Frustrated with the sales (or lack of) in your online business?! Feel like you're doing everything right, yet not seeing the fruits of your labor?
In this episode, I will lay out for you the SIMPLE formula to use to know EXACTLY how many sales to anticipate every single month. It will also give you realistic expectations of where you're at. This calculation will also show you where you should be focusing to increase sales.
For the past 3-4 years, this formula has shown me where I am in my business so that I can forecast what income to expect, my weak spots, and how to grow and scale based on what is working, and what's not!
If you're ready to stop wondering why you're not making sales as an entrepreneur, this one is for you!
If you know a Christian Entrepreneur, please take a min and share this episode with them!
Full transcription available at the bottom of this blog post.
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FULL EPISODE TRANSCRIPTION:
Hey friends. Welcome to episode 199 to now say it ain't so no. Say it is. So this is super duper exciting. I can't believe it. Next episode, I'm kicking off a huge giveaway, so be sure to be ready for that, where you can win an hour long coaching session, completely free. That's going to be starting at our 200th episode. So keep your eyes out for that. And today you are going to be learning all about what to anticipate as far as sales expectation in your business. How many of you were like I dunno, should I be making money by now? Shouldn't I be bringing in the dough? I mean, I'm showing up, I'm doing all the things and here's the situation. If you don't have this one thing, this one thing, then you are not going to be able to have sales in your business. So I'm going to teach you my super secret, amazing proprietary formula for calculating this one thing that's going to help you anticipate how many sales to expect every single month. You are going to love this.
Welcome back to The Mompreneur Mastermind Show, where we choose to run insanely successful, passive income businesses that light us up while consuming iced coffee, braless, and flawless, and maybe breaking it down to some gangster rap while our kids aren't looking. Did we just become best friends? Yes. Yes we did. Hey, I'm Stefanie Gass, six figure corporate exec turned top 1%. Network marketer, turn podcaster. I believe when we let God light our path, we experienced true miracles. Welcome sister. Let's get pumped up.
As you know, young girl is not a lawyer. Thank goodness because you guys would be in big trouble. If I was a lawyer while I can slay on some business and we can talk about some Jesus up in here, the legal stuff has me just blacking out. And I hear you guys. You've been asking me all these questions about legal trademark contracts. Oh my. And I knew I had to find you guys, someone that I personally trusted to help you now while legal sounds super scary and expensive, it does not have to be either of those things I have partnered with. Oh my gosh. I'm so excited. The contract vault, your instant, all access pass to reliable contract templates that are specific to your industry. On top of the contracts, you also get access to a members only Facebook where Andrea Sager, the founder teaches live every single month about legal stuff and answers your questions.
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Okay, so let's talk about anticipated sales. Shall we? Here you are. You're showing up. You are probably podcasting. If you've listened to me for any length of time, right? Maybe you're blogging. Maybe you have a YouTube channel, but you're for sure showing up, you're doing your social media posts. You're dabbling on Pinterest. You're like Stef I'm everywhere, but yet I'm not making any money. And I actually did a poll over in my Facebook group mompreneur mastermind. And I discovered that 90% of the people that answered that poll, Lola, maybe one of them was you said that you are not yet profiting at all in your business. And the other 10%, most of which said they were profiting under $3,000 a month in their business.
So here's what I want you to understand. Followers do not equal true fans. Okay? I'm going to introduce you to a concept that I came up with called the super fan calculation. Now this is something that I personally came up with. I've been using it for, I dunno, three or four years in my business. It's always rang true for me. And this is how I anticipate how many true fans, super fans, people that love you are in your little tribe or your corner, whatever you want to call it, right? The people that are like super fans, literally of what you stand for, what you teach and who you are and why we care so much about how many people are actually super fans is because until you know that number, your super fan number, you don't know if you have a big enough audience to sell, to let alone.
If you have enough people to do a launch or, or create a passive product for, I think maybe many of you are still in the position of building out the super fan base so that you can make some money in your business, but you don't know that I was, I was under the impression. So just a story. I was under the impression that I had a hundred thousand people in my community, right? If you look at my email list and you look at my Pinterest stuff and you look at my website, recurring views, and then you go and you look at my Instagram and you look at my Facebook group and you add it all together, it's over 100,000. So I was like, Oh my gosh, I have so many people that are in my quote unquote community. Yeah, but the sales weren't adding up to that number mean this was a while ago, but I'm using this as a visual for you guys.
