet them when they are starting the process, which helps you.
     
  2. Using Messaging that makes sense to them, avoiding jargon to appear more like an expert. Rule #1 of marketing — Never assume that your ideal client knows more than you think. It is better to over explain and educate, then to assume that they already know. No one will admit when they don’t know something. 

Which leads us to viral marketing + the biggest consideration of lead generation

Why virality isn’t actually the solution to making more money

While there is a time and place for going viral, where you want to pack your numbers is in your pipeline. In this case, a pipeline is ideal for clients who are close to buying or are close to buying. This idea keeps you in motion + seeing the process you want. Lead generation relies heavily on the flywheel effect. The flywheel once was a wheel that as you turn it, the wheel itself would gain speed and spin faster. When you enter this idea into lead generation, once you get in the habit of seeking others – you will soon stare at a google sheet full of names of QUALIFIED buyers who want to buy your products. 

Basic Considerations of Lead Generations 

  1. Not all leads are viable leads. What they focus on on the online space – big launches, sold out programs, not being able to launch. What they do not talk about – that maybe 100’s if not thousands of people were not considered viable leads for their program. One of the biggest myth I see in lead generation is that EVERYONE needs to be qualified for your services. Not all leads are viable leads because not everyone is a good fit for your programs. In fact, the average conversion is 20-30%
  2. Engagement occurs in the lead generation process. There is a vast confusion over engagement and the touch points. When you are engaging a lead, you are connecting with them. However, engagement alone is not the lead generation process. You cannot just talk to someone over and over and they buy your products.  Your ideal client’s brain has to create awareness around the problem and then seek a solution to it. Just talking to you doesn’t create an idea of a solution.
  3. If you master content, then you will not have to seek leads. Content is a marketing process, so yes, you can be able to find leads with it. However, content marketing alone is not a lead generation process. There is so much principle in being able to show Ideal clients how to solve their problems and your experience. Content marketing is a KEY piece in your marketing and sales process, but it will never be a replacement for a sales + marketing process.
  4. Passive lead generation > Active Lead Generation. That you can set up a Facebook ad and have 100’s of people opting in to your services over night is actually the product of good marketing. There is no version of lead generation that is better than the other. It just comes down to what process works for you and using active lead generation to refine your Ideal client for passive lead generation. 

For lead generation, we can refine your process. You have a system in your brain that is set up to find clear, specific things. Use this to find the right clients + help scale your business. 

The key to finding leads all the time – is to have a system set up like your RAS to always be looking for the right people + building that system to help you. What that looks like in your business, a clear ICA, a message that resonates with them and allows them to see the future, a way to pre-qualify (honestly) who this is for and who it isn’t for.

Lead generation takes two forms: the active form and the passive form.

Passive Lead Generation

Passive lead generation is like passive courses, it really isn’t as passive as you think it is. We see this through setting up Facebook ads that lead to an opt in, Pinterest pins that lead to an opt in – basically it is anything that you are not actually promoting that could capture an email list and help you grow your email list. This is something that eventually, through testing, will have landed the foundational work to allow it to run on its own. That you just collect the leads and then convert them into something else.

Before you Facebook Ad your way to a lead generation process 

Therefore, it feels so exclusive and elite to others. It’s the idea that you can sit back and have endless leads coming to you is the picture you want. 

To create passive lead generation, you must start with active lead generation. It has truly replaced the idea of prospecting in our online space.Prospecting is not the idea that you are seeking people who don’t want help and don’t want your products. We root the idea of prospecting in human nature that is to solve problems. That I can help you, I want to help you and to help you. Sometimes I have to find you first. This idea of active lead generation/ prospecting comes from the idea that you know people want to pay you in a way that is uncompromised no matter how many times you hear the word no, or you feel it is something that maybe someone doesn’t need 

Active Lead Generation

Active lead generation on Instagram and other forms of social media allow you to get you to your ICA sooner. It allows you to say that you see value in their problems and provide a solution to help them. At the core of what you do, this is to love/help and serve others. That comes with this can only be shown by believing in your solution so much that you are seeking others out. While this is the path less taken in the online space, the ideal client finds values in you seeking them out. What this is not – sending 100’s of cold dm’s saying “Hey I can help you!!!!” As humans, that feels like you aren’t actually looking at the idea to help us and more of the idea of how can you help yourself and what does that look like for you 

Why you struggle with active lead generation your business

If you struggle to include active lead generation in your business, the first place to start is always the time you are spending on Instagram. Most of the time, you are looking, scrolling and watching. This idea that you are engaging your ICA is more about the ego boost you get when you see they liked your comment or someone shares your content. The focus is finding people/ serving those people and understanding that if you truly believe in your products that you will take the time to find people to help with it. 

Without having a lead generation strategy that is rooted because you can find anyone anytime, then you are lost on the idea that your product can help someone. The root of your belief of your products is the key to a strong lead generation strategy. It is the idea that you can/ will help more and more people. That you will see someone who is struggling and say “I can help you with that.” and then actually be able to help them with that 

It only takes Five people a day

If you are struggling with lead generation, just start with finding and talking to five people each day. You can keep adding them to your list and watch how fast your list grows by just working with 5 people. It will surprise you how fast your sales grow because of lead generation.

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Meghan was recently featured in the Voyage Denver talking about her business, what got her started and more. Click here to read more

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Marketing, customer first

Customer first marketing — the biggest shift away from huge ad budgets, loud marketing, and the endless search for going viral.

The customer exists in a segment of one, their world is carefully curated to through their choices and products. This is seen through the made to them order vitamins, their cars know how the like things down to the smallest details. Most of their life is created by them, how they like it. Personalization is no longer an additional sale, it’s necessary.

Specifically, This customer of one defies standard marketing, which means marketing is still changing.

Marketing is rooted in reaching the masses aka grow viral, which creates more + wider selection of consumers to buy your product, services or ideas. This idea rest heavily on your wider selection already knowing you, trusting you and ready to buy from you. Which is why every other business owner is using the same method to cut through the noise (thus making more noise).

Marketing that reaches the mass of people

Variety ways this content is used and seen across multiple mediums:

  1. Trending audios in short video clips used on instagram or Tik Tok. This adoption of audios creates a feed of sameness, which bores the consumer.
  2. The push to be everywhere (also see: Ominprescence) without the realization that the message is getting watered down because the consumer is seeing the same content on multiple places.
  3. The idea that you must make more, have the consumer consume more and just keep pushing on.

All of this is good, expect a basic human principle comes into play. Humans are either curious or annoyed through new information. Curiosity will lead to exploration, while annoyance will be tuned out.

If it is not relevant or provide value to the consumer, the chances of getting them to buy is harder.

The goal in all marketing is to reach the right consumers with the right messaging.

With the rise of screen time, and the average person spending more than 5 hours on their phone daily. Personalization must be front of mind with the creation of marketing content and ads. When it comes to ad creation, the idea is to be creating more highly segmented ads to feel more personalize than traditional methods.

Say Goodbye to targeting the 5 big names in your space, and sending an ad to their people. Data and human principles are changing inside marketing.

Biggest Change coming in 2022

In 2022, the three biggest changes that I see coming are

  1. Permission to collect + use the data as they are scrolling the web. Allowing the site to collect the virutal cookies to know what the consumer is doing and how often they are is a violation of their privacy in their own terms. Retargeting is a powerful tool through cookies, however the basic consumer doesn’t understand how it’s collecting the information and what information it is collecting. You are already seeing it with the talk about being followed, phones listening, etc.


