In this episode, I have the pleasure of interviewing Laura Wright, a coach and business consultant. Laura helps overworked and underpaid women transform into seven-figure empire builders by creating structure and reframing their business models. She firmly believes that when women hold true wealth, it changes the world. The conversation dives into Laura’s journey—from running a multi-seven-figure real estate investment company to now helping women succeed in their businesses. We explore how her approach to ethical, energetic, and enjoyable sales is reshaping the way women approach business and scaling their online coaching practices.
Guest Introduction:
Laura Wright is a business consultant, coach, and the founder of Epic at Sales. Known as a “sales ninja,” she specializes in helping women create wealth and scale their businesses. Through ethical, energetic, and enjoyable sales techniques, Laura empowers women to create their own economy and reach their highest potential. She is committed to teaching women how to authentically sell high-ticket offers and successfully build their businesses with intention and integrity.
Mastering Authentic Sales – Key Takeaways:
- The Power of Sales: Sales is a critical skill for success, especially in online coaching. When done ethically and energetically, it can lead to significant growth and business scaling.
- Overcoming Limiting Beliefs: Many women undercharge and overdeliver because they haven’t been taught how to sell high-ticket offers. Learning to price services appropriately is transformative for your coaching business.
- The Math Behind Pricing: It’s crucial to calculate how many clients you can serve and what you need to charge to meet your income goals. This understanding can help scale your online coaching business more effectively.
- Switching from Service Provider to Business Owner: Moving from offering a service to creating scalable offers is key to building a business that can operate without constant client intake—vital for growing your online coaching.
- The Importance of Ethical Sales: Sales doesn’t have to be coercive or uncomfortable. When done with love, energy, and authenticity, it can empower clients and lead to stronger relationships, which is especially important when scaling your coaching business.
Laura’s Pivotal Moment:
- From Disaster to Success: Laura shares her personal story of losing everything during the 2008 financial crash and how learning sales and restructuring her offers helped turn things around.
- A Moment of Clarity: After helping a client grow from $250K to $1.2 million, Laura realized that teaching women how to scale their online coaching businesses was her true calling.
Why Women?
Laura works primarily with women because they’re often not taught to sell in ways that feel natural or ethical. Many women are conditioned to undercharge and undervalue their services, while traditional sales tactics are often coercive. Laura is passionate about helping women overcome these barriers and embrace their sales power, which can have ripple effects on other areas of life, including scaling their businesses.
Top 3 Problems Women Face in Sales:
- Undercharging and Overdelivering: Women often undervalue their services, leading to burnout and limiting their income potential.
- Not Comfortable with High-Ticket Sales: Many women struggle with selling premium offers because they haven’t been shown how to position them effectively in the market.
- The Lack of Capital: Women often use the money they make from sales to reinvest in their businesses, limiting growth potential. Pricing services correctly is essential to creating sustainable revenue and scaling your coaching business.
How to Price Your Services:
- The Math Equation: To determine your pricing, calculate how many clients you can serve and how much money you want to make in a year. Then divide your goal by the number of clients.
- Example: If a client wants to make $350K in a year but only has capacity for 20-30 clients at $5K per client, that won’t meet the goal. Raising the price to $15K per client allows them to hit the goal with fewer clients.
- Creating Scalable Offers: Laura helps clients transition from one-on-one sales to a scalable coaching model by introducing an Ascension model with multiple offer levels, which is crucial for online business growth.
Authentic Sales:
- Sales Is About Conversations: Sales shouldn’t feel like a hard sell. Instead, it’s about connecting and having meaningful conversations with potential clients, especially when scaling an online coaching business.
- Follow-Up and Engage: After a sales call, follow up with a debrief to analyze what went well or wrong, and adjust for future calls. This continuous feedback loop helps you improve your coaching sales strategies.
Laura’s Sales Strategy:
- 100 Call Challenge: To improve and practice, Laura suggests a challenge where you make sales calls with the goal of reaching out to as many potential clients as possible. This high-repetition method improves skills quickly, helping you scale your business faster.
- Treasure Hunt Method: Laura teaches clients to revisit past connections and identify missed opportunities rather than constantly searching for new leads. Her treasure hunt method is a great way for online coaches to tap into existing relationships.
- The One True Client: When creating marketing content, don’t “Frankenstein” an ideal client. Instead, focus on one real person who exemplifies your target market. This clarity allows you to better tailor your content and reach your audience effectively.
Key Quotes:
- “Sales is not something you do to someone; it’s something you do with them.”
- “Pick a formula that feels good and works, and follow it over and over. That’s where you get true mastery.”
- “When you can rely on a system and those metrics, the anxiety around sales disappears.”
- “Don’t start with a small price point. When you get bigger, get bigger. Price appropriately and ask for more.”
Resources Mentioned:
- Connect with Laura on LinkedIn: https://www.linkedin.com/in/epicatsales
- Get Laura’s free guide for overcoming objections: epicatsales.ac-page.com/lm-overcoming-objections
- Join my upcoming free LIVE masterclass: lindseya.com/workshop
