Episode 067 | Want to hit 6 figures and beyond this year? Do this

I know you're here because you have big ambitions when it comes to making both impact and income in your business. So what's stopping you from hitting your first six, multi six or seven figures? Join me as I reveal how to simplify your business and take you to the next level. I'm revealing the 5 Ps of Profitability.

Hi, I'm Viv Guy, 7 figure business owner turned online mentor, on a mission to help struggling coaches and course creators to navigate the rollercoaster that is running an online business. So that you can attract dream clients and hit your enrolment and sales targets every single day. month so that you can reach six figures and beyond.

If you're ready to create a thriving and profitable podcast to accelerate your audience growth, engagement, and sales, tune in each week as I throw back the curtain and share all the insider secrets I've [00:01:00] learned from 20 years of entrepreneurship. You'll learn how to market, sell, and grow a thriving, sustainable online business in a way that's Podcasts fun, makes you money, and allows you the freedom to thrive.

This is Podcast Sales Made Easy.

You may not know this about me, but way back in the day, oh yes, in my youth, I was a dancer. In fact, I wanted to be a professional dancer, a ballet dancer nonetheless. But training in dance, training to get to that level of a professional dance calibre. Requires you to give pretty much everything, okay, beyond school, beyond like learning and education, like my life was dedicated to dance.

And I see this now at the dance school that my, my kids attended. Now my kids are only teeny tiny, but I see this in, in the older kids, the teenagers there. [00:02:00] They are absolutely dedicated to dance. They are, they, they, they are there. multiple times a week in the evenings after school, often till quite late at night, and on weekends.

And amazingly, I mean, these kids, like, are still knocking out A grades because they really know how to balance their time. But it means They have really committed to one thing, like doing dance well. Sure, they could go to swimming, they could go to piano lessons, music lessons, whatever. I did piano lessons, but when I got to a certain level, piano went.

Why? Because I knew that I couldn't do everything. And these kids know the same. They know that to be the best of the best and to get the level of results they want, I mean, last year this dance school, the comp squad, They became the European champions, okay? European champions. They competed against so many other people, oh, so many other dance troupes, and they were, they were, like, awarded, crowned, I don't know what the [00:03:00] term is.

European champions. That is, like, that is no mean feat. But it is because they give it their all. They commit entirely and fully. to their dance. They don't try and fit in a million other hobbies around dancing because they know that they will not be the standard they need to be. They know that actually they won't have the time to go and commit to their dance lessons.

Now the same is true in business and I want to talk to you about that today. When it comes to our business, we have to get really focused. Okay, we have to get really focused and fundamentally pick one thing. And that's what the five P's are of business. We're going to talk about and break these down today.

So there are five decisions that dictate the parameters of your business model. And if you want to go fast, you want to grow fast, And I remember my first coach, Greg Faxon, saying this, the [00:04:00] fastest way to six figures is to pick one. The fastest way is to follow the framework, the five Ps method. If you want to go slow because you are burning out all the time, you're overwhelmed, you're having to rework things, reinvent things over and over again.

Well, by all means, break these rules. Okay, this is, this is me kind of giving you the harsh, harsh words here. You got a choice. You got to pick one. Follow the framework or break the rules. You want to make money? You want to have impact? You want to reach more people and help more people? Of course you do, that's what you're here for.

Follow the framework. If you want to spend the next year, two, two years, three years, however long, burning out, feeling fed up on that horrible rollercoaster that is like the emotional income sort of rollercoaster at the early days of entrepreneurship, then break the rules. Now, I will say, if you have hit a million pounds in your business, you have earned the right to [00:05:00] break any of these rules, okay?

As long as you do not dilute the core of what was working to begin with, okay? So as long as you don't dilute the thing that got you to the million. If you have multiple offers and are earning Less than a million dollars a year and a million pounds a year, then you are doing too much. What do I mean by multiple offers?