    What needs to change: Asking the customer when they want to be followed and how they want to be followed.

    Reframing this idea would come with the idea of customer loyalty through purchase instead of just blanket listening. This could be seen by sites asking for permission before collecting cookies, continued explanation on the social sites displaying the ads + sites collecting cookies on what and how they are used, and just letting the customer chose.

    Ad free experiences allow the customer to feel seen and heard, which leads the creativity to more organic ways of research customer than just pay to play with these huge ad budgets.
  1. Curation to the highest degree that empowers the customer. Allowing the consumer to customize their ad experience and even content experience.

    How powerful would it feel to be able to truly curate their instagram feed beyond just who they are following.

    Transferring this into the ad space, the customer could request what they want to be shown ads based on their interest

    Example: If you are trying to grow your family, you may not have all the information on what baby brands are the best. Can you imagine just being able to go into your settings and say “show me educational information on baby brands + allow me to see more ads on baby brands”


  1. The continued power of market research + utilizing customers as the real product developers. In Why She Buys by Bridget Brennan, Swiffer allows the customer to build the next evolutions of their products. Swiffers were designed to clean the floors of the customers houses. When they visited the customers, what they found was this system could be used in other ways than just the floor. This idea lead to more of their dusting products.

    Your customers are using your product daily. These group of loyalized people are your best testers and product developers. Creating the opportunity for feedback is so key with your growing customer base. The customer is an expert, allow them to do the research


    As a brands you must lean into encouraging your customers to fill out the surveys and leaving honest reviews.

The Future of Marketing

Marketing is always changing, however one rule still stands. You can never go wrong when you are constantly putting the needs of the customer first and asking their opinion.

Tell me in the comments below — what are some trends you see coming into marketing?

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In case you hadn’t heard, group coaching is where it’s at. Now let’s talk about how to sell a group program and actually make money on the dang thing!

A group program is a great way to bring a lot of people in without the time commitment of a 1:1 offer. If you are an online coach looking to grow your income and you’ve maxed out your 1:1 spots, this is the opportunity you need to jump on next!

For years now, we’ve nailed it into the consumers’ heads that 1:1 online coaching is the best route to take if they want to see true results. But we all know that group coaching is POWERFUL and just as effective (if not even more so for some!) 

Now, we have to retrain them to see the benefits of joining a community program. I love my 1:1 girls, but there’s so much more power in learning inside of a group of women with similar goals. So now, you have to shift your marketing to allow these programs to stand out on their own. 

When I started out in the online space, I did not have money for a 1:1 coach, so I started out in the group program. This was so beneficial for someone like me to thrive in a community. 

  1. Sell the GROUP, not you and your framework.

One of the most common mistakes I see with selling group programming is entrepreneurs selling themselves and their framework, rather than the group aspect of the program itself.  

When you open up a group program, you are giving women an opportunity to collaborate with other women who have similar goals, struggles, and dreams. Entrepreneurship can be lonely, so a community is going to be invaluable to help them grow their business. You need peers when you’re discouraged. THIS is what you should emphasize when you promote your group program!

  1. Utilize a presale or waitlist strategy

Personally, I don’t do waitlists leading up to a launch because it’s time consuming and not enjoyable for me. It’s not my personality to tease and wait, so I utilize presales instead! This also allows me to make money right away and get people inside ASAP rather than putting them on a waitlist that’s non-committal. This might not be everyone’s cup of tea, but that’s the beauty of running a business – you get to choose what works best for you!

Now, once the doors to my program close, we do have a waitlist that we nurture through emails until the doors open again. And then guess what? We do a preseale with a bonus a month before the program goes live again. 

And speaking of bonuses…

  1. Offer bonuses.

What will your audience jump on? This creates an incentive for them to bite, especially if they’re really on the fence about joining the program. 

  1. Consider your timeline 

If this is the first time you’re launching a specific program you have to ramp the shit up out of this thing!

My first post for Scale to $5k was 45 days BEFORE I launched it. Yes, 45 days. When the program launched, it wasn’t a shock to people. They knew what I did, who I was, what I was about and wha tI wanted to help them with. They knew I understood them and their needs. 

The average consumer needs to see something 8-20 times before they buy. So, tease it, talk about it often, pepper it inside of everything you share – videos, posts, whatever. Make sure you’re letting people know who you are, what you do, and how you help them on a regular basis. 

  1. Keep your expectations realistic and positive

Don’t expect to sell 50 spots or compare your launches to other people’s launches. Give yourself a realistic number you want to hit and realize that even if you don’t hit that financial number, bringing 5-6 women inside of an online group coaching space right now is incredible. 

  1. In a mid-launch slump? 

Here’s an idea: I did a Q&A call during the middle of my launch and it created a stupid amount of money. Go ahead and do something a little extra where you can serve your people, create a buzz around the launch and talk to your ideal clients in an intimate setting and sell. 

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A lot of times in the online business space, we think we need to sell a lot of low-ticket offers (passive products, smaller packages, whatever it might be) to make a big income. I don’t buy into this.  

And how do you sell those high-ticket offers? 

The same ways I was able to make $37.5k in my business for August 2020:

Showing up on video and constantly talking about your offers OFTEN.

Up through the end of August, I was on Instagram or on a FB Live or in my email inbox talking about my offer over and over, every single day since June – that’s three months straight of selling.

I also started selling on all of my channels, not just Instagram, but harder in my Facebook group and in emails. This allowed for more growth because I hit a wider spread of my ideal clients with the offer they needed!

Now, what exactly brought in nearly $38k in revenue for my business?

First off, we relaunched my Scale to $5k program! However, in that, I found that there were many female entrepreneurs who wanted to work with me, but were past that $5k point, or just wanted more high-level support. They’re scaling at a rapid rate through group coaching, new offers, and really want to get to that $10k per month spot. 

So, this led me to opening my 1:1 coaching option back up temporarily – and this is a 5-figure sale. I signed two of these clients during the month of August to make up $24k of the $37.5k. This is a high-level, 6-month container that’s meant to transform your business in an intimate setting. Typically, the women I work with in this container are already at a place where they’re making $5k a month consistently. 

The remaining $13.5k came from Scale to $5k and payment plans. 

Now, you might be wondering, how the hell do I make this happen in my own business? Maybe you didn’t have the August you were hoping for financially or you’re frustrated with where things are at. 

We need to get you set up for success with SOLID goals at the beginning of each month – but really, you can set these goals at any time. And those goals need to first look at your selling. 

If you’re not selling in your business, you just have an expensive hobby. 

Give yourself permission to actually show up and sell. 

Talk about your offers over and over and over.

You have to continue to intrigue people and give them little bits and pieces. Don’t just pop up one day and talk about your offer. A high-earning month comes from the way you set you and your business up in the months prior by showing up on the REG. 

Now that we’ve got that covered…Setting Your Monthly Business Goals:

If you’ve never sold on IG Stories before and now you tell yourself you’re going to show up for the next 30 days and talk about your offer every single time, is this realistic? Maybe, but there’s a mental game you’re going to have to play because you don’t have an awareness pool of people built up and you have to push yourself to be there every day no matter what. 

Lacking accountability creates a cycle of “I’m going to start next month.” If you don’t have a coach or mentor keeping you accountable, I highly recommend taking that step. If you can’t, you need a solid approach that you can turn to at the beginning of every month and a way of checking in with yourself each week.

Let’s walk through how to build your S.M.A.R.T. goals for your online coaching business:

Specific. 

When it comes to making revenue-based goals, they truly have to be specific. Saying I want to sell more and book out my 1:1 program isn’t specific. 

