Two Things You Must Remember, Episode 234

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Two Crucial Things You Need to Know About Growing Your Sales

Today, I want to share two things about growing your sales that are absolutely essential to remember. They’re simple but game-changing if you truly understand and apply them. Plus, I’ve got a little gift for you, so be sure and read to the end.

You Already Have a Saleable Product—Here’s What to Do Next

First things first, let’s talk about proof of concept. If you’ve had even one person (who isn’t your mom, sister, or best friend) pay you for your product, guess what? You have a saleable product. That means someone out there, probably a stranger, saw what you were offering and said, “Yes, I’ll buy that!” That’s proof of concept right there.

So many business owners second-guess themselves once sales slow down.

 

You start thinking, “Maybe it’s my product. Maybe the price is wrong. Maybe people just don’t want it.” Stop. If you’ve already made sales, you know people want your product. Now it’s about getting it in front of more of the right people.

 

Here’s what I want you to remember: You have a saleable product if you can get it in front of the right people. Write it down. Stick it on your computer. Don’t let those voices in your head tell you otherwise.

Stop Blaming Your Website: Why Finding Your Audience Matters More

I hear this a lot: “It must be my website. If I just had a fancier site or better photos, the sales would roll in.” Listen, I’m not saying your website doesn’t matter. But here’s the truth: it’s probably not the reason your sales aren’t where you want them to be.

Some of the ugliest websites I’ve ever seen make millions of dollars in sales. Why? Because they get their products in front of the right audience. Think about a craft fair. You’ve probably seen booths with terrible displays, but they’re still selling because they’re in the right place with the right customers.

Here’s what’s really happening:

 

We tend to default to the work we enjoy the most—like tweaking our website or obsessing over photos. But that’s not the work that will move the needle in your business. The real work, the hard work, is marketing. It’s getting your product in front of new eyeballs and building an audience that actually wants what you’re selling.

 

Do the Math: The Simple Formula That Drives Sales

Now, let’s talk about the sales formula. It’s not rocket science, but it’s something a lot of us forget to actually apply. Here it is:

Traffic x Conversion Rate x Average Order Value = Sales

Pretty simple, right? But here’s the kicker: most of us don’t do the math. We set big sales goals without figuring out how much traffic or how many conversions we need to make that goal happen.

For example, if you did $3,000 in sales last Black Friday and this year you’re aiming for $5,000, you need to ask yourself: How much traffic will I need to hit that goal? Let’s say your conversion rate is 1% and your average order value is $50. To hit $5,000 in sales, you’ll need 10,000 sessions on your website during Black Friday weekend.

That’s why it’s so important to sit down and do the math before you set your sales goal. Otherwise, you’re setting yourself up for frustration, even if you’re working super hard.

Set Yourself Up for Success: How to Create Achievable Sales Goals

Here’s where most of us slip up. We set sales goals based on feelings rather than math. It’s easy to say, “I want to do $5,000 this Black Friday!” But if you’re not taking the time to figure out how much traffic and conversions you need, you’re shooting in the dark.

This is where things can get tricky because setting a realistic goal requires planning and focus. You have to actively work on boosting traffic, improving your conversion rate, or increasing your average order value if you want to see growth.

The good news is, once you know how much traffic you need, you can create a plan to drive those visitors to your site. Maybe it’s running ads, sending out more emails, or working on your SEO. Whatever it is, you can’t just hope for more traffic—you need to plan for it.

Want to Hit Your Sales Goals? Here’s a Free Tool to Help You

Alright, I’ve got something that’s going to make this whole process a lot easier: a free calculator to help you set your sales goals. You just plug in your goal, your conversion rate, and your average order value, and it’ll spit out exactly how much traffic you need.

This tool is super helpful whether you’re setting monthly sales goals, preparing for Black Friday, or launching a new product. It takes the guesswork out of the process and helps you plan based on real numbers.

You can grab the calculator by signing up here:

SIGN UP HERE

Take Control of Your Sales Today with These Simple Strategies

So, let’s recap:

  1. You already have a saleable product—your job is to get it in front of more people.
  2. Stop blaming your website and start focusing on finding the right audience.
  3. Do the math. Traffic, conversion rate, and average order value drive your sales.
  4. Use the calculator to set realistic goals and create a plan to reach them.

It’s all about being intentional with your time and effort. Stop wasting energy on things that won’t move the needle, and start focusing on the strategies that will.

Ready to take control of your sales? Grab the free calculator to help set your goals and make sure you’re on track. And if you want to dive even deeper, check out the free workshop I’ve linked below. It’ll help you get clear on what’s really going to move the needle in your business.

 

RELATED POSTS:

The Powerful lWork That Will Get You To Your Goals
https://thesocialsalesgirls.com/the-powerful-work-that-will-get-you-to-your-goals-episode-159/

The Thing Everyone Forgets About Converion
https://thesocialsalesgirls.com/the-thing-everyone-forgets-about-conversion-episode-212/

How To Create Profit Goals
https://thesocialsalesgirls.com/how-to-create-profit-goals-episode-209/

The Forumula For Sales Every Day
https://thesocialsalesgirls.com/the-formula-for-sales-everyday-episode-231/

Proof Of Concept Event At Sock Doggo
https://thesocialsalesgirls.com/proof-of-concept-event-sock-doggo/

 

Get a Plan to Grow Your Sales Every Month

Stop wondering if you’re “doing it right” and learn how to grow your sales in a consistent, predictable way. Spend 40 minutes with me in this eye opening workshop, and you’ll leave with a few simple steps that will grow your sales next month. Find a time that works for you.

New FREE Course coming September 22nd

GROW YOUR SALES

(without breaking the bank)

Conversion School is a step by step process to grow your sales, without spending a fortune on risky ad strategies, or discounting your products.

 

Works for Ecommerce stores at all stages.

 

Start getting consistent sales, and see significant sales growth every month.

