I love word of mouth referrals. They’ve always been a core part of my sales strategy. But, as I grew into more leveraged ways of working – courses, programs, workshops etc., I knew that word of mouth wasn’t going to be enough.

Selling one-to-many products is harder than selling one-to-one

It’s pretty easy to sell a 1-1 service. People know that it’s customisable and they feel so much safer.

But a one-to-many service, while it might be cheaper for the client, it can feel more risky. They don’t have the individual attention. It might not be tailored to their needs etc.

So, it can be trickier to sell one to many than one to one.

But you want to be leveraged – to reach more people in less time

When you’re working 1-1, you’re likely to reach a ceiling. There’s only so many clients you can work with in one day. But scaling up to running workshops, courses etc., you know you can reach many more and make more money in less time.

So here’s where we need to acknowledge that in order to grow, word of mouth referrals just aren’t going to cut it on their own. We need to start embracing sales and marketing.

If it’s outside your zone of genius, get help

If sales and marketing is outside your zone of genius, promise me you’ll get help. My business dramatically changed when I acknowledged that I was having trouble getting bums on seats for my workshops.

I could create the content for the workshops with my eyes closed, but filling the room was hard.

So, I reached out to Francesca Moi and learned her system of how to get bums on seats and since then, it’s bee so much easier to market my workshops successfully.

There is no point struggling to do this on your own when just a little bit of expert help can go a long way.


renee-b&W webRenée Hasseldine works with coaches, experts & thought leaders to turn what is in their brilliant minds into powerful signature systems using visual models. Her knack for extracting and unpacking thoughts and turning them into unique intellectual property is sheer genius.

Renée is the author of the best-selling book ‘Share Your Passion’, she is the host of the ‘Leveraged and Loving It’ podcast and a panel member on The Business Playroom TV.

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