Specific is: “I have 5 spots for 1:1 and I’m going to book them out at $X by this date.”

It’s way easier to see yourself doing it when the details are specific. You need to tell yourself on a subconscious level what’s going to happen so you can take action on the conscious level. 

Measurable

The measurable is the money coming in, but I also want you to focus on tapping into the feeling you want to have inside of your business. So, check in with yourself each week:

How are you feeling? Is this what you want to be doing 5-10 years from now? What’s happening for me inside my body? What’s working and what’s not working?

If you don’t like the answers to these things, it might be time to pivot. 

Attainable 

If you’ve never sold a program before or just started your business, it’s safe to say we’re probably not going to see a $10k or $20k month right out of the gate. You’re not going to sign 50 people in a group program when you’ve only booked three 1:1 clients ever. 

You’ll get there, but do yourself the mental favor so you’re not hustling to hit levels that you’re not ready for yet. Maybe you won’t fill to double digits, but if you sign even just 2 (or more) people, guess what? You have a group! 

Start there and don’t try to hustle your way past the normal growing pains of a business.  

Relevancy. 

When I think about relevancy I think about your “why.” Why are you doing this? What is this money going to do for you? Let me tell you this: Money only amplifies the state that you’re in, so if you’re miserable and unhappy and don’t enjoy your life or your business, money isn’t going to help. 

I do this because I want to help female entrepreneurs like you be able to do whatever the fuck you want. If you want to make more money that’s fine, but have a reason why! You can hustle hard and work hard but you can’t get back time with family members or ruined friendships because your work was more important. Make sure it matters for a reason.

Time.

When it comes to our goals, we have to set how long we want something to take. Do you want to fill a 1:1 so you can and do another launch that allows you to downsell into another program to open up intensives? What do you want to do in your business that will allow you to grow? 

Once you know what that structure looks like, you need to set up a timeline and make sure you know exactly what you’re promoting and when so you can still meet your revenue goals. 

Remember, your audience needs to see something 8-20 times before they buy, and humans need to be pushed. Women are extrinsically motivated – not scared into a decision, but pressure to move. That can look like one final spot open or not making your offer available all of the time. 

Now if you’re someone who is currently undercharging, the “time” portion of your goal setting needs to include when you’ll be raising your prices so you can make more and work less! We don’t want you to have to sign 15 clients to hit that first $5-$10k month! Tell your audience that prices are going up after a certain point so they need to buy now if they want to snag the lower rate. 

So if you have your goals or even if you’re struggling to come up with goals, leave it in the comments below! 

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Are you discounting market research and what it does inside of your business?

There is a common idea floating around the online business space that goes like this: 

“I’ve grown so much in my business, I don’t need to do market research anymore.” Or, “I can’t talk to my ideal client directly because they’re going to ask me questions and it’s going to blur a boundary.”

The first thing, let’s address boundaries and being a coach. The thing is, you can decide what types of boundaries you want to have and how you enforce them. They have to be firm to a certain extent because if your clients are asking for help with the same things someone is sliding in your DMs for, it creates this weird energy exchange since your clients pay you for those in-depth answers and guidance. 

Now, when you’re doing market research, it doesn’t have to be as formal as you think. Really, it can be done in a formal OR informal capacity. I talk to my ideal clients daily and keep track of what questions they ask and what they’re telling me. Why? Because they’re the ones telling me what programs they want or need. 

And it doesn’t always have to come out in a paid offer. A lot of times, I take what they’re telling me and create SM posts and content out of it, if it makes sense to teach on it that way. 

This is why I try to view all of the people I talk to as future clients. We can’t discount the value in engaging with those people, watching their stories, and having conversations because this is where the market research is found. 

Real life example: Last year, I created a launch program simply because all the other well-known business coaches were offering this type of program, too. But this is exactly where I went wrong. I never checked in with my audience about whether that’s what they wanted or not. I didn’t sell a single program and begged people to sign up. 

Irresistible offers come from what the audience wants, not offers you create because you think people want them, or you think it will make you the most money.

How to ask for market research 

This can be tough, because you want to ask them questions, but you don’t want to pigeon hole them into the answers you want to hear. 

You want to preface the market research by emphasizing that these questions are about what they really want or need. Then, reply to what they’re telling you and ask follow up questions that address pain points. Take screenshots of the answers you get on polls so you can refer back for them. 

Another thing I like doing is have a fill in the blank. For example, before I launched Scale to $5k, I posted one of these on my IG stories that said, “Sales are hard because _________.”

This gave my audience the opportunity to share their current struggles, and it gives you the opportunity to enter these into an Excel spreadsheet to track and refer back to when you’re building out programs. 

No copying and pasting cold pitches into DMs and Facebook groups. Ask them questions around THEIR business and THEIR pain points. 

FACEBOOK:

I have built my market research around the questions I ask before people can join my facebook group. If they don’t answer the question, they aren’t let into the group unless I personally know them. I tell them to describe their current sales struggle so I can address them in my content using the exact language they use. 

And again, I collect the answers to these questions and use them to come up with programs and offers that can solve their problems. 

CALL OR SURVEY:

Another way to collect market research is scheduling actual market research calls, offering free audits, creating forms with questions for people to fill out, and getting active inside of Facebook groups as well. 

Typically, if you ask someone to answer market research questions, people might say no because it means time out of their calendar. But if you ask the questions outright (framing them with those pain points), you can give them the option to answer quickly with a voice memo and it feels like less work. 

Directly reach out to people and say, “Hey, I know we’ve talked about XYZ, and I’d love to get on a call and talk about this more in-depth!” Or, put the link in your bio to the survey and promote it on stories!

Types of Questions to Ask

You want to make sure these aren’t just yes or no questions – they should be open-ended:

“Describe a time when____”

“Describe a struggle you’re having.”

“Describe how __________ looks in your life.”

“What are your goals around your business?”

Think “What, How, Have you, Tell me about” question starters.

Overall, we need to have a pulse on our audience. What are they desiring? Where do they want to take their business? Without this, you will continue to launch programs that won’t sell, to be honest with you. You’re not taking what they’re saying and infusing it inside our programs.

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A lot of times, we are taught that finding our ideal client in school or marketing that it’s demographic-based. But in the online space, this isn’t always the case.

We put ourselves in boxes by making our ideal client base too small. Most coaches target other female entrepreneurs, whether small, medium, or large in impact and income. 

Why You Need to Niche Down

I hear this in my DMs all the time: I don’t want to niche down; otherwise, I’m going to limit myself.

Imagine you’re standing in a room of 100 people and somebody else has one too. You’re trying to shout to everyone all at once: “I’ll help any of you and you and you.” It would be tough to get people to tune in and listen, right?

Imagine if it were only five people who all had blinders on, and they were solely focused on what you had to offer because it spoke precisely to their needs. This is why you need to niche down to a smaller group of people.

As we like to say in the entrepreneurial space, “the riches are in the niches.”

I was like you at one point, trying to speak to a wider audience because that’s what many successful business coaches were doing. But it wasn’t until I niched down to Online Business Managers, Virtual Assistants, and Social Media Managers (done-for-you service providers) that I saw my income skyrocket.

When we think about our ideal client, there are a few main points you want to focus on:

  1. What type of person do I like working with the most? 

So, who is she? 

How do you help her? 

What does her day-to-day life look like? Get as specific as possible. 

Sometimes you have to work with a variety of people to figure this out. But keeping this in mind and noting the characteristics you enjoy the most and click with. With that specific person, they’re going to have one problem that you solve, instead of a variety of issues.