How To Get Affordable, Quality Traffic, Episode 235

How To Get Affordable, Quality Traffic, Episode 235

No time to listen now? We'll send it to your inbox. No time to listen now? We'll send it to your inbox. or scroll down to get the highlightsHow to Master Meta Ads and Drive High-Quality Traffic to Your Store If there’s...

4 Steps To High-Converting Product Pages, Episode 232

4 Steps To High-Converting Product Pages, Episode 232

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Create High-Converting Product Pages: Expert Tips from Kate Tilbury

If you’re struggling to convert your site visitors into paying customers, then keep reading. Our brilliant Conversion Specialist, Kate Tilbury, has a knack for understanding what makes people click “buy” on a product page, and she’s sharing her expertise with us. Kate’s going to break down exactly how to create product pages that get visitors adding to cart. 

From Big Brands to Small Businesses: Kate’s Journey to Conversion Mastery

Originally from Canada, Kate now lives in the UK and has been working in e-commerce for over 20 years. She’s worked with some big-name brands and honed her skills in conversion optimization, but she didn’t stop there. In 2020, she decided to take the plunge and launch her own brand, Rowdy Kind, a line of sustainable bath products for kids. Kate grew Rowdy Kind to a six-figure business in just three years before selling it in 2023.

What’s even more amazing is that while she was building her own brand, she was also an active member of our Inner Circle community. She saw a gap in the training we were offering and decided to step up and help fill it. 

 

“Many e-commerce businesses spend a lot of time learning how to drive traffic through social media, ads, and email marketing, but they don’t spend nearly enough time optimizing what happens after someone lands on their site.” 

 

Sound familiar? It’s something I see all the time too.

You can have the best marketing strategy in the world, but if your product pages aren’t up to scratch, you’re leaving money on the table. That’s why Kate decided to create a new training module for our Inner Circle members focused entirely on optimizing product pages.

First Impressions Count: Make Your Product Pop with the Perfect Image

Let’s start with the basics—the very first thing your customers see: the main product image. This is the hero of your product page, and it’s got to make a great first impression. “People shop with their eyes,” Kate says. Your main image is what appears on your collection page, in Google Shopping results, in your emails—it’s everywhere!

So, how do you make it count? Kate recommends making sure the image is square, has a clean, plain background, and that the product is the star of the show. “Think about it like online dating,” she jokes. “You want to put your best foot forward and show off your product in the best possible light!”

Say What You Mean: Crafting Clear, Compelling Product Names

Next up is something that might seem simple but is often overlooked: your product names. You want to make sure your product names are clear and descriptive. Kate shared a funny story about a big brand that was getting terrible reviews on Amazon for a travel-sized toothpaste. The problem? They listed it as “Brand X, Flavor Y, 2 oz.” People thought they were getting a full-sized tube and were shocked when a tiny travel size arrived. As soon as they changed the name to “Travel Size Toothpaste,” the complaints stopped, and the positive reviews started pouring in.

So, take a look at your product names. Are they clear? Do they tell the customer exactly what they’re getting? Use customer-friendly language, not industry jargon, and always think from the buyer’s perspective.

More Than Meets the Eye: Using Secondary Images to Sell

Now, let’s talk about secondary images. It’s not just about showing off the front of your product. Kate emphasizes that more images equal higher conversions. “People want to know exactly what they’re getting,” she explains. “They need to see your product from different angles, understand its size, and get a feel for the texture or material.”

Think about it—if you’re shopping online and can’t pick up the product, you need as much visual information as possible to make an informed decision. Show different angles, close-ups, and even lifestyle shots to give your customers a full picture of what they’re buying. According to Kate, the sweet spot is about six images. Any more than that, and it might start to overwhelm your customers.

Words That Work: How to Write Product Descriptions That Convert

Your product description is your chance to really sell the benefits of your product. And here’s the key: focus on benefits, not just features. “Features are great, but what customers really want to know is how those features will benefit them,” Kate says.

Instead of saying, “This suitcase is 20 inches,” say, “This suitcase is the perfect carry-on size for hassle-free travel.” See the difference? One just states a fact, while the other speaks directly to the customer’s needs and desires. Keep your descriptions scannable—use bullet points and make them easy to read. Your customers should be able to glance at your product description and immediately understand why they need it.

Your Ultimate Product Page Checklist: Steps to Boost Conversions Today

Alright, so how do you put all this into action? Here’s a quick checklist based on Kate’s advice:

  1. Main Image: Make sure it’s square, with a plain background, and that the product is the focal point.
  2. Product Name: Keep it clear and descriptive. Use language your customers understand and that makes them immediately know what they’re getting.
  3. Secondary Images: Aim for around six images that show the product from different angles and provide context on size and material.
  4. Product Descriptions: Use bullet points to highlight the benefits, not just the features. Make it scannable and easy to read.

 

If this all feels a bit overwhelming, Kate suggests starting with your top-selling products. Focus on the 20% of your products that generate 80% of your sales. And if you’re gearing up for a big sales season like Q4, make sure your featured products for that period are optimized first. This way, you’re maximizing your ROI for your busiest sales periods.

Transform Your Sales with Simple Tweaks: Start Now

So, there you have it. Some simple, actionable steps you can take to start optimizing your product pages today. Remember, it’s all about making it as easy as possible for your customers to say “yes” and click that “buy” button. If you’re an Inner Circle member, be sure to check out Kate’s full training on this—it’s packed with even more insights and step-by-step instructions. And you can even book a session with Kate, she’s our newest expert coach!

 

RELATED LINKS:

Join The Inner Circle

https://classroom.thesocialsalesgirls.com/inner-circle-membership

Kate’s startup Ecommerce brand (Rowdy Kind — now sold)
https://www.rowdykind.com/

Get a Plan to Grow Your Sales Every Month

Stop wondering if you’re “doing it right” and learn how to grow your sales in a consistent, predictable way. Spend 40 minutes with me in this eye opening workshop, and you’ll leave with a few simple steps that will grow your sales next month. Find a time that works for you.

New FREE Course coming September 22nd

GROW YOUR SALES

(without breaking the bank)

Conversion School is a step by step process to grow your sales, without spending a fortune on risky ad strategies, or discounting your products.

