Do you want to leverage your time and sell more? You can move forward and scale your business with this episode's foolproof tactics. Lindsey Ardmore sits with Adrienne Hill to discuss the strategies to help you leverage your time and sell more simultaneously. Lindsay offers her wisdom on the 1-to-many method in selling that, once you learn it, will suddenly elevate you as an expert so that you won't need too many people to do the work. You get social proof, raising your status as an expert and allowing you more money, more freedom, and more flexibility all at once. Lindsay still has a lot to offer! So tune in to this conversation now and learn how you can scale your business!

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As you have been working on growing and scaling your coaching business, have you gotten stuck, tired, and frustrated with selling one-to-one, coaching one-to-one, doing everything one-to-one, running out of time, getting burnt out, having a fully booked calendar, and left wondering, “How on Earth am I going to scale this business? It’s because I'm tapped out. My bandwidth is empty.” If you've ever wanted to learn how to transition from one-to-one to one-to-many, this episode is for you. We are going to cover that very powerful scaling strategy. Let's jump in and learn how to scale from one-to-one to one-to-many.

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I'm super excited. I am here with my friend, Lindsey Ardmore, who is a business strategist and automation expert. I had to have her here for this summit because she is the queen of everything automation and systematizing. She can help you to take it to next-level status. Welcome so much, Lindsey. I'm excited that you are here.

Thank you for having me. I'm so excited to be here.

For those in the audience who haven't met you yet, tell us a little bit about what an automation expert means when it comes to business strategy. Tell us about your zone of genius.

Automation is not like robots but what it does is it helps you take your prospect from cold to sold as quickly as humanly possible. It helps to take you out of your business so you can focus on cultivating the relationships and creating a community around yourself in a tribe that doesn't necessarily have to do with following up with every single person or doing all of the things and running around like a crazy person.

I remember being in that place of following up with everything. Everything was a one-on-one connection point. My income was limited by how much I could do in a day. I have the feeling that you evolved out of that place. You've helped a lot of other people evolve out of that. Tell us a little bit about how we can start moving out of that place of overwhelm and burnout from trying to do everything yourself.

I have a story to tell. Can I share a quick story?

Let's do it.

If you can sell one-to-many, you can leverage your time, sell more, make more, and can get out of that famine where you're constantly looking for the next person.

I have been in business for a few years now. I'm very proud of that. We have made some huge milestones. I've retired my husband and bought a couple of homes. I have been able to do these cool things. Our business is our sole income, which is magical but in the first couple of years of my business, I was working all of the time. Everything was one-to-one. I was in the grind. I had team members. I didn't know what they were doing. They were doing stuff but I was also doing so much stuff.

I ended up working 12 to 15-hour days when I had this newborn. I had originally quit my job when I worked in corporate to be home with this little newborn. I ended up working away most of her baby-ness. That's heartbreaking when I think back at it. I'm going to start crying because I worked so much. I would be up at 2:00 in the morning after her morning feed and work all the way through to 2:00 in the afternoon. I would take her for a couple of hours and then be back to work until 10:00 to 11:00 at night.

That was the reality for a very long time until one day. Mind you, everybody. I'm an automation expert. I was building automation and systems in place for everybody else and had no idea how to put that together in my own business. I was terrified. What ended up happening was I woke up one day and said, "I'm not spending any time with my kid." I ended up canceling about $8,000 worth of retainer client work in one month and shut it all down because it was too much.

I decided, "There has to be a better way for me to do this." I realized that as soon as I stopped doing everything, sales consults, and working with so many people one-to-one, and since I raised my rates and did some things that leveraged my time, things got a little bit easier. Things started to shift in my business. I became a lot more successful and scalable, which is what we all want.

What a huge shift. I'm sure there are tons of people in the audience who are in that same place you were right about putting in the long hard hours and not necessarily having the pay to make it feel like those hours were worth it. If you don't have freedom in your business, you are a slave to a different-looking job.

I don't know if you ever did this but I've done this a lot. I do this all the time. I figure out what my hourly wage is. When you figure out what your revenue is inside of your business and divide that by the number of hours that you are working in a month, you are going to likely see that you are working for $2, $3, $4 or $5 an hour. That's not how you leverage your time and scale a business. You've created yourself a way worse job because now you have stress around your paycheck. You've created this. It's difficult to get out of it unless you do something different and put yourself out there in a way that's probably different than what you are doing.

How does someone get started? When you made that shift like you said, what a huge leap of faith to say no to all those clients worth $8,000 to realize, "I'm going to take time to restructure myself and automate myself now," what was the first step? What's the framework for making that shift? How does somebody even get started in making that shift?

1-To-Many: To shift from 1-to-1 selling, you need to get comfortable with the thought or the idea of selling 1-to-many.

The first thing is you probably have to make a mindset shift, "I'm going to do it." You are going to put your line in the sand and make this a nonnegotiable in your life and your business. The second thing is that you need to get comfortable with the thought or the idea of selling one-to-many. If you want to work one-to-one, I did hear this all the time, "I have to work one-to-one. My magic is me," and all of this stuff that we tell ourselves.

If you have to stay in that space for a little while longer, you don't need to go, branch off into different things, and do a bunch of different stuff but what you need to do is you need to be good, consistent, and peaceful about selling one-to-many because if you can sell one-to-many, you can leverage your time, sell more, make more, and get out of that feast or famine where you are constantly looking for the next one person.

I would imagine too that once you learn how to sell one-to-many, the few times that you are doing one-to-one, you can command a much higher price point for your time now.

