[00:00:00] Episode 28. Welcome to the Aligned and Thriving podcast for ambitious female entrepreneurs where we align systems, strategies, and self for sustainable success. Hello, and a very big welcome. My name is Jada and I'm your host. Let's get into this week's episode. Alright. This is an important one. If you.
Open your doors and promote into your online offerings, which I'm guessing you do if you are here, or in fact, really, even if you have a bricks and mortar business, and it is. Selling anything I was gonna say, and it's service based, but really if you're selling anything, you really need these numbers. But let's talk about this in relation to launching into your online offers, which is selling into your online offers in a way that attracts people into your online offers.
There are three goals that [00:01:00] you really need to be setting up, which will lead towards. The main goal that you will likely have set or that everyone usually focuses on, which is the number of sales or signups that you are looking for, these three other goals that you really need to set. Are so essential to setting you up to achieve that final goal of sales and signups.
They, you need to know them and you need to work out a plan as to how you're going to achieve these three goals, because in achieving these three goals, you will achieve the final one you want most, which is. The sales and the signups, but these goals and these areas therefore to focus on are often skipped over or unknown.
Or maybe you are tracking them, but you [00:02:00] haven't realized what kind of. Level of goal you need to set for them to set you up to reach the final goal of the sales and signups that you are after. So what are these, you might be asking, so let's talk about this in terms of when you are running a live launch event.
And I'll give some other examples for if it is, say, evergreen. Uh, so you're sending people through, hopefully still, even though it's evergreen, you do still have some kind of conversion event, which is just not live. Uh, I'm hoping, but that's a conversation for another day. Uh, but these are still things that you need to set up, but what I'll speak to them from the point of view when of when you're running a live launch event so that it's super clear and then it can be translated into other situations.
So in terms of a live launch event, once you know the final number of signups or sales, your goal, what that is, you need to set up these three working backwards. So the one back from [00:03:00] there is to understand how many people you need to get to your live launch events in order to reach. That sales goal. Now, most of the time with a live launch, the majority of your sales should actually come from the people who attend your live event.
Most of them ideally while they're live with you and then. Following that, people who attended and wanted to have a bit of a think about it and then they signed up. But it is likely that the majority of your sales are going to come from the people who attend your live event. So this is a really key and important metric to set.
A goal around, and the way that we know what number to put on that, working back from your final number of sales that you want to generate as your goal is understanding and knowing what your conversion. [00:04:00] Metrics are what your conversion rate is from your live launch event. Now, if you haven't done this before, you won't yet know, and you'll have to work off some industry standards and et cetera, or kind of guess on that lower amount.
But if you have been launching, you should absolutely be tracking what your live sales conversion is and what your overall con sales conversion is from the number of people who attend your live event. This is a really key metric. If you're not sure about what data and information to be tracking and keeping and looking back at from your launches, then I will pop into the show notes.
A. Data tracker that I created, it's an essential launch data tracker. It's not all the the data and information you wanna be tracking, but it's definitely all the essential stuff. So if you wanna grab that and get the full kind of essential list of the data you need to be tracking, then you can get that via the link in the show notes.
Or you can come on over and chat with [00:05:00] me on Instagram and I will send you the link as well. Uh, but this is one of the key ones that you need to be focusing on and having as a goal and working out how you're going to reach it, because it's gonna set you up for success with your ultimate goal of sales, right?
So if you know what your conversion rates are. Then you can work off of that. You can work out how many people do you need to attend to your live event to reach the sales goal that you have. So you work out that number. If you don't have that number yet, then I recommend you work on a kind of lower side of things.
Some people will convert at 3%, 5%. Maybe 10%. 10% is great. Really high is like 15, 16% That is very high. So if you weren't sure, and that may even shock you, that is the [00:06:00] kind of conversion that you're looking at. So this then leaves us into our next. Goal that we need to be setting. So we have our final sales goal.
We have our live show up goal, so we know how many people we need to have attend to reach our sales goal. Now we need to work back to the second of these other three goals you need to be setting to set you up for sales success. So backing off from there, how many people do you need to actually register for your live launch event?
Is that second goal you need to be setting to have the number that you need to attend live come along. So again, this is a conversion rate and a piece of data that you need to be tracking from the number of people who register for your live events. What percentage, what conversion rate. I do you have for showing up live and what do you [00:07:00] therefore working backwards to have a plan.
Remember I said we don't just want the goal. We wanna have a plan as to how to reach it. What is your plan to get them to show up live once they're registered? Because unfortunately, my friend, uh, our job doesn't stop there. Once they're registered, we still have to do the work to get them to actually attend live.
And while we're on this, yes, people are attending live. Launch events when they are set up and designed and they are a match for and aligned with your ideal people when they are high quality, when you are ticking all the boxes of a, a launch that works. So yes, people are attending them live and yes, you can also have some people watch the replay, but you wanna put things in place to get as many people as possible to attend live because why?
Because we know that the people who attend live are more likely to purchase. All righty. [00:08:00] So we need to be able to track from your launches. What percentage of people who register, attend your launch events live so that you have your own conversion rate? Uh, and that's something you have to develop because it is different in different industries.
It can range from 10% to 50%. 50%, by the way, is like super, super, super, super high. If you have a like 30% or 35%. Live show up rate from the number of people who have registered for your event, you are doing amazingly well. It would be much more normal to expect potentially any anywhere between 10 and 20%. Yes, that is actually real.
