687. “How to Fix Your Product Lineup and Get Consistent Sales” | Coaching Session

Summary

Podcast Summary: The Product Boss Podcast - Episode 687

Title: How to Fix Your Product Lineup and Get Consistent Sales | Coaching Session
Host: Jacqueline Snyder
Guest: Kaylee Morris, Founder of Kayleigh Bath
Release Date: May 1, 2025

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Introduction

In Episode 687 of The Product Boss Podcast, host Jacqueline Snyder conducts a coaching session with Kaylee Morris, the founder of Kayleigh Bath. This episode delves deep into strategies for product entrepreneurs to streamline their product lines and achieve consistent sales. Kaylee shares her journey with Kayleigh Bath, a Toronto-based brand specializing in zero-waste, soap-free body care products, and discusses her struggles with inconsistent revenue and expanding her sales channels beyond in-person markets.

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Understanding the Problem

Kaylee Morris opens up about her challenges with maintaining steady sales. Despite successful in-person sales at markets and trade shows, her revenue remains erratic, totaling approximately $11,000 over the past year. Her primary hurdles include:

• Reliance on In-Person Markets: Most of her sales come from physical events, which are not consistently available.
• Difficulty in Scaling Wholesale: While wholesale orders can be substantial, securing consistent wholesale clients has been challenging.
• Messaging Confusion: The term "soap-free" in her product descriptions has led to customer confusion, making it harder to communicate the unique benefits of her products.

Kaylee Morris [12:29]: "My revenue right now is erratic and in the last 365 days I made about $11,000. I have sort of short term and long term goals... I would like to replace the income that I was making previously of like $130,000 a year."

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Identifying Hero Products

Jacqueline emphasizes the importance of focusing on hero products—the items that define the brand and drive repeat purchases. For Kaylee, these include:

1. Body Wash Bar
2. Body Balm Bar
3. Shampoo Bar
4. Shave Balm
5. Aftershave Balm

By narrowing down to these five core products, Kaylee can streamline her offerings, making it easier for customers to understand and choose her products.

Jacqueline Snyder [18:51]: "For Kaylee, that means focusing on her Core 5, which is the body wash bar, the body balm bar, the shampoo bar, the shave balm, and the aftershave balm."

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Refining Product Messaging

A significant portion of the coaching session focuses on improving how Kaylee communicates her products' benefits. The term "soap-free" has proven ineffective in conveying the true value to customers. Jacqueline suggests shifting to more relatable language that highlights the benefits without industry jargon.

Jacqueline Snyder [23:05]: "Sometimes the biggest problem in selling your product is the way you're talking about it. For Kaylee's soap free message... instead, what we really worked on and tried to fix here is simplifying the message and the language that we're using."

Suggested Messaging Alternatives:

• "Better Than Soap"
• "Not Your Average Soap"
• "Clean Skin, No Stripping"
• "Soap-Free and Zero Waste"

These alternatives aim to trigger curiosity and clearly communicate the product's unique selling points without confusing the customer.

Jacqueline Snyder [30:08]: "Good messaging, good marketing should spark curiosity and make your customer lean in and say, tell me more."

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Implementing Follow-Up Systems

To achieve consistent sales, Jacqueline advises Kaylee to establish robust follow-up systems to convert one-time buyers into repeat customers. This involves:

1. Email Marketing: Encouraging customers to join her email list with incentives like gift baskets and following up with targeted emails reminding them to restock their consumables.
2. Bundling Products: Creating attractive bundles that make it easy for customers to purchase multiple products at once.
3. Setting Specific Goals: Breaking down revenue targets into manageable tasks, such as aiming for a set number of sales or wholesale orders each month.

Jacqueline Snyder [33:30]: "You can easily this month make a thousand dollars if you just sell to two wholesale stores and not make a single direct consumer sale if you wanted."

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Strategic Sales Goals

Jacqueline coaches Kaylee to set specific, achievable financial goals to build confidence and momentum. For instance, targeting $1,000 in monthly revenue by securing a combination of direct consumer sales and wholesale orders.

Jacqueline Snyder [48:34]: "So can we say 2000? You made 11,000 last year, so you were on average already at that. So can we push you to 2,000?"

This approach involves:

• Direct Sales: Aiming for 12 orders at an average value of $42 each.
• Wholesale Orders: Securing at least one wholesale order worth approximately $500.

Jacqueline Snyder [51:37]: "So this is how we're going to do it. You're going to go back to the people who bought from you before, and you're going to make them an offer of around $42."

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Optimizing Online Presence

Kathleen stresses the importance of a streamlined website that focuses on her core products and clearly communicates their benefits. Suggested improvements include:

• Hero Images and Clear CTAs: Featuring main product lines prominently with straightforward calls to action like "Shop Now."
• Customer Testimonials: Highlighting positive feedback to build social proof.
• Simplified Product Descriptions: Removing confusing terms and focusing on the direct benefits to the customer.

Jacqueline Snyder [32:10]: "What we're selling is a solution or we're meeting a need, want or desire."