All of a sudden, you've elevated yourself as an expert. When you are doing things on an ad hoc basis one-to-one or meeting with them one-to-one, they don't know necessarily what presence you command. On your pricing, you allow yourself to be a little bit lower than maybe you would want. When you set yourself up as the expert, you are going into a one-to-many setting, then you are commanding that, and they physically see other people in that space, and all of a sudden, your prices can go up. You don't need as many people to do the work. Your time spent working is dramatically cut.

Plus, there's social proof everywhere of all the people who are looking to you as the expert. It immediately raises your authority, your expert status, and all those things like more money, freedom, flexibility, and everything at once. Do you have a certain technique, strategy or structure that you use to sell one-to-many?

I do. I love masterclasses. I love getting people into a space where I can give them good value. I always tell my clients, "If you get in a room, you are going to sell a baby. It's going to happen." You are in that space. They are all in love with you. They get to like, know and trust you in the span of 60 to 80 minutes. You can sell off the back end of that peacefully. The masterclass system that I use and love will teach you how to follow up with everybody automatically. Where a lot of people don't make money is the fact that they give it up.

Ninety-five percent of sales happen between the 7th and the 12th contact. If your masterclass is 1 contact, you have 6 more touchpoints you need to make with that person for them to sell. It's the Law of Statistics. When you do a masterclass, set it up gorgeously, and it's automated, all of a sudden, you are going to be making sales while you sleep, which is what we want anyways.

When you do a masterclass and set it up gorgeously, you're going to be making sales while you sleep, which is what we want in ways.

Deliver your masterclass and then have automated follow-ups going out. Chances are you wake up to sales. What a refreshing feeling instead of waking up at 2:00 in the morning and working. It's all painful.

You get to wake up to the little Stripe or PayPal notification. It's a happy day.

If someone is wanting to learn how to run a masterclass and do this, how could they learn? Tell us your magic.

Masterclass Magic is my program. It's incredible. It's the full system. It shows and gives you everything. If you get my freebie little gift, you will see all of that magic in place. That's a good example for you but if you've got a VIP ticket for this summit, I'm going to give you Masterclass Magic for free. It is so good. It's all my swipes, templates, copies, the funnel built, how it's supposed to look, and why you are supposed to do that. You can take all of my copies and implement them. I have had people that have taken it, not techie at all VIP holders. This is so simple. Anyone can do it. They have taken it, put it in place in their business over the weekend, and made money the next week. It's magical.

I have been inside and taken a peek in there. You don't have to be a techie. You just have to follow the system that Lindsey set up for you. I love that. For any attendee, there will be a button where you can grab her free gift, which is walking you through. She's teaching a class on how to do this. For the VIP holders, she will give you all the details, the how, the pages, and all the nitty-gritty of how to do this, which is super cool. For your clients who have implemented what they are learning about masterclasses and inside of Masterclass Magic, do you have examples of some of the results that they or you have achieved implementing this in your business?

I have had clients that have had their first 4-figure launches, 5-figure launches or 6-figure launches. I've had people that have never done any of this ever before. They have spent years in that hamster wheel working one-to-one, selling one-to-one, and doing everything one-to-one. We have turned this on in their business and have walked away with a five-figure launch.

I don't want you to be like, "This won't work for me." This will work for everybody. It's so easy to implement. You see it and think, "Maybe I can't do that." You 100% can do this because this is the most gorgeous and perfect way for you to sell and fill up your client books and your book of business without having to do all of the little itty-bitty things. Honestly, this has sold for people $1,000 worth up to six figures. It is golden.

1-To-Many: When you set yourself up as the expert and go into a one-to-many setting, your prices can go up, and you don't need as many people to do the work. Your time networking is dramatically cut.

What I love about what Lindsey teaches is when you use this method of selling in this structured way through this masterclass setup, only your perfect people come out the other end. Imagine having dozens of not just any clients but dream clients. You are working with people who are so excited. They are thanking you for being there and you are thanking them for being your perfect client. It's this amazingness that comes together.

We often deal with long lead times or it takes a while for people to get from cold to sold. It takes a process. We tell ourselves, "They need to be in my Facebook group. They need to be doing this and that." The reality is we need to get them into that refiner's fire, train them on something, let them shift themselves through, and let the cream rise to the top. They will purchase. If you offer in that environment, it's the same thing if you were in a live room. If you offer, they will purchase. For the people that don't or the people that are spend-setters, all of your follow-ups will sell for you.

You are not a slave to your phone trying to follow up with all of them. It's happening automatically.

Automagically.

I love that. I'm going to use that. That's a fun one. Thank you so much for sharing your genius with us. For everyone here, be sure to grab Lindsey's freebie. If you are a VIP ticket holder, jump into the Masterclass Magic. It's going to transform your business. If you are not yet a VIP ticket holder, what are you waiting for? Grab that. You are going to need this to take your business to the next level. Lindsey would love to help you get there. I'm super excited about her topic. Thank you, Lindsey.

Thank you for having me. This has been fun.

We will see you soon.

Important Links

✅ Connect with Lindsey:
https://www.facebook.com/lindsey.burton.16 

✅ 130 Irresistible Automations - Adrienne’s free gift for you: 

https://skills-structure-systems.com/automations-toolkit 

✅ Adrienne’s Entrepreneur Community on Facebook - https://www.facebook.com/groups/6.figure.strategy

About Lindsey Ardmore

Lindsey is a Business Strategist and Automation Expert that helps female entrepreneurs stop the feast or famine cycle in their business and get to consistent $10k months. She’s passionate about helping women get to a peaceful place in their businesses without sacrificing everything they do, they are, or they have. And I’m so excited to be sharing my secrets with her community.