This leads to point number two…

  1. Finding Your Ideal Client Based on the Problem They’re Having

If you’re not sure exactly who you should be helping, another way to find your ideal client is to consider what you are good at. Do you know how to nail down Facebook ads? Are you skilled with Pinterest? Sales coaching? Life coaching? Money and budget coaching? You can work with people who struggle in these areas. 

You have to define the results you can provide and how it makes that person feel. When we’re too broad with our results, it is hard for people to picture themselves inside of your program. They can’t see the possibility specifically for them. So, what is ONE thing that you can solve? 

I call myself a sales coach who teaches you how to sell, and that is my main message. But this, of course, helps women build their business as a byproduct or get them a marketing plan that works. It just means my content is focused on sales. 

This helps narrow my audience to people who really struggle with selling and want to understand it better. My clients come to me for this, but we eventually open up into other areas of their business. The sales aspect gets them into the door. 

  1. Help Statements

When we create our help statements, they want to know how you help them within that first 10 seconds it takes to read it. 

Think, how would I explain what I do in the least amount of words possible? This is your help statement. This is who I help and the problem I solve for them and the results they get. 

The bottom line here – you need to niche down, you need to commit, and you need to base your ideal client around a singular problem. 

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Remember when you used to hold on to that Friday feeling? You know, the weekend was coming, we could go outside, hang with friends, feel the freedom. For me, Saturday morning yoga was my JAM.

Listen. I know the Coronavirus has put fear in our hearts and businesses. And while the world of the unknown is happening daily, this situation mirrors business. You don’t always know what will come out of the business that you are growing, the programs you launch, or the clients you work with. 

Heck, if six months ago someone came to me and said, “Meghan, you will be scaling to six figures and beyond” I would have laughed in their face.

The important thing to remember here is that you have to believe in your abilities, and you can CHOOSE how you respond to this situation and every one other you face in your business.

But I believe down to my core, there is more money on the table daily. The businesses we have built online were made for moments like this. So if you want to grow, go ahead and grow.

However, check yourself if you are believing these 3 MYTHS of sales so you don’t hold yourself back:

MYTH 1: I ALWAYS HAVE TO PROMO ON INSTAGRAM STORIES TO SIGN CLIENTS

Here is the honest truth: Showing up on stories can move the needle forward based on building the like, know, and trust factor with your people. It helps move someone closer to buying from you. In addition, you are building connection points, which creates the halo effect.

The halo effect is when an ideal client connects with you based on shared interest, and therefore they LIKE you more. An example of this would be sharing your favorite Starbucks drink and someone seeing that and feeling like you guys could be friends just based on this shared interest!

So if you never get on Instagram Stories, how will they learn to like you and therefore buy from you? Instead of feeling the pressure to sell on stories everyday, look at some new ways to showcase who you are and your offer without directly mentioning it:

  1. Talk about you and your journey. As coaches and services providers, your ideal client will buy from you based on the fact that they want what you have. The more you share about how you have grown, the closer you are getting to a yes. Your passion shows when you talk about how you got to where you are. People can feel passion. It’s not something you can fake.
  1. Give value related to their problems. What is keeping your ideal client up at night? You should be giving them quick wins to their solutions. This allows the mental trigger of reciprocity. By giving value, your ideal client feels that they need to give you something in return, which means investing.
  1. Talk about your clients. Your clients are the hero of your business. They are living proof that through investing in your services or programs, they get the results that they want. Don’t be afraid to share the same social proof over and over. Social proof is a mental trigger in sales based on the fact that others are getting the results through investing in you. You are literally showing what is possible through yourself and your clients. 
  1. Show you doing the work. There is so much going on behind the curtain. Peel it back and let others see what and how you do things. Your ideal client, whether you are a coach or service provider, wants to know the ins and outs. You can never share too much. 

People pay thousands of dollars to stand behind the curtain at a concert. Treat your business the same way.

MYTH 2: I MUST DISCOUNT MY SERVICES

I am rolling my eyes so hard at this one. So many times, you think that you can’t sell high-ticket services or programs. That this is something other coaches and service providers can do – not you. 

By doing this, you are now discounting yourself AND your service. Please stop that. 

Here is the #1 problem I see: You are selling to your peers and not leads. Targeting your peers like Sally and Karen who struggle to pay their bills is not how you make sales. Stop looking for the exception to the rule and start looking for the rule.

Authority is a mental trigger for sale because your ideal client buys from the person with the answers. You are already the expert – show up and start acting like it.

Your ideal client is willing to pay you at FULL price. No need to discount. Your ideal client is ready for the transformation you are giving them. If you really think about it, our biggest opportunity cost is time.

When your ideal client chooses to do it themselves, they are spending their most precious thing: TIME. As a coach, I GIVE your time back to you by getting you to your goal sooner BECAUSE I have done it before. 

As a service provider, you give back time, too. LITERALLY. You are coming in and taking tasks off their plates so that your ideal client can do the money-generating tasks.

Stop discounting yourself, your services, and the time you are creating. Again, time is your most precious commodity.

MYTH 3: NO ONE IS BUYING, SO I SHOULD STOP SELLING

This myth drives me crazy. When I sat down to look at March books, I spent over 8k outsourcing last month ALONE and another 3.7k on education. I am not the expectation to the rule, I am the rule for a growing business.

The reason you feel like no one is buying is based on the projection that you are creating. You think because you are not buying, no one else is either.

THIS IS NOT TRUE.

There are 7 billion people on this earth. Within that 7 billion, ONE billion is on Instagram. With all these stay-at-home orders now, more and more people are getting on their phones. The online space is about to grow with the innovation of the businesses who get online to continue. 

That means they NEED you and your support. 

Your business was placed on your heart for a reason. When someone invests in you, they are getting 2x the ROI because of what you create for them. Never forget that.

Are you scared to sell right now? Not sure how to bust through these myths? Send me a comment or message so I can help you!

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In less than one year of entrepreneurship, I generated $100k in my online business. One thing I learned was that the first hard milestone in your business is creating consistent $5k revenue months.

The thing is, there are tons of courses out there and so many ways to teach sales, but the biggest gap I see in the market is buyer psychology. I’ve looked at a ton of programs launched by 6-figure business owners on selling, and this is what they miss.

You might know how to sell and understand who your ideal client is, but you don’t really know how people buy. This is what’s hindering the sale!

I started taking what I learned from my background in marketing and tying it with learning about sales psychology. Guess what? I noticed that sales could actually be effortless. Then, I built a framework that implemented this new knowledge and layered it inside my emails, content, and programs. And it worked. 

January 2020 was a $5k month for me. In February, I hit $13k.

Understanding mental triggers and cues that lead people to say, “Okay, I need this in my life” was the difference between a $5k month and a $15k month. And now, I share this with my clients in Scale to $5k. 

It’s so much easier to sell when you understand it doesn’t have to be so hard. 

Let’s take a look at three case studies on several of my clients who have gone through Scale to $5k:

Case Study #1

My first client came to me with lots of leads. She wanted to sign a coach to help her convert them, but she had the classic argument of, “I can’t spend more money on coaching because I’m not making enough money.” I told her that we could turn the LOADS of DMs she had into paying clients with my help.

The other issue she had was being too afraid to pitch. There’s this toxic mindset out there that says if you pitch, you’re pushy. The first thing we did together was craft pitches for the people who needed to be inside the program. 