I mean literally more than two. And you're making less than a million pounds, a million dollars a year, you're doing too much. Okay? You do not make money by doing more. You earn more money by doing less but better. Let's simplify everything, okay? You do not need a complex business model. You do not need complex number of offers.

You do not need complexity. Simplicity is key. So Gordon Ramsey, what he does is he goes into these restaurants, these struggling restaurants and hotels to help them bring in more clientele, to improve their menu, and to kind of really have a look at what's [00:06:00] going on, like why they're struggling. And often, obviously with the restaurants, it's because of their menu.

And what he does is he goes in and he gets furious. Because their menus are way too extensive, like they have like 50 dishes on a menu. And he's like, we are gonna bring it down to like, 6. 6 8 like, main courses, that's it. 6 8 entrees. Why? Because, well, picture the chef in the kitchen, they are surrounded by this array of ingredients and equipment, like, there's utensils everywhere, there's so many different things that they need, so much equipment, okay?

And they're trying to prepare multiple dishes, like, simultaneously, when it's kind of like peak time, 7pm, whatever time is peak time in the restaurant trade, you know, they're trying to cook all these dishes simultaneously. For you. And they're all requiring their attention, but they all require different [00:07:00] ingredients and different timings.

And that results in a really chaotic kitchen. I mean, you see it, don't you, on the, you see it on the program, where it's just, it's carnage, it's chaos. And Gordon is literally there in the corner when he's doing his observation at the start, like shaking his head and like swearing away, like, what the fuck are they doing?

They are useless. But the same goes within your business, okay? When you have a multitude of offers, when you're on a range and a myriad of social media platforms, it's the same as the chaotic kitchen. Your attention is divided. And when your attention is divided, just like the chef, the quality of each dish suffers.

Because what happens in the show with Gordon Ramsay, people are constantly sending their dishes back, going, it's cold, it's missing this, it's not great, it's not nice, you know, and Gordon will order a dish secretly sometimes when he's like, oh, look at this. That's because they've spread themselves too thin.

This chef's attention is divided, [00:08:00] okay? If that chef decided to focus on perfecting just one signature dish. And reducing the amount of stuff that was on that menu. Use the finest ingredients and specialized techniques. Like, the outcome would be remarkable. Like, that's how they become Michelin star award winning restaurants.

They have a lot less there. And it's the same with your coaching business. We want to hone everything in. We want to pick just one thing. Okay? One thing. And this is where the five Ps come in. So let's talk about what each of these P's are. So P number one is we want to pick just one person. This person is going to be your star client.

The one who gets big results. Yes, of course, I'm sure you can help everyone, but I want you to really think about, like, [00:09:00] who have you worked with before? Or who do you know who will get the best results? For example, in my business, I could help people, well, anyone with a business or thinking of starting a business.

But I don't choose to work with people who have not started their business, who don't even really know what their offer is. They haven't had it tested. They haven't worked with clients. They don't know if they can actually get the results. They don't know if there's a demand for what they want. So if I work with these people, what I know is they don't get results fast.

And they don't get the biggest results because they're so early on. So for me, I want to work with people who have an offer, who have an offer that they have delivered, that people have gotten results. So they know, they know how to get people from A to B. And I want to work with people who get results. I want to work with people who've already been in business for a good 6 to 12 months and have been working on building their audience.[00:10:00] 

And creating content so that we can see actually they are action takers. They have been trying to, to do the work. That's what's important to me to be able to see that. So these would be the people that I would have as my star client. The people I know actually, they're action takers. They get results.

Their program works. Their offer works. So these would be my star clients. So I want you to think about who, number one, who is that one person, the star client. Okay, the second thing is, I want you to pick one problem to solve. Of course, you're gonna say, well I solve loads of problems. When people come to work with me, I, you know, they, they come away with like increased confidence and better relationships and ta da da da da, all of those things.

Of course, What you do will generate more than one result in most instances. But I want you to dial in and think about the one problem that you solve. What is that offer [00:11:00] promise? What are people, you know, where are they now? Where are they stuck? What is their real pain point? Their most deepest, darkest pain point?