And so when you start to think about this and the cogs start to churn and you start to realize how many people you need to register for your live launch event. So that you can get the number you need to attend live to [00:09:00] reach the number that you're after for sales. Then we start to realize why potentially if your sales numbers, your signup numbers haven't been what you are wanting, you can start to see quite quickly why that might have been potentially you didn't have enough people registered.
Potentially you didn't have enough people signed up. Up, right? Sorry, not signed up. Attending the live event. So number one, after the main goal of your number of signups and sales is how many people you need to show up live. Number two is how many people you need to register. So you've worked backwards on the percentage of people who are gonna show up to get the bigger number you need of registrants right back from there.
You need to know how many people you need to land on your launch event, opt-in page to reach that registration number goal. So the third. [00:10:00] Goal that I'm talking about today is the number of people, the number of eyeballs, individual eyeballs. Uh, you need to land on your launch events, opt-in page, right? So we can work that out.
You'll be able to look at the data from your opt-in page to see how many unique views you get and how many people register. To work out what your conversion rate is. If you don't know this, if you're new to launching, if you haven't done it yet, so you don't have this data, then you really wanna aim for over 30% conversion.
Even better. If you can get it more around the 40%. Amazing, incredible, magnificent. If you can get it at 50%, you would be like a unicorn. Uh, but if you can get it somewhere between 30 and 40%, ideally more around the 40% conversion, that is really good. If you're getting it 30% plus, then your opt-in page is working well.
So then that gives you an idea if you don't have your own [00:11:00] conversion numbers, uh, as to what you need to work on and to find the number that you need to have of people landing on your live event, opt-in page. As that kind of starting goal really. So we've worked backwards, right? So we have now the number of people we need to see the page because we know that the page converts at, which again, is the data that you need to be collecting each launch.
You need to know this, even if you haven't been collecting it. Go and have a look. If you've done a launch before and you've had a live event, then go and have a look at that page and find the analytics and look at what rate it converted at. Uh, if you don't know how to do that, that's something I help my clients with.
Uh, but it's really important that you know these things when you're launching. So that third one that we've worked back to is the number of people who need, who we need to land on the opt-in page, which goes through to the number of people we then need to register from that page to be able to [00:12:00] achieve.
The third one, uh, well, we worked backwards from to the first one, which is the number of people we need to actually attend that live launch event to make the sales now. Let's take a breath. Let's take a breath. Let's relax our shoulders. Hopefully they weren't getting all tenses and you weren't getting all freaked out about, oh my gosh, there's so many stages.
This sounds so complicated that so many different steps. That seems like a lot of work to get people to purchase my program. It is a lot of steps. There are a lot of moving parts within a live launch that is done with a live event. Uh, as part of it, and this is not always the best style of launch, depending on your offer, your ideal audience and you to a degree, but most of all, it's not always the right [00:13:00] style of launch.
That is doing a live a, a launch with a live event. Uh, depending on the stage of your offer, like is it a new offer or is it a tried and tested offer? And also, what are your goals? Are you wanting to really just sell to an audience that's already existing, that already knows you, likes you, trusts you, and you've created an offer that's a perfect match for them?
Well, you don't need to jump through all of these hoops to invite them into your offer. If you want to reach a new cold audience, if you want to build authority and quickly, if you want to create excitement and big amounts of word of mouth, if you want to be able to learn and iterate faster, to therefore be able to grow faster.
And if you want to set up a sales system. Which attracts people in and [00:14:00] sets you up to be able to really scale your online business, then the live launching is a fantastic idea. And yes, it takes some setting up, some building, many moving parts. However, it is still. Absolutely possible to set it up so that you have replicable systems, replicable assets.
The first one, there's a lot to build after that, it's about refining it, testing it, refining it, testing it, and we base. Our changes and our shifts and our updates and our improvements on the information we receive from the last one, like these kinds of data points and these goals that I'm sharing with you.
And so it does not have to be overwhelming. It does not have to be stressful. It does not need to leave you traumatized and curled up in the fetal position when we break it down. And we make [00:15:00] sure that you are doing it in a way that is a match for your stage and phase of business and offer, and making sure that you're setting up the launch so that it's also really aligned with the exact offer entry point and your ideal people, customers, clients that you are promoting to.
So that's kind of going off into other areas, but I just want to help you take a breath and I'm sharing these. Really essential goals with you, because that's the reality. And I see so many times people being disappointed with their sales or signup numbers, but they don't really realize the other really important numbers and goals that they need to be working towards.
And so they're so focused on just that final number at that they're not focusing on these other goals, which actually lead towards the success of that final goal. So make sure you're setting these three goals that lead towards the [00:16:00] sales goal that I just shared, and that you have a plan to reach them.
And if you need support with actually implementing that plan or knowing what that plan should be, that is something that I can support you with. It's how I support my aligned launch coaching and consulting clients. So if you're wanting help with that, reach out via dm. [email protected] Mentor on Instagram, let's have a chat about where you are at and what your launch goals are.
Or you can also book in a connection call via the link below in the show notes. I hope that this has been helpful. Please, please, please make sure you write down these numbers and use. Set these goals for yourself in your next launch. And if you're not sure how these relate to, if you're doing evergreen or if you've got bricks and mortar, or if you are doing a different kind of way of selling into your offers, reach out.
Let's chat about it. I'll be able to interpret. How to use these numbers, [00:17:00] uh, for those different ways. Okay. Thank you so much for joining, and I look forward to sharing more with you on next week's episode. Stay aligned and keep on thriving. Bye for now.