Our second focus was helping her differentiate her business. We all sell the same coaching programs that include calls, Voxer or Slack communication, and additional tools and resources. But the biggest driver behind your program is the FEELING that you’re selling.

Another conversion driver we honed in on was mini trainings. Why? Mini trainings create reciprocity – when you give someone free information, their brain will want to try to figure out how to create an equal exchange with you. This was a game-changer.

My client ended up closing over $6,200 in sales within a month because:

  1. She had an authentic sales process that was unique to her and showcased her as an authority.
  2. She had clear guidelines on how to pitch – and gave herself PERMISSION to pitch.

Case Study #2

This client had gone through a group coaching program before working with me. She’s a service provider who said, “I want to make more money, but I’m having a hard time selling.”

The first thing we did was organize her leads. This is super important for your lead pool because you only have so much mental space. There’s a reason why millionaires wear boring clothes – to cut down the decision fatigue. Make it easier for yourself and keep your leads organized.

The second thing we did was look at the pain point of her ideal client. This IC was ready to outsource, but they had a mental block around spending the money. We needed to bring awareness to the problem. 

It wasn’t that they didn’t have the money, it was bringing awareness around the issue that this ideal client was trying to do this all on their own to save money. So we built content that focused on that pain point and had strong calls to action to outsource to her.

My client needed a sales process that was authentic to her so she could:

  1. Talk to her ideal client and create the opportunities to pitch.
  2. Objection handling that didn’t feel forced. That meant if someone said no to her pitch multiple times, she could say, “I’m still here when you’re ready.” And more often than not, they’d come back.

She also used upsells! She would use her expertise to analyze the business and approach her clients as a partner. She’d present opportunities for them to upgrade their packages or add on work when she felt it could truly be a good fit for them and say, “Here’s what you really need to get to where you want to be.”

Case Study #3

This girl was my absolute DREAM client. She came to me and said, “I’m not making sales. I need help.” Her problem was similar to my client in the first case study – she thought she was too nice to pitch.

Pitching is not pushing people. It’s saying, “Hey, we’ve talked about your problems, and I know the solution because I’ve provided this solution before. Here’s what it could look like for you inside of this service.”

We opened up her DMs and really looked at who was available. She started warming up several people to pitch into her coaching program in a way that wasn’t pushy, but rather just a, “Hey, let me help you.” We had her top tier program and customized downsells if they couldn’t afford the full program. 

When she first came to me, she had $1,700 coming in each month. In under a month, my client was $1700 away from a $10k month. Insane. 

These people aren’t any different from you. It’s about building a sales process with scripts and templates and resources designed to get us results.

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If I told you that you had five sales calls to do today – yes, face-to-face video calls – for your current offer, how confident are you that you could close every one of them?

You might be surprised to know this makes so many online business owners cringe. There has been a rise in selling in the DMs on Instagram because of this – selling via DMs is convenient, but more than anything else, it eliminates the pressure and the potential rejection that can come with a live sales call.

If this sounds like you, it’s time to readjust your comfort zone because sales calls ARE a part of business and if you can master them, you’ll be even more unstoppable in the online space. 

When it comes to our businesses, sales tells us the health of our business. If you aren’t making money, you simply have an expensive side hobby.

Doesn’t matter if we’re talking about an online coach or a service provider – these are three tips that will help you close more sales calls starting ASAP:

  1. Use a Script for Your Calls

A lot of people love the idea of just “going with the flow” or trusting that they’ll be able to handle whatever comes at them on the spot when they’re leading a sales call. More often than not, it doesn’t lead to closed sales.

This happened a lot at my old job when I worked for a large massage chain. We were told to pitch every day over the phone, and the people who didn’t use a sales script on their calls were never the top closers. Guess who was a top closer?

Me and my co-workers who also used sales scripts. 

So many people bash scripts – “they’re too stiff” or “I don’t like feeling restricted by them” are complaints I hear a lot. But in reality, our brains LOVE habit and consistency. Once you have it memorized and know it like the back of your hand, it comes out like second nature and it won’t seem scripted at all. Take the initiative to learn it inside and out so that you could sell to anyone at any time – even someone approaching you at a coffee shop. 

If you don’t have a sales script yet, I’ve made this 10k Sales Script just for you. Snag this download and go through and customize it so that it tells your potential client who you are, what product or service you offer, and the problem you solve and solution you bring

  1. Revisit your Process and HARD Pitch Your Offer

Now, within your script, you need to have a process that leads your potential client from beginning to end – the beginning being the getting to know them phase, and the end being an actual SALE. 

You have to bring the client all the way through the call from start to finish:

  • Getting to know them and their business
  • They re-admit the struggle they’re having in their own worlds
  • They tell you what solutions they’ve tried that are not working to get them to where they want to go
  • You pitching your offer and closing the sale 

That last point is key. It’s hard to close more sales calls if you’re not PITCHING your offer hard and collecting a payment. There are so many people in the space who say they don’t know how to transition into the collecting payment part. The thing is, if you don’t ask for the sale, the answer is always no…

And remember, people aren’t paying you to be their friend, which is why I don’t like calling them “Discovery Calls.” Yes, you’re learning about who they are, but the getting to know them part is for the purpose of pitching and selling to them. You are the expert they are seeking out. 

  1. Handle the Objection(s)

Objections are fears arising within the potential client on the other end of the call. 

Humans prefer to exist in a safe bubble. When we venture outside to something new, our response is to assume that it’s scary and our brains attempt to keep us in that bubble where safety won’t be disrupted.

Inside of business, you may never get totally comfortable with fear, but you can recognize it as something that simply comes up because you’re taking on something new and different, not as something that’s detrimental to you. This is important to understand when you are on sales calls with clients bringing up their own objections. 

Your application should actually let you know what objections are going to come up before you even hop on the sales call. If they say on the application that they aren’t ready to make the 4-figure investment, I’m not going to get on that call. It’s not my job to tell someone how to spend their money if they aren’t in a place to do so. 

However, if someone says yes and I give different pricing options, I have to be able to handle objections to those various prices. 

It doesn’t have to be a battle to overcome the objections – you can show them what’s possible and empower them to make the best decision possible. That’s why I call it objection “handling” rather than overcoming objections. 

It’s not about forcing the potential client into a decision, but helping them see what their options are and what would benefit them the most. 

I’ll leave you with this one thought – You need to focus on the calls you have and close every single one of those calls, rather than trying to rack up a huge number of leads possible and only closing 10-20% of them. 

How do you feel about sales calls? Or, if you’ve improved at them, what’s been the most helpful tip you’ve learned? 

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Do you find yourself sitting and wondering why the heck you aren’t filling seats in your programs or services? 

Listen, I know you are really doing the things you need to do to make that happen – ⁠⠀

⁠⠀

✅You are showing up on stories giving value ⁠⠀

✅You are connecting in the DM’s with dream clients ⁠⠀

✅You did the market research and know your ideal client needs this offer ⁠⠀

⁠⠀

But every day when you check your application, you are only hearing crickets. 

⁠⠀

You feel like you are begging people to join this amazing offer that they are asking for. ⁠⠀

⁠⠀

You are asking for the sale on a program they wanted you to create, yet they’re not buying. ⁠

What gives?!⠀

Don’t worry. I’ve got your solution.

This 7-day promo I created for stories or posts will allow you to talk about your offer and effectively reach/convert those potential clients you’ve worked so hard to snag: 

DAY 1

Get hyped about your offer! Ask and answer these questions yourself to help you start generating content and copy around your launch promos:

Who is this offer for?

What does it include?

Why did you create this?

What bonus do you have? 