That pain where they say, I cannot spend another day like this. Like, enough is enough. I can't do this anymore. So what is that pain point and what is your solution? What is your offer promise? So for example, one of my clients has an amazing offer promise. I help you improve your team's performance in just 90 days.

Okay, so this is with people struggling in leadership roles, so something along those lines, but there we go. Really great, clear promise. So when people come to that, to him, you know, they have this problem with leadership, the teams are underperforming in three months, I'm going to fix that problem for you.

Just 90 days. So that's a really clear promise. So that's the expectation that someone has when they come to work with you that this is the result they are going to get. So we want one promise, one very clear promise. And yes, as I [00:12:00] said, there will be additional, like, things that, uh, benefits that they reap, but it's one problem that you're going to solve right now.

The third thing we want to look at, the third P. is the process. So pick one process. So you've got one person, one problem. Now, what are the steps that you have identified or documented that this star client needs to go through in order to get the results? Okay, a process is just a series of actions, of steps, okay, taken in a certain order to achieve a particular result in the end.

So your program needs to be designed with a clear measurable finish line. What is the end? Okay. What is that finish line? So this is where milestones are really great. And it's something I've built into my program. So there are very specific milestones and those milestones generally correspond with calls, the next step [00:13:00] call.

Where we kind of refine, go deeper, and move along to that next step. So that we know, yes, you are ticking off and hitting those milestones. Because it's a very clear process. You cannot move past, it's like Monopoly. You cannot go, move past go unless you, you cannot get out of jail unless you. And it's very similar.

Okay, so it's very measurable, very specific. So these three things, the one person, the one problem, the one process, all these combined together become your one offer. And as I said, I do remember Greg Faxon in the other days of coaching and listening to him actually on a workshop somewhere saying, you know, the fastest way to six figures, but it's not just six figures.

It is the fastest way to seven figures. One, one, one. And what I see so often is people will. create multiple offers. So they have their core, let's call it high ticket offer. And what I mean by high ticket, because a lot of [00:14:00] people say, Oh, it's high ticket. It's 500 pounds. Now high ticket, I'm talking like generally over 2000 pounds.

What happens is that people say that's too expensive. Nobody wants to pay that. Oh, it must be the price that's the problem. So I'm going to create a lower ticket offer. I'm going to create a 500 pound offer. I'm going to create a 50 pound offer. I'm just going to create a Black Friday deal. I'm going to create a New Year's offer.

So people create multiple offers. And that is obviously taking time. It's taking energy. And actually those offers are going to be for people at different points in their journey. So suddenly we're speaking to more than one person. To different problems, because those offers are not going to be just for your core person, because your core person needs your main offer.

So let's stop diluting the process. Now if you have multiple offers for different people at different points, [00:15:00] I want you to just take some time to think about the clients that you have worked with. Which ones light you up the most? Which ones, which ones bring you joy? If you were to work with You know, people every single day and coach people every single day.

Who are the ones that you most enjoy working with, that light you up the most, that energize you the most, that get the best results? I want you to think about those people because they are going to be your person. Then think about like what is the problem that those people have and what is the process I like, I will take them through.

What are the steps that they need to go through to get them from A to B? That is it. Simplify. How much easier when all you have to do is talk about one thing? One thing to one type of person. You really get to know that person. You really get to understand on a very deep level their problems. [00:16:00] And this is the problem I see so often with marketing, and this is why content doesn't convert.

And remember, content, it needs to convert. The role of our content is it should generate sales. And if your content isn't converting, if it isn't generating sales, then there is something off in there. There's something off with the messaging. And often this is it. We don't know our star clients. We don't even know who our star clients are.

We don't know the problems enough. We don't know the person on a deep enough level because we're just being too surface level, because we're trying to spread ourselves too thin. We're back to being that chef in the kitchen with multiple dishes on the go and just not being able to really go deep and really give that one person our full attention to really understand them.