 

Works for Ecommerce stores at all stages.

 

Start getting consistent sales, and see significant sales growth every month.

How To Get Affordable, Quality Traffic, Episode 235

How To Get Affordable, Quality Traffic, Episode 235

No time to listen now? We'll send it to your inbox. No time to listen now? We'll send it to your inbox. or scroll down to get the highlightsHow to Master Meta Ads and Drive High-Quality Traffic to Your Store If there’s...

From 0 to multiple 6 figures. The story of a creative success, Episode 224

From 0 to multiple 6 figures. The story of a creative success, Episode 224

No time to listen now? We'll send it to your inbox.

No time to listen now? We'll send it to your inbox.

or scroll down to get the highlights

I get this question all the time: can artists and creatives really earn an amazing living by selling their products online? The answer is yes, and it’s actually never been easier. 

Today I’m talking with Diane Hill, a designer who has translated her gorgeous paintings and designs into some unexpected (and highly profitable) avenues. Diane has taken her business from zero to multi-six figures, and she’s sharing how she got there, one step at a time. I think it will change how you think about what is possible for you. 

From Art Student to Senior Designer

Diane started studying surface pattern design in England, with a focus on wallpaper. This led her to a placement (a type of long-term internship that occurs during the school year) with a hand-painted wallpaper company that she loved. The only problem was that Diane was pregnant, and after her first week at the new job she had a baby and had to withdraw.

She did, however, stay in touch with the company. They invited her to a party, and she turned up with a hand-painted cushion she had personalized for them. Two months later, she got a call asking if she’d like to do a one-off job, and she jumped at the opportunity.

After that commission, they asked her to work for them full-time. Diane felt like the luckiest girl in the world. Having a baby at a young age didn’t affect her career; it actually drove her to work even harder.

She stayed with the company for seven years and became their senior designer, hand-painting walls in luxury residences, yachts, and hotels all over the world. Then she had her second baby, and the commute—two hours each way—became too much.

But Diane felt she had more to give. She had learned these niche skills and wanted to share them with the world. 

Turning Walls Into Opportunities

During her baby’s 3-hour afternoon nap she would paint murals on the walls of her new home, some of which took a year to complete because of the detail. She asked a friend, a professional photographer, to photograph the murals. Diane built a Squarespace website herself – breastfeeding with one hand and the laptop in the other. Those professional images became her portfolio, and she shared them to her social media account.

Her first post on her private Facebook account blew up, getting shared 250 times. Diane was blown away by the response.

The Instagram Breakthrough

Diane’s BIG break came when someone at Vogue magazine spotted her work on social media, which led to a small feature in an edition with Victoria Beckham on the cover. The images were bold and bright, which she believes struck a chord with people.

So Diane started an Instagram account in addition to her Facebook, and grew very slowly. She  kept posting images each time she painted another wall of her home, and one day she received an inquiry.

It took a couple of years, but gradually things picked up. First, someone local asked her to paint a wall for £300, and she was thrilled. She took a photo, put it online, and another person came along a few months later. Diane put the price up, and that’s how it worked. It grew very slowly.

 

“I got where I am with really good video on Instagram…even though they were shaky, shadowy, terrible videos. It was the videos that really captured people’s attention.”

 

A Game-Changing Pivot

In a couple of years, she was back to painting in luxury Kensington and Mayfair townhouses, this time on her own terms, and booked out a year in advance. She was busy, but she was beginning to get tired. Realizing she couldn’t grow her business further because she was just one person, she pivoted to selling prints of her artwork. The shift to print on demand was a game-changer, allowing her to automate her processes and shifting the dynamic of her business completely.

Meaningful Impact, Explosive Growth

Diane was selling prints while still doing murals in 2020 when her second big break came. The Black Lives Matter movement had exploded online, and she could see that people were sitting at home, furious about what had happened. Diane, who is half Black,  decided to create something for charity.

She did it, thinking she could raise a few hundred pounds because, at that point, she was selling only a few prints a month. But her fundraiser went viral—her Instagram account grew from about 20,000 followers to 100,000 followers in a very short space of time.

She sold so many prints, she raised £14,000 ($17- $18k USD) for charity. The prints were priced at £35 each, so they were affordable. She kept it really simple: one size, free worldwide shipping, and a small profit margin.

After that, Diane got noticed by everyone, including her dream company Harlequin, who reached out to her about a licensing deal. Between that and the fundraiser, her revenue jumped from a few hundred to £10k per month.

 

“It’s about marketing, it’s about visibility, eyes on your work. You could be the best artist in the world, technically able, but if you don’t have the eyes on your work, and if you don’t have good marketing strategy, you’re never going anywhere.”

 

In hindsight, Diane feels that the key ingredient to her success was a sort of “fake-it-til-you-make-it” strategy.  She didn’t wait until she already had clients to put herself out there as a muralist, she painted her own walls and posted those. By positioning herself as a muralist for hire, she paved the way to becoming just that.

New Products, Broader Horizons

Diane paints on a special, hard-to-find silk paper, and her process videos are so captivating that followers began asking about her materials. Seeing an opportunity, Diane considered ordering paper and brushes in bulk from China to resell, but was nervous about the financial commitment.

She decided to test the waters with pre-orders, which did really well, so she used the money to buy more and did another set of pre-orders, which also sold out. Her starter brush kits and paper selection have grown to a big part of her total revenue.

The E-Book Evolution

Diane could see that the brushes and silk were really helping people, and she loved seeing her customers’ work with them. With the help of her sister, she started writing some blog posts on how to paint chinoiserie, always linking back to the brushes and the silk. While it was rewarding to help fellow artists, she knew she could make it bigger.

The downloadable pdf was born of this desire to give away serious, helpful information. Diane wanted to show exactly which brush and paint she used, how she blended, did the details, and even how to mount and frame the artwork. She wanted to talk about the history and put it all in a beautiful book rather than just a blog post.