Where do they go to apply?

When is the cart closing?

DAY 2

Talk about their problem(s). What problem does your offer solve? Get SPECIFIC and be super clear.

For example: My program solves my ideal client’s problems with overeating because they aren’t tracking macros. I’m not signing clients because they don’t understand how to.

Why are they having this problem?

What did you have this problem?

Offer one quick win/tip for them so they know you understand and want to help them!

DAY 3

Offer the full solution to their problem and make sure it ties into why they are having the problems that you mentioned in Day 2. 

If your ideal client is having trouble showing up on instagram, give them a plan to show up on stories for the next 7 days. 

Now is your time to shine! Give them 3 actionable steps toward their problems that they can use TODAY!

DAY 4

Talk about you and your investment or client transformations.

  • Why did you start your business? When did you hire a coach? What were you feeling? How do you feel now?
  • When did you sign your first client? How are your clients feeling by outsourcing to you? What have they achieved through outsourcing?

This will help them feel more connected and understood by you, therefore building their trust in you! 

DAY 5

Give away a framework of your service or coaching! Show your future dream client step-by-step how to get from where they are to where they want to be in one aspect of their journey. 

You don’t have to give them ALL the nitty gritty details – just enough for them to get a good idea of what they’ll get by working with you.

DAY 6

Handle the common objections. Always handle the objection once, then you can down sell. 

Example 1: Money. “I’m not sure I have the money” or “I need to make more money first.”

HInt: You should always have a budget qualifier on your application.  A budget qualifier on your application can ask them what they are making in their business. Another example would be asking your ideal client if they are ready to spend a minimum amount of money each month to outsource of invest. 

Your response: Talk about your first investment or first client outsourcing and how it helps them MAKE more money. 

Example 2: “I want to talk it over with my husband/wife/business parter/dog”

Your response: Talk about your process to make big decisions and how you feel when you are empowered in making those hard decisions.

Example 3: “I’m not ready” 

Your response: Use your personal story about starting before you were ready and the positives that came out of it.

Not addressing the objections is one of the biggest mistakes you can make – and leaves clients on the table!

DAY 7

Why you built this offer. Our “why” is so deeply rooted in us that we sometimes forget to share it. 

Why did you start working with coaches or artists? Why are you helping women and how are you helping them? 

What is your biggest struggle with getting clients to sign with you? Share with me below!

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As an online coach, your programs shouldn’t be a one and done sort of deal. Once your ideal client completes your first program, how are you going to take her to the next level?

Not only do we need to do market research, but we need to consider how you can move your ideal client from one stage to the next.

It’s time to start thinking about the bigger picture of your offer creation so you can continue to move your ideal client through an entire product suite. The ultimate goal is to take them from where they’re at to where they want to  be.

When we think about the client’s journey that they go through in your product suite, we have to ask a couple questions:

  • What is their main pain point that you’re helping them with from Day 1? 
  • What value would you want to build on throughout your product suite to help them continue to grow their business?

Creating a Chain of Offers in your Biz

We need to think about our offers as a chain, where the value grows incrementally. This means each program should take into consideration a specific stage where your ideal client is at.

So, when we are first starting out, we really want to look at the internal and external pain points. 

Let’s look at my programs, for example:

A lot of people come to me because their offer isn’t selling, and they think the issue is the offer itself, when really they don’t know how to sell. That’s the external paint point.

The internal pain points? They’re afraid they’re not cut out for entrepreneurship because no one’s buying from them. They’re not making money. They’re scared to really put themselves out there and go all-in on their business. 

These are the ideal clients for my passive Scale to $5k program, which means they’re not going to be the ideal client for my intensives. Once we address the initial pain point and they’re ready to move beyond $5k months, we continue to educate and eventually they’ll reach a place where they’re ready for more customized coaching:

Teaching offer creation → How to sell the offer → Understanding how people buy and sell → Intensives or 1:1 coaching

The ultimate question is, once you close a loop for an ideal client with one program, how can you open another loop and continue to move them along in their businesses?

No one looks at their bank account and says “I have too much money” or “I’ve made too much of an impact.” Your ideal clients are always going to want to continue to grow, and this can help you build out a framework of progressive programs to help them get there. 

How does this apply to Service Provider?

If you’re a service provider, this will look a little different since you’re not coaching them through something. However, you still need to look at what their smallest pain point and address that first.

Let’s say you’re a Social Media Manager and you want to help people with engagement or hashtags. Maybe you create a passive offer that teaches business owners the basic tools, and eventually you move them through to your service package. Then, you can open up the door to continuing to support them at a higher level as their business grows. 

Whether you’re a business coach or a service provider, always keep in mind that someone who’s in the beginning stages has very different needs from someone who’s ready for a mastermind or 1:1 coaching. Defining where she’s at will define the level of support she needs. 

Looking at the Product Suite as a Whole

When you’re first starting out, ask yourself: Where are opportunities you can have people come in and learn something passively? I can teach someone how to create an offer in an intensive, but I found it could be easier or more widely received if it was offered in a passive form. 

I spent a year building out Scale to $5k to help teach people the foundational pieces in a passive setting, and as they move up my product suite, the offers get more personalized. The higher the investment, the more high-touch it gets, meaning the information is more customized to them. 

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The number one question I get in my Instagram DMs is: “How do you sell as much as you do?” Ask and you shall receive! I’m going to walk you through my 3-Part buying process that allows me to consistently bring in the kind of income I do from my business. Sales is kind of my jam, so take notes!

A lot of people in the online business space don’t understand that in order to sell consistently, you have to understand how people BUY. That’s how multi-million dollar brands exist – they know the thoughts, behaviors, and patterns of the people they’re selling to. 

A lot of times, you’re so focused on how to get the sale, you don’t even consider how people make purchases and what their decision process looks like. As coaches and service providers, we’re literally asking for huge chunks of money from people we’ve never met. This means you need to know some stuff in order to get them to bite. 

In school, we learned about this 3-part buying process in a long, drawn out manner, but I’m going to break it down real simple:

  1. Understand the problem people have and bring awareness to it.

As humans, we go through life knowing we have a problem, but maybe we’re not aware just how deep it goes, or we assume it’s one thing when the real issue is something else we haven’t thought about before.

With that, you as the problem solver need to make sure you bring that problem to light for them and then attach an emotion to it. You’re showing that you understand how this problem makes them feel – then, you move them from that unwanted emotion into a new emotion that’s positive. What is the pleasure they want to feel? Then, we need to move them into a place of radical clarity with their next steps to get to that desired emotion or result. 

  1. Provide a tangible solution that showcases the emotions and results they desire.

You need to also explain WHY they are having this problem, and in doing this, you must include a tangible solution that showcases the emotions and/or feelings and results they want, in a way they can easily understand. 

If they don’t see a clear way of how you’re going to bring them from pain to pleasure, they’re not going to see this as a viable solution and take action. This also includes positioning yourself in a place of authority and making sure you have social proof of how you’ve solved this problem in someone else’s business before. 

The other side to this is bringing awareness around how your solution is going to be different from someone else’s coaching services. You being different is a selling point. There are so many selling experts in this space, but people will buy from YOU because of who you are, in addition to your ability to help them. And if there isn’t a solution through you, you can still be a resource to lead them to someone else who can solve their problem. 

  1. Service awareness: You have to talk about your offer and talk about it OFTEN. 

You need to talk about your offer a lot. Like, more than you probably think you should. I talked about my first offer for six weeks before my first client signed with me. 

