294. Wanna Make $100K? Here’s Exactly How Many Leads You Need

You didn’t start your business to stay stuck. If you're ready to finally hit 6 or 7 figures WITHOUT burning out — book a call with our team → https://weddingproceo.com/application

Feeling stuck trying to hit $100K in your wedding business? You don’t need more hustle—you need better math. 

In this episode, I’m breaking down the exact formula to reverse-engineer your six-figure goal, uncover where your sales funnel is leaking, and show you how to fix it—so you can finally build the profitable, sustainable business you deserve.

The (FREE!)ASSUME Sales Training: 2x your wedding bookings in 30 days—step by step. Thousands of wedding pros have already used it to land more clients immediately! http://weddingproceo.com/freetrainingorg

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EPISODE SHOW NOTES, FREE RESOURCES, VLOG & MORE:

https://weddingproceo.com/wedding-pros-must-know-this-number/

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Thank you for tuning in to this episode of the Wedding Pro CEO Podcast. If you find these strategies helpful, make sure to share this episode with your fellow wedding pros. And remember, in the world of weddings, it's all about building genuine relationships and showcasing your best work. Until next time, keep shining, CEOs!

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Chapters

• 0:00 The Path to Six Figures
• 0:28 Understanding Your Conversion Rate
• 2:43 Calculating Your Funnel Conversion Rate
• 5:10 Reverse Engineering Your Six-Figure Goal
• 6:29 Monthly Leads to Hit the GOAL
• 7:44 Funnel Issues and Increasing Conversions
• 9:33 Lots of Consults but NO Bookings
• 11:54 Final Thoughts and Next Steps