Diane launched the e-book last November, pricing it at £25. She created urgency with a limited-time 30% discount. And it sold really well, thanks to an email marketing strategy and social media promotion. She was slightly apprehensive since it was her first e-book, but she sold about 500 copies in the first week. Diane received amazing reviews about how helpful it was.

Her second e-book also started with a blog post about her journey in building a six-figure art business. She created an Instagram post asking, “Want to know how I built a six-figure art business?” Using the ManyChat, Diane was able to send commenters the link to her blog post.

The response was overwhelming, with 5,000 comments on that one post. It was a no-brainer for Diane to turn this into an e-book.

This one was bigger, so she charged more and put significant effort into the marketing. Unlike her first e-book, where the marketing was minimal, she went all-in on this one. Within a matter of weeks, it became her most successful product launch.

What Diane loves about it is that it’s a digital product, so there’s no shipping involved, and it’s 100% profit. It sells her knowledge and genuinely helps people. And it’s highly scalable, because once created, it can be sold many times without additional production costs.

She says it has been game-changing to her bottom line.

Words of Wisdom for Aspiring Artists

Many artists don’t quite think of themselves as businesses. They see themselves with an artist mindset rather than a product business mindset. However, they need to do all the same things that a product business would do. Diane is a believer that all the marketing methods that any other business would use, artists need to use as well because they are selling a product. Diane has gained all of these tools from our course The Inner Circle (link) and applied them to her art business.

A few of her followers have expressed disappointment in Diane’s transition to selling digital products, feeling that she’s stepped out of her lane. What she wants every artist or anyone trying something different digitally to know is that those people will always be there. You have to use your data and look at the numbers to remind yourself that what you do is meaningful to people.

 

When people appreciate your product with their credit card, it means they see value in what you do. Diane keeps her focus on all the joy she’s putting out, and not on the tiny few who don’t like it.

 

From Passion to Profit: The Inspiring Journey of Diane Hill

Diane’s journey from a young artist studying surface pattern design in England to becoming a successful entrepreneur is truly inspiring. She leveraged social media for growth, transitioned from murals to prints, and expanded her business through smart marketing and new revenue streams. Her ability to adapt and innovate through the use of digital tools and platforms has allowed her to build a thriving six-figure art business. Her story is really a testament to the power of persistence, creativity, and strategic thinking. 

If you want to see Diane’s work or purchase any of her ebooks you can find them at www.dianehill.co.uk/ or on Instagram @dianehilldesign

RELATED LINKS:

Diane’s Website
www.dianehill.co.uk/

How Artist Camila Prada Gets Paid For Her Art

https://thesocialsalesgirls.com/how-camila-prada-finally-gets-paid-for-her-art-episode-5/

Makers And Designers: Formula For Growth

https://thesocialsalesgirls.com/makers-and-designers-formula-for-growth-episode-65/

Is It Time To Pivot? Here’s How You Know

https://thesocialsalesgirls.com/is-it-time-to-pivot-heres-how-you-know-episode-69/

 

Get a Plan to Grow Your Sales Every Month

Stop wondering if you’re “doing it right” and learn how to grow your sales in a consistent, predictable way. Spend 40 minutes with me in this eye opening workshop, and you’ll leave with a few simple steps that will grow your sales next month. Find a time that works for you.

New FREE Course coming September 22nd

GROW YOUR SALES

(without breaking the bank)

Conversion School is a step by step process to grow your sales, without spending a fortune on risky ad strategies, or discounting your products.

 

Works for Ecommerce stores at all stages.

 

Start getting consistent sales, and see significant sales growth every month.

How To Get Affordable, Quality Traffic, Episode 235

How To Get Affordable, Quality Traffic, Episode 235

No time to listen now? We'll send it to your inbox. No time to listen now? We'll send it to your inbox. or scroll down to get the highlightsHow to Master Meta Ads and Drive High-Quality Traffic to Your Store If there’s...

Morgan’s Strategy To Sell Out Her New Collections, Episode 221

Morgan’s Strategy To Sell Out Her New Collections, Episode 221

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No time to listen now? We'll send it to your inbox.

or scroll down to get the highlights

The Secret to Selling Out Fast

 

 

Wouldn’t it be a dream come true if you could  launch a new product or collection, and have it sell out immediately? What if you could place a new inventory order with 100% confidence that your audience will buy it?

Inner Circle member Morgan Lane Tanner, owner of Foterra jewelry, has a strategy for that. Morgan is a long time eCommerce store owner who sells jewelry made from landscape photographs. Over the years, she’s perfected a method that gets her audience involved in her product launches. The result is that when it comes time to start selling, Morgan sells out. Fast.

Foterra Jewelry’s Scenic Route

Morgan’s journey began in Hawaii. Foterra Jewelry’s core customers are women who love the outdoors and feel a strong connection to nature. These are the people who find joy in carrying a piece of their favorite landscape with them wherever they go. 

The business initially thrived in Hawaii, attracting both tourists and locals who cherished their favorite spots. Now based in the Pacific Northwest, Foterra Jewelry continues to resonate with those who love hiking and have a deep connection to their local mountains and spending time in nature.

Morgan’s pieces allow her customers to take their “happy places” with them, and because of the originality and ingenuity of her concept, Morgan and her husband have built a successful business that supports them.

Blueprint for a Perfect Product Launch

Morgan is an artist, so her business has to balance her creative vision with what her customers will love. In order to avoid alienating her buyers, she has developed a clever strategy to both gauge their interest, and get them excited about new product offerings, before she launches something new.

Morgan often uses this technique when she’s stuck or unsure about how a new design will be received. Whereas with in-person selling, an artist can get valuable feedback from passersby, with online sales you often feel that you’re creating in vacuum. Morgan developed this strategy as a way to get online feedback before investing in creating or buying the product.

The pre-launch strategy starts with engaging the audience to gather their opinions.

The first time she did this, Morgan had been approached by a local nonprofit to design a piece for an Earth Day fundraiser. She wanted to do something special and unique, but was stuck on the design. After some research, she found two charms she loved – one with a wave design and one with a mountain design.