Now I know exactly how many of those people are super fans. Why? Because not everybody that checks out Stephanie gas or hits up. My Instagram is an avid follower of me, right? Like I'm not for everybody. And those hundred thousand people, they may be cold market. That's coming to check me out to see what I'm all about to see if, you know, they may resonate with me. It doesn't mean that they are super fans. So what I did is I came up with a calculation, a specific calculation to, to figure out how many people were super fans. Then what I did is take that super fan number. And I multiplied it by my average sales price times a one to 2% conversion rate to figure out how many sales I could anticipate. And then I did the homework to see if this made sense.
You guys, this is like clockwork for an I, I ran the test on the last six months of my business, just to be like super sure that this was still working. I've been loosely using this for years, but I didn't fine tune it until this last mastermind podcast to profit. And I was helping my students do this and I tested it. And for the last six months, this is exactly what has happened in my business. So crazy. Okay. So to give you a visualization, what I did, and then I'm going to teach you how to do it is I took all of my platforms, the places that I show up. And I asked myself how many people were in that number that were recurring. So for example, here we go. Let's go through each of the platforms for me so that you guys have a visualization.
And then I'm going to give you the formula for you to calculate your super fan number. And I'm going to tell you what to do with that number, because based on where you are, you'll have a better expectation like staff. Should I just double down on my podcast? Should I double down and trust to your one right now? Or is it time to monetize and to, to go full force into like creating a product or a launch? Or am I at tier three and I need to create a mastermind or something like that. You gotta know this number, ladies, and you need to recalculate it every single month because it's a moving target. So here we go. For me, the very first thing we're going to look at is my, what podcasts, because my podcast is where I am showing up all the dang time.
Okay. So if we take a look at my podcast let me pull up my numbers here. Okay. My podcast listeners. So if you take my entire download number for six months, so you're going to add up six months worth of downloads. Then you're going to divide it by the number of episodes in that six month timeframe. Okay. And you're going to get a number. So for example, if you had 10,000 downloads and you had 10 episodes, then you would have 100 recurring listeners. Does that make sense? Total number of downloads for six months or less, if you've just begun podcasting, take what you have, but at least six months, if you have that data, total number of downloads in six months divided by the number of episodes in that six month timeframe. So for me, I have roughly, and this was based on last month number, but just to give you guys a visualization, I have seven, 1744.
So a 1,744 people are recurring relistening to every single episode. That's my first super fan number. Write that down. Okay. That's number one. Number two. The second thing you're going to look at is your engaged Facebook group members. You're going to go into your Facebook group and if you guys don't have all of these, that's okay. You take the ones that you do have and write that number down. All right. Go into your Facebook group. Change it back to the classic view because Lord knows I can't find my way around this new Facebook view. Change it back to classic. On the left hand side of your Facebook group, click audience or click insights, group insights, then you're going to scroll over and you're going to click on engaging details, scroll down. And it's going to show you the number of actively engaged members. That is a live number.
Take that number and write it down. Okay. Take that number, write it down. At the time of doing this, my super fan number in my Facebook group was eight 78, but it is now 2200, which is so great. So my super fan number has grown exponentially in just 30 days. But anyway, so you're going to write that down cause that's a big win for us. Cause we've been working in that Facebook group. You guys, if you're not in my group, come on, come on. What do you mean you? What are you doing? Get over there. Come on, come on, Lola. All right. The third number you're going to write down is your Instagram story viewers. And if you don't show up on Instagram stories, you can use your Facebook stories number. How many people on average are watching your Instagram stories? Write that number down.
My number is 405. Okay. The next number that you're going to write down as your email list openers. So go into your email list again. If you don't have one, don't worry. Just put zero for this one. Okay. I have people ranging from like one super fan to like 4,000 that I coach. So you guys could be anywhere and it's okay. We all started from zero say K. So you're going to go into your email list, write down what is the total number of list subscribers that you have times your average open rate over the past six months. So for example, if I have whatever, I don't know, 6,000 group members and then a list people and I have a 20% open rate. Then what does that equal? That equals a thousand. So you'd write down a thousand. Okay. So as a visualization, I have 1,193, that's it.