Transcript

0:00

So you wanna make a hundred thousand dollars in your wedding business this year? Here's the thing, you don't need more hustle. You just need better math. Today I'm breaking down the exact formula that you need to make a hundred thousand dollars in your wedding business, and how many leads you need every single month to hit that number. This episode isn't fluff, it's data-driven strategy, so let's get into the numbers. Step one is to know your conversion rate. How many of the leads that come into your business every single month actually turn into paying clients? Now, why is this such an important number? Well, every single week. Literally every week I have wedding pros that drop into my dms and say, Brandee help. I'm not getting enough bookings. I'm not getting enough sales. I'm starting to freak out. And what I always respond with is, okay, well how many leads did you get last month? And the shocking answer is. I don't know, or it feels like not a lot. And I'm like, okay, but that's not an answer. That's not a number. That's a feeling. How many leads did you get last month? And very rarely do they actually know. The reason I ask this question is because if they did know my follow up would be okay, and then how many of those became paying clients? Because what we're trying to get at is the conversion rate. I wanna understand how many leads you have to get to book one client. And shockingly, very few wedding pros know the answer to this. If you are here and you're like, yes, I wanna not only build a six figure business, but I wanna be like the best in my market. I wanna be the top of my market. Let me just tell you, it's actually really easy to beat out most of your competition just by understanding What I'm teaching you in today's episode, because so few people understand this, that if you can just understand your numbers, it will empower you to scale your business to multiple six figures super quickly. The truth is if you don't understand your conversion rate, every social media post, every email, every networking event, every ad, everything that you do is literally a guessing game. You have no idea if it's gonna convert or how it's gonna make you money, which can be extremely frustrating to an already exhausted business owner. You don't build a six figure business on guesswork. You build it on data and numbers that work in your favor. Okay, so if you're listening to this and you're like, I don't know my conversion rate, First thing is let's figure that out because this is the number that everything else in your business is built off of this one tiny little percent, And it's so easy to calculate. So follow along with me If you're listening in on the podcast, you can grab a notebook and do this yourself, I'm gonna be doing it live on YouTube so that you can follow along and see the numbers on my screen as well. So there's three stages of conversion that you actually need to track. The first one is your inquiries to booked calls. So how many inquiries came in, and then how many of those actually booked a call with you. The second one is how many of those calls became paying clients? And the last one is just your overall funnel conversion rate. So inquiries to paying clients. Now, let's break this down with an example. We're gonna make it super, super simple. Okay? First things first. In our example, we're gonna say that you got 20 inquiries last month. Yay. Super exciting. So proud of you. And 10 of those inquiries turned into booked consults, so you now have a 50% conversion rate. So that means for 20 leads that come into our business, we know 10 of those are actually going to book a consult, which is a super helpful piece of information. Now, once we have those consults, how many of those consults actually become paying clients? for sake of our example, we are gonna say that of the 10 consults that you did, four of those became paying clients, which means from consult to booking, you have a 40% conversion rate. So these numbers are extremely helpful in understanding, okay, what does our funnel look like? Each stage of the funnel, what does it look like? Because while we're trying to get our overall conversion rate, understanding how each piece of the funnel plays into the overall is gonna help us. And we're gonna go over that in just a second. So as of right now, we have 20 inquiries that came in. 10 of those went to consult and four of those became paying clients. Right? So what is our overall conversion rate? The way that we're gonna figure this out is we're just gonna divide the four booked consults that we have by the 20 inquiries that we got to give us our overall funnel conversion rate. And in this example, our overall conversion rate of our funnel is 20%. So four booked clients divided by 20 inquiries is a 20% conversion rate. So now we know that our overall funnel conversion rate is 20%, and that is our golden ticket. That's the number that we want to know. Now, I will tell you, I'm doing this exercise example for one month. I would strongly suggest doing this for at least three months. Go back three months and then figure out what your. Average conversion rate is over three months. That is gonna be that golden number that I want you to write down. I want you to memorize, and that's gonna become kind of your gold standard. That's what we're working everything backwards from. But for the sake of this example, we're gonna use this one month, and we're gonna say that our overall funnel conversion rate is 20%. Okay, so now that we know that number, it's time to do some math because we're here to make six figures. And I told you at the beginning of this episode, I was gonna show you exactly how to do that. So now that we know our conversion rate, let's work it backwards. For sake of this example, we're gonna say that our average client spend is $3,000. So again, we're gonna kind of take the average of what our clients typically spend with us. Get this number. Do not just go on a feeling, actually know how many clients that you book and what their average spend is, And that's the number that we're gonna use to reverse engineer our six figures. So for the sake of this example, we're gonna use $3,000 as our average client spend. Now, the purpose of this is to show you how to make six figures in one year. So our goal is $100,000 and our average spend is 3000. So that means that we have to book 34 clients in a calendar year. Now it technically comes up to 33.3, but we're gonna round up to 34 so that we can make sure that we beat or exceed our goal. So now that we know we need 34 clients, how are we using this to reverse engineer? How many leads actually have to come into our business every year? Well, if we know we need 34 clients to hit our goal, and we know that our conversion rate on our funnel is 20%, we can reverse engineer that to figure out how many leads we need to get every single month to hit this goal. So let's work out that math. Okay, so we're gonna reverse engineer this. So we're gonna say 34 clients is our goal divided by 20%, which is our conversion rate, which is gonna give us 170 leads that we need to get into our funnel every single year. Now, obviously, most of us aren't working on an annual basis, right? We wanna know, okay, but how many leads do I need every single month? Well, we're just gonna divide the 170 leads that we need per year by 12. 