She created two graphics, each showcasing one of the charms, and posted them on Facebook and Instagram, asking followers to vote in the comments. Results were split evenly down the middle.

So she expanded the informal poll to her email list. She sent out a campaign saying, “Something’s coming, and I need your help. Choose which one.” Using a technique from an Inner Circle training, she used buttons to let customers vote. She included graphics of both charm designs, and subscribers could click on their favorite.

 

 

The email gathered valuable input but also had an unexpected benefit – it identified who was potentially interested in purchasing. 

 

 

Like with the social media poll, the votes in email were evenly split, so Morgan decided to go ahead with both designs. She created a couple of designs using the charms and moved forward with both options.

Next, she guessed that her customers would be delighted to find out if the design they voted for won, so she created a “reveal” Reel to showcase the winning designs. She then sent a similar email to her list, revealing the final charms.

Because people love to give their opinions, all of these organic posts and campaigns had great engagement (likes, comments, votes, etc), and customers appreciate being let in on the creative process. This was great for Morgan, because she reached a lot of her followers without spending a dime on ads.

The Launch Week Hustle

Morgan kept these activities up for a full week, starting on a Thursday and ending the following Wednesday, with the big reveal the day before the official launch. She could have posted even more and spent money on ads, but she chose to keep it organic.

On that Thursday, she teased the collection by showing a bit of the sample-making process through videos and reels. This got people excited as they saw the teasers two or three times before the launch.

When launch day arrived, Morgan sent out emails to her audience and posted on Instagram and Facebook, providing direct links to the new products. She followed her usual launch method, sending emails on the first day and a few days later to her engaged audience. She spent that week talking about the collection nonstop on social media, and contrary to what she might have thought, no one seemed to get tired of it.

 

 

By the end of the first two days, Thursday and Friday, she sold about $1,000 worth of the collection. By the middle of the next week, one of the styles was completely sold out.

 

 

She quickly ordered more charms to keep up with the demand. The collection was limited edition and lasted for about a week and a half, leaving only about five pieces of one style by the end.

Throughout this period, Morgan continuously posted and emailed her audience, and everyone remained excited. She made sales every day, and the constant communication made her customers feel a sense of ownership and excitement about the collection. 

One Focus, Big Results

Even though Morgan spent a good part of half the month focusing on this one launch, the impact on her sales was significant. If she had spread her efforts over multiple products, promoting different items each week, the results wouldn’t have been the same. She estimated that the focused campaign probably resulted in about a 50% increase in sales compared to a normal week. Selling that many of just one collection was more effective and easier, too, as she didn’t have to constantly switch gears and think about new things to promote.

Morgan found that having a clear focus made it simpler to come up with clever ways to talk about the product. She realized that she could have added more touches, like sending an email a couple of days before the launch, offering a sneak peek 24 hours early, which could have heightened anticipation even more.

 

Morgan’s biggest takeaway was recognizing the value of her audience’s feedback. Initially, she was nervous about bothering people, but she discovered that customers love being involved and offering their opinions. This interaction created a sense of fun and connection.

 

Morgan points out that none of her promotional content included her face. Despite this, her customers still felt very connected. She did one face-to-camera story during the launch, announcing that they were almost sold out, which added a personal touch without being overwhelming.

Morgan is now a true believer that engaging with your audience doesn’t have to be intimidating. Simple graphics created in Canva or straightforward posts can be just as effective.

 

You don’t need to dance on TikTok or share every aspect of your life; maintaining a genuine connection through simple, consistent communication is key.

 

Beyond New Products

What’s great about this strategy is that it isn’t just limited to new products. In fact Morgan is currently working on a spring sale and is in the pre-launch phase. She’s getting customers to comment to join the pre-launch list, allowing them to shop early. This technique involves getting people on an early bird list. This time, she’s incorporating the ManyChat app to collect emails as well. Without spending any money, she has so far received about 55 comments on one post (which translates to 55 organic emails in just three days).

Morgan says you can even use this launch technique to pull things out of the vault, such as past products, and relaunch them with a new pre-launch strategy. The core principle is building your audience, generating awareness, getting people to click through and engage with your site, and ultimately driving sales. She emphasizes that a pre-launch is essential for any kind of launch. It builds excitement and ensures that people are aware and engaged before the official announcement. She has even found that even those who miss the pre-launch still benefit from the overall buzz and engagement it creates. 

Making It Happen: Engage, Launch, Repeat

Morgan’s success confirms that customer interaction during the pre-launch phase is crucial for achieving sales success. While it’s a bit more work up front, once you see what resonates with your audience, it becomes much easier to create new content. Plus, you can always recycle the posts that performed well. So, it starts with a bit of work, but it becomes a lot easier over time, reducing the mental load as you go.

You can connect with Morgan and see her work at foterrajewelry.com or follow her on Instagram and Facebook @foterrajewelry

RELATED LINKS:

Check out Morgan’s website: www.foterra.com

Nicholas’s strategy to fund his launch with pre-orders will make you watch twice!

https://thesocialsalesgirls.com/nicholass-strategy-to-fund-his-launch-with-pre-orders-will-make-you-watch-twice/

What Happens When You Put Marketing First

https://thesocialsalesgirls.com/what-happens-when-you-put-marketing-first-episode-198/

Become A Marketing-First Store Owner

https://thesocialsalesgirls.com/become-a-marketing-first-store-owner-episode-160/

 

Get a Plan to Grow Your Sales Every Month

Stop wondering if you’re “doing it right” and learn how to grow your sales in a consistent, predictable way. Spend 40 minutes with me in this eye opening workshop, and you’ll leave with a few simple steps that will grow your sales next month. Find a time that works for you.

New FREE Course coming September 22nd

GROW YOUR SALES

(without breaking the bank)

Conversion School is a step by step process to grow your sales, without spending a fortune on risky ad strategies, or discounting your products.

 

Works for Ecommerce stores at all stages.

 

Start getting consistent sales, and see significant sales growth every month.