We all want to be known and be the go-to person in the online coaching space, and to do that you need to know what it’s going to take – you have to sell and keep your offer in the forefront of their minds. There is power and consistency in repetition, and it’s not salesy to talk about your offer over and over because not everyone is watching you every single time you talk about it. 

I also want to touch on the female brain because this will help you understand why repetition is so important. The area of our brain that controls emotions is bigger than men’s. This explains why we are more emotional and keen to details, which we also tend to process better by talking it through (a.k.a. Why talking to a coach is so beneficial). This is also the place in our brain where we made decisions. Knowing this, you want to create a memorable experience and lean into details when talking about your offers and your business.

What questions do you have about the 3-part buying process? Send me a message on Instagram or drop a comment here!

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As I come up on the one-year anniversary of my coaching business, I thought about the three biggest mistakes I made – and a lot of other early stage entrepreneurs make – when we’re first starting out in the online space. 

A lot can change in the online business world in a short amount of time, but I think the biggest lesson I learned that probably will never change is the length of time it takes to build your business. I didn’t realize that the successful coaches I admired had been doing this for a long time. 

It will take you time too, but it’s important to avoid the mistakes where you can. Here are the three big ones I made when starting out:

  1. Thinking you need a website before you can sell 

At first, I was focusing on having everything look perfect, and that included my website. Yes, a pretty website is amazing, but when you’re in the thick of starting your online business, you need to focus on getting to your ideal client, talking to them, and moving them from the platform they’re hanging out on (like Instagram) to where you want them to be – your program or services. Most people will find their ideal clients hanging out on Facebook, Instagram, and LinkedIn. 

So, no, you don’t need a website to start a coaching business. Start thinking about the things that are actually going to move the needle forward:

  • Build an application for your coach services
  • Start talking about your services on Instagram, Facebook, wherever your ideal client is hanging out
  • Set up your IG account as a business account
  1. Not positioning yourself as an authority

In the beginning, I didn’t position myself as an authority when I needed to. I wanted to be everyone’s friend and be loved, accepted, and didn’t insert my skills. Unfortunately, I had a hard time with this, so I got stuck in the friend zone where people would pick my brain for free – which doesn’t create income. 

I have a Bachelor’s degree in business, but I didn’t mention it until about 3-4 months into coaching. Bachelor’s degrees don’t necessarily equal authority, but it helps. Authority is truly built by showing up and telling people exactly who you help and how you can help them.

As you are scaling, you need to assert yourself as someone who knows what they’re talking about and give value when you’re on IG stories, mini trainings, workshops, emails, everywhere. If you don’t, they’re not going to see you as an authority, and if they don’t see you as an authority, they’re not buying from you. 

  1. Not warming up your audience to your offers

When I launched my first offer, I had to talk about my new coaching service for six weeks to warm my audience up to it. My audience wasn’t primed for that offer, so I had to continue to show up and talk about it often. 

If you are thinking about starting or moving into coaching, then yes, take messy action. Start putting your face out there consistently and sharing your offer with your audience. Start talking about your story – why are you starting or moving into this business? Start inserting your value through educating and teaching. Tease the offer that you’re going to launch and talk about who it’s for and what benefits it’s going to bring your ideal client. 

A lot of people are afraid to prime their audience, so they take an idea and launch without mentioning it much beforehand. It might be a really good idea, but when you take the steps to give value and hint to something that’s coming and develop a full launch plan, that good idea is even better. Your audience will be expecting it and more ready to buy!

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I get a lot of questions around how to actually start signing high-ticket clients. There’s a learning and experience curve here, but once you have that under your belt and you’re ready to scale even more, there are a few things to consider that might hold you back:

Your worry around getting ghosted

Your fear around charging your worth

Your lead generation

So, how the heck do you do this high-ticket thing? Let’s talk these points through.

Forget the Ghosts

Instead of focusing on getting ghosted, you need to remove YOU from the sale. Someone else ghosting you does not mean you are less valuable or that your work is worth less. 

Getting ghosted comes from a place where people don’t want to talk about the fear at hand. Women specifically need to process things by talking about them, but as a society, we’ve created a new norm of not talking or processing – aka ghosting. 

This leads me to talking about why it’s helpful to create an application process for your offers. The potential client will know exactly what to expect in terms of the offer and the price before you even have to hop on a sales call with them, decreasing the likelihood of getting ghosted. 

It’s going to happen – it happens to me too – so we need to not make it personal if we want to move forward and actually find the people who DO want and need our offers.

Charging Your Worth: You ARE a High-Ticket Service

Think about your sales strategy inside of your business. Somewhere, there’s a disconnect between finding high ticket leads and getting them to sign.

Be a high ticket service to work with high ticket clients. What does a high ticket service look like? You charge $1000 minimum and have a clear, valuable offer. And you have to be firm with your pricing. 

When you get on sales calls, you cannot go into it expecting to discount or change your prices. You have to deeply believe you are worth getting compensated and worth the money you want to charge so you can hit your income goals. . 

But you HAVE to show up and show them that it’s worth spending that kind of money on you first. They will not feel like it was a bad idea to invest in you – continually showing who you are and what you do and insert your expertise. This is where lead generation comes in.

The Importance of Lead Generation

Just to be clear here, lead generation is the process you’re using to draw interest in your business, who you then nurture with your content until they’re ready to buy. Whatever your lead generation looks like, have a method that works for you and keeps you inside of whatever space your ideal client hangs out in – Instagram, Facebook, etc.

The biggest issue I see is people flat out not tracking their leads inside of these spaces, when this should be your biggest priority. If your someone who forgets to do it, then you need to put a system in place. 

For me, I have a list of 10-50 ideal clients in a spreadsheet and track who follows back, what tactics we’re using to engage, what connections are made, etc. We watch these ideal clients move through the channels so we know where they’re at and when to pitch them. 

For lead gen and signing high-ticket clients, the bottom line is consistency. Showing up in those spaces and engaging with your ideal clients regularly and nurturing them.

Find a place to insert your authority with consistent content that your ideal client can learn from and rely on. And have a system that’s trackable and see what leads come in, what they’d be a good fit for, and lead them there. 

A lot of us struggle with seeing these tiny steps are going to amount into big things. When you’re so far in the weeds with your leads, you don’t realize it, but you’re growing because you’re staying consistent with your efforts in serving the high-ticket clients you’re dreaming of working with!

If you are ready to sign high ticket clients, grab my copy of my sales script. This has generated over $500k in sales in two years. Click here to grab it

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Hi, I’m Meghan, and my goal is to help make selling easy so you can scale rapidly. Sounds great, right? Sure does. But to do this successfully, you need to understand your buyers better, a.k.a. Buyer psychology.

Buyer psychology is the understanding of how people think when they purchase something. Not everyone buys with the same emotions or thoughts in mind. Human nature plays a big role in buying, so we don’t want to treat it differently in your own business. 

With that in mind, let’s go over my top three steps to getting someone to buy:

  1. Problem awareness. 

A lot of times, our ideal client isn’t aware of the problem they have. I’m a perfect example of this: When I got into business, I didn’t have business foundations; therefore I thought there were all these other strategies and solutions. But I wasn’t aware of what was truly wrong. 

We need to create awareness around the problem someone is currently having. How do we do this? We talk about pain points and paint the picture for them. What’s going on for them? Then we can present how we help them. 

And you need to be repetitive with speaking about these problems. So many people are afraid or don’t want to talk about the same thing over and over. But this is the goal of sales. People need to know what the problem is and they won’t know if you mention it once and move on. 