So now those are the places where you're really able to connect with people super deeply that I used. Now, if you guys have like if you have a YouTube channel instead of a podcast, well, figure out that, that number for your YouTube channel. I don't know how to do that. Cause when I got to YouTube, but this is how me and my students calculate our super fan number. So based on my number from 30 days ago. Okay. Because yes, things have changed, but based on 30 days ago, when I ran this calculation in my mastermind group, I had 4,221 super fans. Awesome. Now believe me, my students in the group ranged from one like one or two super fans. You know, mom has hubby, you know, all the way up to like 3000. So you can be anywhere in that spectrum. And it's normal. We all started somewhere. So what is your super fan number? That is extremely critical.
Step two, step two. You can answer Dissipate a one to 2% conversion rate every month. So if I take my 42 21 times 2%, I can anticipate 84 sales per month. Wow. Yeah. Like if you go back and you look at my average sales every single month for the past six months, most of the time I am somewhere in the 65 to 90 sales per month range. This is people buying my courses, doing coaching with me, masterminds, recurring payments. It's a, the whole shebang. Okay. If I did a 1% conversion on my number I would have roughly 42 sales. Okay. So you need to do that for you. Take 1% times your super fan number, write it down. Take 2% 0.02 times your super fan number. Write it down. That's the range you should be selling every single month. Number of sales number of sales. Step three. What is your average sales price?
Okay. So my average sales price is $500. So if I take $500 times my minimum anticipated sales, a 42 sales, that is $21,000 a month. If I take the high number a what was that? 84 sales times 500. That's $42,000 a month. Whoa, write that down. Now you have a range. Now you guys do I have 42 grand every year? No, have I? Yes. I've blown past that number, but I've also, I had months that are below 20. So you've got to, it's a guide. So you're going to use that just as an expectation, but if you take my entire six month income and you divide it by six, I am right smack dab in the middle of that range. It's exactly where I expect to be in my business. So if you have, let's just do one more example based on, I think where a lot of you are going to be, let's say that you have 100 super fans.
Okay. Multiply that by 0.01%. That's one sale a month, right? Or two sales a month. If you're hitting the 2% conversion, one or two sales a month, how many of you have one have that super fan number based on my calculation. And you're thinking that you're supposed to be making three, $4,000 a month on realistic. Okay. You've got to know this. You guys can not be living with your head, buried in the sand and have crazy expectations and crazy goals about where you want to go. If you're not growing the super fan number. Okay. That is literally the most important thing in your entire business is to grow tier one, your super fan number, because that's where the sales come from. And I'm gonna tell you how to build that in just a minute. So if you have one or two sales a month, then you're going to multiply that by your average sales price.
So if you're new in business and you just have a mini course and it's 97 bucks, right? One sale times 97 bucks or two sales times 97 bucks, you're going to expect to make one to 200 bucks a month. Guys. This is the reality of building an online business. So let's do another example. Let's say that you have a thousand super fans. Okay. And if you sell 1%, that's 10 sales a month. If you sell 20, that would be 2%. Very, very realistic. Okay. But you got to grow the super fan number to get there. Let's run the math on that. Shall we? So if you have 10 sales and you have an entry level product at 97 bucks, that's $970 in profit every month. Okay. If you have 20, which would be your 2% conversion, you'd be making almost two grand a month. So how many of you are trying to scale to that place?
If you're trying to scale to one to two grand per month, and I think most of you are, your goal should be roughly a thousand super fans. And then thinking about too, like sure you have entry level products, but is there another product that you can create that might be closer to that three to $500 range? Because why? When we have a small audience, we make fewer sales, but if we have a better way for them to implement and get a transformation, we can charge a higher price and you can get to that number a lot quicker. I hope I haven't lost you guys. Okay. So just a quick recap. And then I'm going to tell you how to grow your super fan number. Okay. Recap time. Ready for at it. Write this down your homework, which I hope you come share in the mompreneur group with us.
Kay mompreneur mastermind group on Facebook. Hey, calculate your super fan number. What, how do you calculate your number? You find your recurring podcast. Listeners take your total number of downloads for six months. Divide it by the number of episodes that's going to give you your average listener base. Write that number down. Number two, you're going to calculate your ingrained engaged Facebook group members go to Facebook. Change it to the classic view on the left click group insights. Then click engagement details, scroll down and take your active group member number. Write it down. Number three. What are your Instagram story views average per day, or if you don't use Instagram stories, what are your Facebook story views per day? Write it down. Number four, how many people in your list are actually opening the emails? Take your total number of subscribers times your average open rate.