Okay, so all of this, as I said, is our offer. Amazing. We have an offer. Which is [00:17:00] great, but an offer alone, okay, is not going to make you money, okay? And I see this so often, you know, I see people say, well, I thought when I did my coaching practice and I had all those, you know, I did all the free calls as part of my training, that once I'd done, like, the refer people just come, people would flock to me, would want what I want.

But remember guys, it's a very, very busy marketplace, okay? There are a lot of people out there, okay? Now, yes, there is a point we want to get you to in your business where you are not constantly, like, on the hunt for new people. We want you to be sowing the seeds so that people come to you eventually. Yes, there will always be outbound marketing, but we want people to be reaching out to you saying, How do I work with you?

Yes, but we want a balance, okay? We want to have that balance. Anyway, I digress. So how do we build a business that makes money? And this [00:18:00] is where people go crazy. Okay, you may be I'm going to say sit tight, sit tight in your seats guys, because get ready for this one. Pick one platform. Oh yes, one platform for all of you out there who have LinkedIn, Instagram, Facebook, TikTok.

Um, what else have we got? You may have a podcast, a YouTube channel, all of those things. I want you to pick one platform. This is your place of mastery, okay? And this is the word mastery. This is where this place is gonna be your primary traffic source, where you create content. So you're gonna be creating your nurture content.

It's where you are going to be creating your discovery content and being, being discovered by new people, new audiences, okay? So you're gonna be actually actively, proactively creating content and getting yourself. in front of [00:19:00] new audiences with this content. It's where you nurture people and it's where you then create content and put out the calls to action that are going to get people converting and progressing into your sales process.

Okay. It's where we get people raising their hands. in interest. Okay, that's what we want. We want people here to be raising their hands saying, oh my gosh, tell me more. How do I work with you? Or sliding into your DM saying, right, okay, sign me up. But a word of warning here, be aware of the algorithm. I could have given this advice 10 years ago and you might have gone, great, I'm going to focus on Instagram, I'm going to focus on Facebook.

But be aware, the algorithm is not your friend. Okay, if you are not paying. For ads, okay, which ads have changed a lot, and we've got a guest expert coming on to talk about this in a few [00:20:00] weeks. Ads are not the golden bullet, the magic, you know, solution, but the algorithm. The algorithm is not your friend. 3%?

I'm gonna be very generous and say 6 percent of your content is being seen by your existing audience. So if right now you have been, and I speak to, I'm gonna say like, 80 percent of people I speak to on a call are in the boat of going, Um, okay. I say, what do you do to, to market your business? And they say, yeah, I put content on Instagram or Facebook or multiple platforms.

And I say, okay, what are you doing to get your content in front of new people? Oh, well I post on Instagram, and I post on Facebook, and I post on LinkedIn. That content is only being seen by 3 percent of your audience, of your existing audience. If you've got 100 people in [00:21:00] your audience, 3 people are seeing that, that content.

Mmm, on average. Okay? That's often less. I'm being very generous with three percent. So I do want you to be aware, when you go into this and make the decision on the platform, I want you to think about where, what platform is the best platform that is gonna get me the most visible, that is not beholden. to The Algorithm.

Now I hear you saying, hang on Viv, that's it? Like one platform? Yes, I want you to develop mastery of one platform. Okay, but it doesn't mean you won't publish to other places. Okay, of course, I will say yes, we will develop, we will, of course I will say we'll publish to other places, but let's develop this mastery first.

And make sure your messaging lands first. This is what I see so often when people jump into Facebook ads and they say they don't [00:22:00] work for me. Hell, I did it myself years ago. I jumped into Facebook ads, they just didn't work. I spent a lot of money, several thousand pounds, for no return on investment. Why?

Because way back then My messaging, it wasn't tested. It didn't land. Okay, and that's what we need to do first. Make sure your messaging is landing on the platform that you are on before you start going and spreading yourself over multiple platforms. Okay.