How To Get Affordable, Quality Traffic, Episode 235

How To Get Affordable, Quality Traffic, Episode 235

No time to listen now? We'll send it to your inbox. No time to listen now? We'll send it to your inbox. or scroll down to get the highlightsHow to Master Meta Ads and Drive High-Quality Traffic to Your Store If there’s...

3 Things You Can Do To Be More Profitable Today, Episode 219

3 Things You Can Do To Be More Profitable Today, Episode 219

No time to listen now? We'll send it to your inbox.

No time to listen now? We'll send it to your inbox.

or scroll down to get the highlights

Boost Your Bottom Line: 3 Clever Ecommerce Strategies to Supercharge Your Profits

We ecommerce sellers all jumped into business with one big goal: to make money. Right? But once the thrill of the first sale wears off, the reality is that selling online isn’t the same as selling face-to-face. It’s a whole different ball game that requires mastering new skills. And it’s easy to lose sight of why we started in the first place.

This month I’ve had some great conversations with our Inner Circle members about money. Specifically cashflow and profit. It’s clear to me that every single store owner needs to put some strategies in place that will make them more profitable.

So, I’ve put together this post to unpack three strategies aimed at boosting your bottom line. These are actionable tips you can start applying right away to see a real difference in your profits. 

 

I’m here to remind you that while it’s normal to face some unprofitable days, especially in the early stages, waiting too long to focus on profit can lead you into a crisis. 


You can avoid that by getting proactive about our profits now. Let’s dive into these strategies and make sure our businesses are not just surviving, but thriving.

First: 6 Questions Your Need To Ask Yourself

Here’s what you should be asking yourself before we get into the strategies::

1) Is the profit from my current sales covering my overhead? If not, when will it? For instance, if you double your sales, will that cover your overhead? It’s crucial to evaluate where you stand with this.

2) How much profit is left each month after covering overhead? Knowing what’s left after all expenses gives you a clear picture of your actual profitability.

3) Am I reinvesting the surplus profit back into the business, like into inventory? Even if you’re turning a profit, think about where that money is going. Is it going into growing your inventory, or is it just covering additional expenses?

4) Am I okay with how I’m using that profit? This is about aligning your financial decisions with your personal and business goals. It’s all about awareness and deciding if and when to change your reinvestment strategy.

5) When do I want to start paying myself? If you aren’t already, remember, there’s no perfect time to start. It’s tempting to wait until you hit a certain earning threshold, but goals can always shift. Consider starting small, perhaps with a modest percentage of your sales.

6) How can I keep my finances on track and boost my profit? I’ll give you a tip right now: schedule a monthly “date” with your finances. Review your profit and loss statement regularly. If you don’t have one, it’s time to get one set up.

Running a business can either be a fulfilling venture that supports the lifestyle you desire, or it can be a constant struggle with little to no financial reward. I’ve experienced both, and trust me, the first option is way more fun. So, if there’s anything I can urge you to do, it’s to take control of your profits sooner rather than later. Let’s make sure you’re not just working hard, but also making money that rewards your efforts.


Strategy 1: Optimize Your Pricing

It’s mission critical to nail your pricing. When done right, this strategy can turbocharge your profits without scaring away your customers. Here’s what you’ll do: take a look at your top 10 most frequently sold products and bump up their prices by just a dollar or two.

These are your most frequently sold items, not necessarily your biggest overall sellers. Because they sell often, even a small price increase can significantly boost your profit—more cash in your pocket, more often.


A quick word of caution:

When you start seeing that extra profit, it might be tempting to put it toward things that might feel right but will slowly drain your resources over time. Offering free shipping, for example, might sound easy and appealing, but it can be a real money sink if not managed carefully.


I got caught in a nasty cash flow crunch with my second business, Weesqueak. When I sat down to look at my numbers, I could see that I had spent $14k more on shipping than I had collected, due to a free shipping threshold I had implemented on my site. My intention had been to get people to buy more than one product, but in reality it was just shaving dollars off my bottom line little by little.

So don’t be afraid to crank up the prices a bit on your hottest items for more frequent profits that really impact your bottom line. And make sure you keep an eye on where that extra money goes. Keep it working for you, not against you.

Strategy 2: Add A “Front Of The Line Shipping” Option

Here’s a little trick that’s a win for you and your customers: introduce a “Front of the Line” shipping option. Create a rush shipping offer like within 24 hours, the next business day, or even within five business days. The timeframe doesn’t really matter as long as it’s clear and offers a perceivable advantage to your customers.

Once you’ve chosen the offer, add it as a shipping option that’s a few dollars higher than your standard shipping rate at checkout. There are always customers willing to pay a premium for faster service. 

What’s great about offering a premium shipping option like this is that it doesn’t involve any physical products or additional costs of goods sold. That means all that extra revenue from the upgraded shipping can flow straight to your bottom line. If you’re not offering this yet, you’re definitely leaving money on the table. So, figure out what quick shipping promise you can make, set it up, and watch as some customers choose to pay more for that speed and convenience. 

Strategy 3: Cash-Smart Inventory Spending

This last one isn’t so much a quick profit tactic as it is a smart, strategic move to keep your business on solid ground. This idea is inspired by the Profit First approach of accounting. What you need to do is set up a separate bank account specifically for your Cost of Goods. Here’s how it works:

Every week, after you tally up your sales, move the amount it cost to produce the products you sold into this new account. This is the money you’ll use to buy inventory. Doing this does a couple of brilliant things. First, it keeps this money out of your operating expenses, which means you won’t accidentally spend it on the next shiny object that catches your eye.

But more importantly it  helps you avoid overbuying inventory. When you see just how much cash you have in that account, you’re forced to make more mindful decisions. For example, say there’s a product you don’t sell often, and the supplier’s minimum order is way more than you need—you’ll think twice. Conversely, if there’s an item flying off the shelves that you’re constantly restocking, it’s clear where your money should go. This account makes your inventory decisions almost foolproof.

As your sales increase, the funds available for inventory will naturally increase too, preventing you from overspending or misallocating funds. It’s kind of genius, right?