And you can just take an average open rate. Okay? Write that number down. Add them all up. Add those four numbers up. And I don't care if three of those numbers are zero. Just add it up. You got to know where you're at to know what you, you can and should be selling every single month. Next part B multiply that times. Point zero one. That would be your 1% number of sales on a 1% conversion every month. Number of sales, write that down. Take your super fan number again. Times 0.02, that would be expected. Number of sales every month at a 2% conversion rate, you should be somewhere in that range. Some of you are going to be above that. Great. Some of you are going to be below that if you're below that, you're not doing something right, your pricing is off. Your messaging is off.
You are marketing the wrong thing based on who your niche is and who, what they're asking you for. I would recommend doing a strategy session with me so we can figure that out. Okay? Like if you have 10 super fans and if you have a hundred super fans and you're not making one sale a month, we should, we should talk because that needs to change. And you have the super fan number to be selling something. So why is that not working? Okay. You just need me to audit where you're at last step part C, multiply it by your average sales price. Now, for those of you that are like, well, I don't have anything that I'm selling. If you have over a hundred super fans, you should have an offer because it means you're missing out on at least one sale per month at this point.
So think about is a time to start coaching. Great. Go listen to my coaching episode. I don't remember the number, but it's in there. It's like in the 100 somewhere, how to start a coaching business. If you want to start a course, go listen to my course episode, it's in the one 60 somewhere like you guys, everything I have for you is free for you to be successful. If you're stuck, let's do a coaching call. Like I have everything here for you to be successful in your business. So let's talk about numbers based on where you are at with your super fan number. We need to find out if your expectations are unrealistic. Okay? So let me see here. I have this jotted down to go over. All right. Here's my advice. If you have between zero and 50 super fans, double down on your podcast, do two episodes a week instead of one, focus on great juicy titles focus on getting on other people's podcasts.
Go live in your group. You've got to grow your super fan number. Okay. If you have of between 51 and 200 super fans, I still recommend you double down on your podcast, your Facebook group and your marketing, and getting deeper with people for free. However, you can and should be offering something paid as well. Because once you pass 100, you should be getting at least one sale every single month. Okay? So this is where I really focus on with my clients and students creating something between 97 and three 97, typically as your first product. And even if that's coaching, probably starting at like that $97 price point so that you guys can get some social proof, get some results for people. We can always raise our prices, but you first have to get results for people. Okay? If you have 200 plus super fans, I still recommend and doubling down on your Facebook group and podcasts like you guys, there's really no point in which I don't think growing super fans is a great idea.
Maybe when you pass 3000, you can be like, okay, I'm good here. Like I'll scale back, but you really are in growth of tier one right now, most of you, 99% of you are really in tier one of just growing your super fans. But if you have over 200 super fans, you can and should be offering one-on-one coaching or have a passive product. And you can even consider doing something that I like to call the soft live launch. If you want help on creating a soft live live launch strategy in your Facebook group, book, a breakthrough coaching call with me and we can map that out together. Okay. So yeah, there you go. You guys now know exactly how many sales you should be making every single month in your business. You know exactly where you are and do you know exactly what's B you know exactly what is missing, right?
What is missing? Is it super fans? You know what to do is it, you're not making money because you don't have a product yet. You know what to do is it, you're not selling the product because you're not talking about it. You know what to do. And if you don't know what to do again, I can help you. I offer clarity coaching. I can map out courses with you guys. I love to do that. I can do an audit of your sales messaging and copy to see if you are not selling appropriately. If your messaging is off somewhere like that is my jam. So if you guys want to book a coaching call, I have a couple left and the next couple of weeks, you can pop over an email my VA, email@example.com, she'll get you all the pricing, we'll get you on the schedule and we can break through any barriers that are holding you back.
All right, friends, I love you. I just pray over you now that you are excited and fueled in your businesses, that you have clarity over what you need to do. And you let go of any fears that are keeping you from taking those steps that you know, and believe that there is a solution to every single problem in your business, in your life with distance learning, Lord, help me. We can do this mama friends. We've got this because God has got us. I love you in Jesus name. Amen. I'll see you guys soon. Love and light, Stef.
Lots of fancy unused education. Podcast Coach, Clarity Coach, & Top #25 Ranked Podcast Host for Christian Entrepreneurs.