  1. Create the solution.

When we paint that picture, we want the ideal customer to vividly see what the other end looks, feels, and sounds like. When they have a problem and they don’t know what the solution is, you need to put it into their mind. You’re bringing them from a place of pain to a place of pleasure. 

And this isn’t fear-based marketing because you’re not telling them their life is over if they don’t buy from you. But you are telling them that the solution is possible, here’s the transformation you could make, and you have a way to get them there.  

  1. Service and product awareness. 

A lot of times, your ideal client is in a vicious circle. They know what the problem is, they can picture the solution, but they don’t know how to get there. Sometimes we need help, and that’s where this third step comes in. Now, you’re inserting yourself in as the solution and an authority. This means you need to say things like:

I help my clients with _____.

This is what I teach inside of my program.

My clients see results when I help them with _______ based on ______.

And you need to talk about your offers 8-20 times – and you can do this in a variety of ways besides hard-selling, like showcasing your clients, the transformations they’ve made, or show behind the scenes work (this is GOLD for engagement!). 

Four Types of Buyers

Now that you know how to get someone to buy, it’s important to remember that not everyone’s motivations to buy are the same. How you buy is not how everybody else buys. This is important to remember because you’ll have to speak to or approach each type of buyer differently. 

Driver: The Driver moves at a fast pace, and they’re upfront. They want to know what they’re getting out of buying from you – the transformation. And they want to be informed of how you’re going to move them throughout their transformation faster. 

Analytical: They want to know ALL the details: who it’s for, how it helps them, where you come in. It’s up to you to get them out of the decision-making area and say “HELL YES” or “hell no.”

Relationship: Relationship buyers buy from people they know and love. They want to buy from a trustworthy and expert source. Good news: they tend to be loyal and repeat customers. Speak to these people as an authority who can also be a friend as you help them along with their transformation.

Emotional: You need to show compassion to these types of buyers. They make a decision based on feelings. But you also show your passion behind your business. You want to play into their feelings, but NOT through fear-based marketing. Fear-based marketing is consuming any media that makes you feel fear or anxiety. It essentially tells people, “If you don’t buy this, this will happen.” 

We don’t ever want someone to feel like they HAVE to buy something to be successful, but rather, you’re presenting an opportunity. We never want people to buy from scarcity and regret. We want them to feel EMPOWERMENT when they buy, not scarcity or anxiety. 

What questions do you have about buyer behavior? Have you noticed these behavioral patterns since you began selling? Leave me a comment so we can dive into this conversation together!

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Yes, I launched my program, Flourish + Thrive, made $27k during this crazy Coronavirus pandemic.

This is not to make you compare or brag – I want to show you that you CAN launch a high-ticket program or service during this time, regardless of what others might say or think. And you can pivot during a launch too.

Here are some quick facts about the launch, so you understand what was going on:

  • The expectation was to generate 38-40k from this launch.
  • This launch was planned over 3 months ago, built around a previous program I wanted to create.
  • I have a background in sales.
  • There was a VIP option and a regular option. I modeled this after multiple group programs.
  • There was a 10-day cart open/cart close. Most of this happened on Instagram.
  • I had a particular person in mind with specific problems in their business that this was aimed toward. 
  • I used countdown timers, polls, and a waitlist as a part of my strategy.

Now let’s dive into what I did, how I did it, and some tips for you to implement when launching a coaching program in the future:

Be Flexible With Your Payment Plans

I hired an OBM during this time and am continuing to expand my team. I haven’t had to back out of a single contract and continued to pay my coaches on time. As a coach, I no longer have things on my plate so I can show up where I need to be. 

The point here? Don’t fall into the trap of this idea that people aren’t willing to invest during this pandemic. 

Three days into the launch, I had to pivot to offering payment plans with flexible deposits. Instead of the original $1200 payment plan, I created an extended payment plan that only required a $100 deposit upfront to secure their spot. Then, it broke down to $720 per month for five months. This helped get people in the door knowing they wouldn’t have to make quite as large of an investment. 

This contributed to most of the success of my launch. 

You, too may have to be open to the idea of adjusting payment plans to allow people to invest when they otherwise wouldn’t right now if they had to pay in full. 

I created an exit clause for clients as well if they were unable to make payments. I wasn’t going to hold people to contracts during a time when money is tight for a lot of people. 

Sell in the DMs

Flourish + Thrive spots were filled by my selling exclusively in the DMs. That’s right – I didn’t have to hop on a single sales call. 

How? I positioned my content on Instagram to talk heavily about the program and this launch so it was visible to my audience. It wasn’t something that just came out of the blue. This made it easy to start conversations in the DMs and get people on board.

Outsource Where You Can!

In the middle of launching this program, I brought in an OBM who helped me execute this launch successfully. I also had a graphic designer who did everything for me on the sales page and every graphic you saw related to the Flourish + Thrive launch.

My coaches were behind-the-scenes with me as well, checking everything I was posting and helped with planning. 

I could not have done it without any of their help. Period.

Warming Up Your Audience for the Launch

Before even launching the program, I warmed my audience to the program for two whole weeks. Within that, I banked on story takeovers.

How I set this up: I had a folder, my slides ready with captions, and I told them when to post them. I also banked on the fact that I have been doing a lot of community building so I could get crazy visible during the launch.

Some social proof for you that this works: Before the launch, I was averaging around 600-800 views on my profile. During the launch, I began to consistently sit around 11,000 profile views

 Another factor that plays a massive role in warming your audience is building and promoting your landing page like crazy. This is how you collect emails and funnel them into the community. I redirected my landing page to the private Facebook group after they signed up. 

The last factor in warming – and the most common mistake people make during this time – is showing up CONSISTENTLY. I talked about this offer 5x a day for 10 days. 

Be Aware of the Mid-Launch Slump

What the public didn’t see was my meltdown. Was I crying, telling my coaches I didn’t know if I could do this? Yes. 

But here’s the thing: My coaches came in with solutions and support. This is why I tell people to have a coach during a launch, because you WILL have a mid-launch slump. This is my third launch, and melting down isn’t a part of my personality. But launching in the middle of a pandemic was new to me. 

I could have quietly exited my launch and forget the whole thing. Instead, I decided to look for solutions that would tip people into committing to Flourish + Thrive. It is a make or break moment in your launch and business. 

Entrepreneurship is not for the faint of heart, and you’ll be unsure at times. Ask for help!

Launch a Program that Will Stand the Test of Time

Stop launching a program that you don’t love just to fill seats and make money. Flourish + Thrive will be an offer that I won’t remove.  

Simple as that, but super important. 

Am I happy that I finished this launch? Absolutely.

Is it a pride thing? Absolutely. 

I could go on and on with more tips, but these are some of the most important and non-negotiable keys to launching successfully – pandemic or not. 

What questions do you have about launching? What struggles are you running into with launching right now? Leave them in the comments!

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Hey, I'm Meghan

I’LL BE YOUR SALES TOUR GUIDE 

If you’d told me two years ago I’d be focusing on sales and helping other business owners grow their own sales process. I’d have laughed. Loudly. In your face.

I was stuck in a dead-end service job in the massage industry, knowing my true talents were in coaching but having no clue where to start, no industry connections, and $200 in my bank account.

Through investing in psychology-based sales education and creating a repeatable strategy, I was able to build my business and hit multiple 6 figures in revenue in just one year. 

NOW I’M COMMITTED TO TEACHING YOU HOW TO BUILD YOUR OWN SUCCESS IN YOUR BUSINESS THROUGH SUSTAINABLE SALES

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