12 months in a year, and that's gonna tell us that we need 14 to 15 qualified leads every single month to hit our goal. Now the exciting thing about this example is that we said we got 20 inquiries per month on average. So we're already exceeding the number of leads that we need to get right based on our conversion here. So if this is your example, and you're like, every single one of these numbers is me, I am here to tell you, that's exciting. You're absolutely on track to hit over six figures this year. If you're listening to this and you're like, wow, my pricing is actually much higher than that. My average ticket is much higher than that, and I get more leads in that. Yes. That's exciting. You are going to kill it. what happens if you are not making your goal and you're listening to this and you're like, okay, Brandee, this is great. If I had this perfect world example, but this isn't what my numbers are looking like, so what can I do about it? Well, let's break it down in each stage of the funnel. Because most wedding pros who drop into my dms think they have a leads problem. But in reality, once we start digging into it, you actually have a conversion problem at one stage of your funnel. So what does that look like and how can you figure out yours on your own? If people are inquiring, but they're not booking calls, so you've got, let's say we go back to the example, you've got 20 inquiries coming in, but only four of them booked a consult. You either have a pricing to marketing problem or. Or you have a follow up problem. What I mean by that is that typically your marketing doesn't match your pricing. So you're either marketing to a lower end client, but charging premium pricing. So there's kind of a disconnect in what they're expecting. Or you could possibly be marketing to a high end client, but your prices are too cheap, and so they're not sure what's wrong, like they're kind of afraid to book with you. So it's often either a disconnect in your pricing and marketing strategy Or it's a disconnect in your follow-up, you're not following up enough or your follow ups don't have a clear direction. You're not telling people what to do next. If this is you, if you're listening to this and you're like, yes, I get so many inquiries, but I can't get them on a call, I want you to grab my six figure email funnel that's gonna give you my exact copy that I send in text and emails to book multiple six figures every single year in my own business and that I teach my students. To millions of dollars in wedding business every single year. You can grab that by going over to wedding pro ceo.com/emails, and that's gonna give you that full copy so that you can really start to increase this because the goal that we want here in this step of the funnel is. 50%. So the goal is that for every lead that comes into your business, 50% of them book a consult. Okay? So if you're below that number, if you're below 50% of your inquiries booking a consult, this is where I want you to focus to really increase your revenue. The second stage of the funnel is consults to booking. So if you are getting a good number of consults, right, at least 50% of your inquiries are booking a consult, but after the consult, they're ghosting you. They're just not returning your calls, they're not booking, whatever the reason is. If that's the case, then that typically means that you don't have a strong sales script, that you don't have a great consultation, that you're not quite confident in what you're selling. The great news is that I have a free training that I walk you through exactly how to do a strong consult to get people to buy right then and there. There's. Super excited to do it. You can download that by going over to wedding pro ceo.com/freetraining. We'll also put the link in the description below. I walk you through exactly what to say in your consultation to get people to sign right on the dotted line. The goal that we want here is 70 to 80%, which I know sounds really high, but by the time you get someone on a consult, we want at least 70% of them to be prepared to, contract with you, right? We want them to become a paying client. So if your number is below 70%, go watch that free training so that you can increase the number of bookings that you're getting from those consultations. If you have a 50% inquiry to booked consult conversion, that's gold, right? That was that what we said our goal was. And then you have an 80% consults to paying clients conversion. Your overall funnel is gonna be converting at 40%, which is really the gold standard. We want that to be the goal. We want to convert 40% of. All of our leads into paying clients. So if you're below that, I really want you to listen In this episode, you might even want to replay it and go through your own funnel and say, okay, where is my funnel broken? Where can I focus so that I can really increase my revenue? The thing is, is that what I see most often is that because you don't know what's broken in your funnel, you don't know which piece of it you're typically just. Throwing things at the wall, you think if I just get more leads, if I just get better leads, then I'll increase my revenue. In reality, you don't know where the hole is in your sales funnel, so you're focusing on just throwing spaghetti at a wall instead of really being laser focused on what's actually broken and how you can fix it, which is going to exponentially increase your revenue when you do this. listen, CEO six figure businesses do not happen by accident. They happen when you start to treat your business like a real business, not a side hustle, not a hobby. But a legit, scalable company with real data and a real growth plan. And if you want help dialing in your pricing, your sales strategy, your lead flow, I want you to book a free gap assessment with my team. We do these every single day where our team is gonna jump on a free call with you. We're gonna assess your sales funnel, we're gonna look at your lead flow, we're gonna look at your marketing, how you're selling your team, your pricing, and we're gonna recognize what the. Gaps are in your business that are keeping you from scaling, and we're gonna give you that information on that call so that we can help you to really scale your business. We are here to help wedding pros grow and scale profitable business. If that's you and you're like, yes, I want one of these free calls, go over to wedding pro ceo.com/application. Tell us a few things about your business and grab a time that works for you so our team can jump on a call to strategize with you about your business and how to increase your revenue this year, because the reality is you don't need more hustle, you need a better strategy. Thanks so much for being here, and I will see you next time.