Now, if you’re not sure what your cost of goods sold (COGS) is, check your profit and loss statement (P&L). But if you need to calculate it yourself, here’s the formula:


For a given period, here’s the formula for COGS

Beginning Inventory + Purchases
Minus
Ending Inventory
=
Cost of Goods Sold

This is crucial because eventually, you might want someone else to take over production, and if your pricing doesn’t account for labor costs, that transition could hit your wallet hard. Best case scenario? You start paying yourself now. That’s the dream, right?

Remember, the money in your Cost of Goods account is only for inventory purchases. This setup is a game-changer for making savvy decisions that keep your business healthy and thriving.

And there you have it—three solid gold strategies to ramp up your profits and keep your business thriving. Whether it’s tweaking your pricing, adding a speedy shipping option, or managing your inventory funds like a pro, each of these steps is designed to boost your bottom line and make your business operations smoother. Remember, it’s all about being intentional with your resources and making decisions that align with your long-term goals. So go ahead, implement these changes, and watch your ecommerce store go from surviving to flourishing.

RELATED LINKS:

Block some time this week to listen to this episode, and fine tune your pricing strategy:

https://thesocialsalesgirls.com/pricing-to-maximize-profit-episode-167/

A Profit First Expert Shares How To Manage Inventory

A Profit First Expert shares how to manage inventory. Episode 82 – The Social Sales Girls

Do This Now And Be More Profitable

Do This Now And Be More Profitable. Episode 204 – The Social Sales Girls

A Lesson On Fixing Your Cash Flow

https://thesocialsalesgirls.com/a-lesson-on-fixing-your-cash-flow-episode-166/

Get a Plan to Grow Your Sales Every Month

Stop wondering if you’re “doing it right” and learn how to grow your sales in a consistent, predictable way. Spend 40 minutes with me in this eye opening workshop, and you’ll leave with a few simple steps that will grow your sales next month. Find a time that works for you.

New FREE Course coming September 22nd

GROW YOUR SALES

(without breaking the bank)

Conversion School is a step by step process to grow your sales, without spending a fortune on risky ad strategies, or discounting your products.

 

Works for Ecommerce stores at all stages.

 

Start getting consistent sales, and see significant sales growth every month.

How To Get Affordable, Quality Traffic, Episode 235

How To Get Affordable, Quality Traffic, Episode 235

No time to listen now? We'll send it to your inbox. No time to listen now? We'll send it to your inbox. or scroll down to get the highlightsHow to Master Meta Ads and Drive High-Quality Traffic to Your Store If there’s...

The Thing Everyone Forgets About Conversion, Episode 212

The Thing Everyone Forgets About Conversion, Episode 212

No time to listen now? We'll send it to your inbox.

No time to listen now? We'll send it to your inbox.

or scroll down to get the highlights

My Lightbulb Moment About Conversion

If you’ve ever found yourself wondering why some of the tactics you try work like gangbusters, and others land like a lead balloon, this one’s for you. I recently had a moment of clarity that made me realize that many of us are missing a crucial piece of the sales puzzle.

And I want to share it with you, because it could potentially transform the way you approach sales.

The One Thing Almost All Ecommerce Store Owners (Including Me) Skip 

I was on a call recently with my mastermind members, and these people are all very advanced. They all have multi -six, multi -seven -figure online stores; they’re super smart, focused, they know how to get sales, they have it all figured out. But one of them was sharing that she had made an offer that completely flopped. And I had this lightbulb moment – here she was re-thinking her entire strategy, but the truth is that it wasn’t a problem with her offer, it was a problem with her sales funnel.

The Ecommerce Sales Funnel Explained

The term ‘sales funnel’ might sound familiar to you, but if you’re like many newer Inner Circle members, you have a hazy idea of what it means. You might even believe it doesn’t apply to your online business. We prefer to call it “The Big Picture” because really it refers to all of the things that have to happen before a customer makes a purchase.

At the top of the sales funnel, you’ll find the widest and largest segment of people who are aware of your brand. They’re familiar with your store to some extent and might have a general understanding of what you offer. Essentially, they’re the people who have you on their radar, though their engagement might be minimal at this stage. This segment is crucial as it forms the broadest base of potential customers in your funnel.

 

“What we know is that when you look at your audience as a big pool of people, you can reliably count on between one and maybe two or 3% of those people clicking on your thing and going to your website, and then they become traffic.” 

 

The next layer of your funnel is traffic. Those are people who have visited your product page, and have far more awareness of what you sell.

And then the last, narrowest part of the funnel is conversion. Those are the people who actually make a purchase from your store.

If you’ve ever heard of people “falling out of your funnel” that would refer to the folks who maybe liked a post on your social media feed, but never took the next step to visit your site. Or the people who viewed a product, but realized it’s not for them, and never returned. You lose a lot of people as your funnel narrows, and that’s completely normal. But you’ll run out of steam quickly if you don’t keep that top-line audience (the awareness stage of your funnel) filled with prospects at all times.

Troubleshooting Your Funnel: A Data-Driven Approach

Each month in the Inner Circle we fill out our numbers at each stage of the funnel: awareness, traffic, and conversion. Typically, you can expect between 1% to 3% of your awareness audience to engage by clicking on your advertisements or links and visiting your website, becoming actual traffic. For instance, on a good day, 1% to 3% of people who know about you will check out your product page or website.

Moving down the funnel, when we look at the traffic segment (those who have visited your site), on average only about 1% to 2% of these visitors will convert into buyers.

Let’s put this into perspective with an example: If your initial audience is 10,000 individuals and 2% of them, which is 200 people, visit your site, then you’re moving those people from broad awareness to specific interest. Now, if your overall site conversion rate is 2%, out of those 200 visitors, 4 will make a purchase.

This progression from a broad audience to traffic to actual buyers is the essence of the sales funnel, or the narrowing journey from initial awareness to final purchase.