Now if you're thinking at this point, Viv, I freaking love this idea. Yes. Yes. I need to simplify. I need to go all in on one thing. But how do I know which is the one thing? Like, um, one offer, which is the one client? What is the message that's going to resonate with these people? And like, how do I actually master these platforms?

Because that's the biggie, isn't it? What, how do you develop that mastery? Then I'm just [00:23:00] going to put this out there. Book in a 45 minute conversion audit call with me. Yeah, me, you, 45 minutes, my eyes on your business. And let's talk this through. Let's get really clear on the three big things that we need to look at in your business to move the needle and get you moving forward right now.

That's it. All you're going to do is head over to vivguy. com forward slash apply. That's right, vivguy. com forward slash apply. Okay, so we've got four, four of our, uh, Key areas now. Four of our P's. Sorry, I'm just going to do that again. So we've got our four P's so far. What is P number five? What is our five P?

Fifth P. It is your profit conversion method. Okay? Your profit conversion method. What do I mean by this? How are we taking people from being in our audience to expressing an interest in maybe [00:24:00] finding out more about how to work with them? What is that next step? Webinar? Workshop? Uh, sales call? Uh, sell by chat?

What is your process? I want you to hone in and pick one. Get really, really good at one. You can get to seven figures just on calls alone. Just on calls alone. What I see so often is people kind of saying, right, you can sell by chat. Like, we can have a chat. Come and DM me, like, and we'll do a sell by chat option.

That's it. We'll try and bypass that. Oh, here's my sales page. Let's have a call. Let's do a webinar. Let's do da da da da da. Multiple things in place, multiple mechanisms. That is, again, gonna burn you out. It's gonna spread you thin, and we want to really make sure, again, that you are dialed in. Your message is dialed in.

You know how to get the [00:25:00] conversions, and that is a lot easier on a sales call when you can have a conversation. when you can gauge interest and can really kind of dig deeper with people. So let's go for the call. If you're doing higher ticket, let's aim for the call. So in all of these five Ps, mastery is key.

I want you to make that commitment. If you are all in on this and say, yes, this is the year that I want to make six, multi six, get to seven figures. I want you to make that commitment right now. that you are going to commit to one, one of each P, and commit to it just for one year. Why one year? I hear you ask, why one year?

Because it takes time. It takes time to master things. Instead of burning out because you're on a squillion different [00:26:00] platforms, you've created like four different offers, five different PDFs for people to download, you know, commit to learning the principles. Like, comprehending and understanding the process, the nuances, master and sharpen your skill sets.

That is the most sustainable approach to a financially successful, profitable business. As an online coach, as a course creator, or a service provider. I want to leave you with this quote from Tim Ferriss, I think it is. Tim says, you have to become a specialist before you can become a generalist. So become a specialist, become a master of everything, not just your craft, of the whole process of running a business.

Before you become a generalist, before you offer things, multiple [00:27:00] offers to a wider audience, because you've already developed that reputation, that authority for being so good at what you do, that people will come regardless of what the offer is. More people will find out about you. So look, if you love what you've heard today, I would love, love, love for you to connect with me on Instagram at viv.

guy and share with me your biggest takeaway. And while you're at it, I know that nobody likes to take the time to do these things. But not many people realize how important and how valuable your reviews are. Because they really help other people, other entrepreneurs struggling in their business right now to find this show.

So if you really love what you've heard today, it would mean the world to me if you would take a moment, like 15 seconds at most, to tap the five stars and write a sentence. Just about what you think about the show. Look at when you do, I'm gonna enter you into a prize draw where you [00:28:00] can win a free 90 minute mentoring call with with me, which we draw every single month.

Just DM me with a screenshot of your review and we will enter you into the draw. And don't miss our next episode where we are talking all about how to cut your content creation by 50%. Yes, five 0%. Imagine what you could do with the extra time that you have in your diary if you could cut your content creation time by half.