It’s Not Your Offer, It’s Your Reach

So back to my Mastermind member with the floppy offer. I inquired about the number of individuals she targeted, essentially trying to understand the size of her audience. I also wanted to know how she had promoted, and about the methods she used to engage her audience.

She revealed that her audience consisted of 70 individuals, reached through an email campaign and a Facebook group post. This begged the question: how many from this group actually went on to visit the product page?

It’s tempting to assume that every recipient of the email and post viewed the offer, but that’s magical thinking. Given that these 70 individuals are part of a paid membership—suggesting higher engagement—I used my own paid membership stats as a benchmark: a 65% to 70% open rate for emails and around 10% engagement for Facebook group posts.

By these metrics, less than 50 of the targeted 70 might have seen the offer. If we assume a 60% email open rate and a 10% Facebook post engagement, the actual number of viewers is likely even smaller. And when we delve into how many clicked through—the true measure of traffic—it’s likely that fewer than 10 people engaged in any real way with the offer.

 

Considering she sold two units, this translates to a pretty impressive conversion rate of around 20%. This is WAY higher than the standard conversion rate, and gives us a critical insight: the challenge wasn’t the quality of the offer, but its visibility.

 

It’s a classic sales funnel issue—without sufficient audience reach, even the most compelling offers can flop.

The Keys To Conversion: Scarcity, Urgency, Exclusivity

Here’s something else I want you to onboard when creating any offer. It’s the power of enhancing appeal through three key elements: scarcity, urgency, and exclusivity. In the case of my mastermind friend, the offer was available exclusively to a select group. But because it was accessible throughout an entire month, it lacked scarcity and urgency. Add to that the small number of people she began with, and her poor results were predictable.

But imagine if she had announced that only ten items were available, and then updated her audience via social and email as the number dwindled to seven. That’s the kind of FOMO she might have leveraged to really engage and motivate her audience. If she had started out with a much larger number of people at the top of her funnel, that offer might have gone from dud to dynamite.

The lesson is this – when launching an offer, think beyond the basics. Focus on expanding your audience and building awareness. Whether through ads, social media posts, or pre-announcing it to your email list, increasing visibility at the top of the sales funnel makes all the difference. You’re not just informing potential customers about the offer but also creating a sense of anticipation and exclusivity that can lead to better results.

Putting It Into Practice

Now, let’s say you aim to reach 50,000 people with your offer. You need to determine how much of this audience will actually visit your page—this is the middle of your sales funnel. Understanding your email click rate and social media post engagement is key here. These metrics will tell you how frequently you should email or post to achieve your desired traffic levels.

Next, consider your sales goals. How many units do you realistically intend to sell? It’s crucial to align your inventory or production with these expectations—there’s no point in overstocking 144 items if you’re likely to sell only seven.

Finally, after laying this groundwork, introduce elements like scarcity, urgency, or exclusivity to incentivize immediate purchases. These three things can significantly boost your offer’s attractiveness and get potential customers to act fast.

Lessons Learned

Without asking these questions, my floppy-offer friend probably would have given up this strategy altogether. She never would have known that she was actually making a GREAT, high-value offer, she just wasn’t putting it in front of enough people. And the truth is, we always get the worst results the first time we try something. So after looking at the data, my friend now knows that taking the time in the month leading up to her offer to build anticipation and awareness would have made all the difference, and she’s going to work a lot harder next time to fill that top of funnel.

This is why I love data, because numbers don’t lie. We can waste energy feeling sorry for ourselves, or we can look at the data and realize that we missed a step, and make it better next time. The data tells us that we CAN control the outcome, and it tells us exactly what we need to do to achieve our goals.

 

If your conversion rate is 1%, and you have less than a hundred site visitors, you can expect to sell zero. So is that a problem with a product? Or is that a problem with the traffic?

We’ve all made the mistake of setting a goal, like making one sale a day, without fully considering how much traffic we actually need to achieve it. But realistically, attracting enough visitors daily doesn’t happen just because you’ve built a pretty website and turned on the “open” sign. By planning your approach and setting clear goals for traffic and sales, you’re not just throwing things at the wall to see what sticks. You’re making calculated decisions that could significantly improve your results.

I hope this perspective offers you a fresh angle on how to refine your strategy. It’s not about dwelling on past missteps; it’s about adjusting your tactics to enhance your business’s success. Give it a shot and see the difference it can make in your sales outcomes.

RELATED LINKS:

Why You’re Not Getting Results

https://thesocialsalesgirls.com/why-youre-not-getting-results-episode-1/

How To Create Profit Goals

https://thesocialsalesgirls.com/how-to-create-profit-goals-episode-209/

Not Getting Sales? Here’s How To Figure Out What’s Wrong

https://thesocialsalesgirls.com/ten-months-of-sales-at-my-new-store-episode-15/

How To Solve Your Sales Problem

https://thesocialsalesgirls.com/how-to-solve-your-sales-problem-episode-70/

What You CAN Do When Nothing’s Working

https://thesocialsalesgirls.com/what-you-can-do-when-nothing-is-working-episode-74/

8 Ways To Get Sales NOW

https://thesocialsalesgirls.com/8-ways-to-get-sales-now-episode-125/

 

Get a Plan to Grow Your Sales Every Month

Stop wondering if you’re “doing it right” and learn how to grow your sales in a consistent, predictable way. Spend 40 minutes with me in this eye opening workshop, and you’ll leave with a few simple steps that will grow your sales next month. Find a time that works for you.

New FREE Course coming September 22nd

GROW YOUR SALES

(without breaking the bank)

Conversion School is a step by step process to grow your sales, without spending a fortune on risky ad strategies, or discounting your products.

 

Works for Ecommerce stores at all stages.

 

Start getting consistent sales, and see significant sales growth every month.

How To Get Affordable, Quality Traffic, Episode 235

How To Get Affordable, Quality Traffic, Episode 235

No time to listen now? We'll send it to your inbox. No time to listen now? We'll send it to your inbox. or scroll down to get the highlightsHow to Master Meta Ads and Drive High-Quality Traffic to Your Store If there’s...