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Conclusion and Key Takeaways

The coaching session with Kaylee Morris provides actionable insights for product entrepreneurs seeking to stabilize and grow their sales. Key takeaways include:

1. Focus on Hero Products: Streamline your product line to highlight your best-sellers.
2. Simplify Messaging: Use relatable language that clearly communicates product benefits.
3. Implement Follow-Up Systems: Develop robust email marketing and follow-up strategies to encourage repeat purchases.
4. Set Specific Goals: Break down revenue targets into manageable, achievable tasks.
5. Optimize Online Presence: Ensure your website is user-friendly, showcases core products, and effectively uses social proof.

Jacqueline Snyder [57:14]: "We have to ask, am I making it easy for my customers to say yes. If not, let's talk about fixing it now."

Kaylee leaves the session feeling empowered with a clear plan to achieve consistent sales through focused product offerings, refined messaging, and strategic follow-ups. Jacqueline encourages listeners to evaluate their own businesses with similar questions to drive growth and consistency.

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Notable Quotes

• Jacqueline Snyder [00:02]: "All you need is the right mindset, a little courage, strategy and support, and you too can be the next million dollar product boss."
• Kaylee Morris [13:29]: "The aftershave balm was helping them with their eczema symptoms."
• Jacqueline Snyder [23:05]: "When customer aren't using the words that you're using, if they're not walking up to you at market and saying, hey, hey Kayleigh, I'm looking for a soap free body wash, then that language isn't going to resonate with them."
• Jacqueline Snyder [30:08]: "Good messaging, good marketing should spark curiosity and make your customer lean in and say, tell me more."
• Jacqueline Snyder [48:34]: "So can we say 2000? You made 11,000 last year, so you were on average already at that. So can we push you to 2,000?"

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Final Thoughts

Episode 687 of The Product Boss Podcast serves as a comprehensive guide for product entrepreneurs grappling with inconsistent sales and unclear product messaging. Through the coaching session with Kaylee Morris, listeners gain valuable strategies to refine their product lines, enhance their marketing communication, and implement effective sales systems to achieve their financial goals. Jacqueline Snyder's expert advice emphasizes the importance of clarity, focus, and strategic follow-up in building a successful product-based business.

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Listen to more episodes of The Product Boss Podcast for actionable insights and strategies to elevate your product business to the next level. Don’t forget to subscribe and leave a review if you found this episode helpful!

Transcript

[Jacqueline Snyder]

Hi, I'm Jacqueline Snyder and this is the Product Boss podcast. I've helped launch and grow thousands of product based businesses, even one of my own. And over the last 20 years, I've seen behind the scenes of businesses just like yours. Whether they are makers, manufacturers, artists, or food and beverage businesses. I have spent so many hours studying it all. I've discovered what makes them successful, what mistakes they could have avoided, how did they turn their ideas into successful business, and what are the strategies that they have used to make more sales and be discovered by more customers. And this is what this show is all about. Whether you're just starting out or you're looking to become a million dollar product boss, I'm here to give you the permission to chase your dreams, no matter how big or small. All you need is the right mindset, a little courage, strategy and support, and you too can be the next million dollar product boss. Let's do this. Oh my goodness. Friends, if you are anything like me, you probably spend more time running errands than running your business. Am I right? Like, everything needs something, we gotta run around. And I knew that this was like a major issue for me back in the day, which is why I decided to get help where I could. And I decided to let Instacart handle all of my grocery shopping. So I no longer had to worry about running all the errands and having to run out and get more almond milk for lattes. Rather, I was like, you know what, we're just gonna let Instacart handle that. So I want you to imagine skipping the store and getting back to designing packaging, orders, making, or maybe actually taking a break, even a nap. Remember those? Okay, so with Instacart, you can get groceries and essentials delivered in as fast as an hour, so you can focus on growing your business without sacrificing a meal. Plus, less stress and more focus. And here's a tip. I've actually used Instacart before to order gifts from my daughter's friend's birthday parties. Because I haven't had time to run out and get presents. And I've been able to get the packaging like the gift bag and the gift like, hello, hello, Sephora, delivered to my house while I was in the middle of coaching sessions so that I could have the present right. It's like having a personal assistant without having a personal assistant. So if you want to do what I do and get the help where you can, you can try it now if you head to the Product Boss. Com Instacart hey, product bosses. Welcome back to another coaching call. I am so excited. I am really digging and loving and leaning into helping you all fix your businesses. Am I right? So it's this idea of, you know, I think for so often we've been building our businesses and we just go, go, go, go, go. And it's like, what are we supposed to do? What do we do next? What do we do next? And we just keep going. But when do we slow down? And you know, imagine like a car and you lift in like, I don't know, maybe the car's smoking out the back. Or don't you live on a do car analogies? And you're like, Jacqueline, you know nothing about cars. Or like the brakes are squeaky and it's like I gotta lift the hood and look underneath and be like, what is going on? What is going on with my business? And when you do, when you start to kind of diagnose what's going on in your business, you get to needs to be fixed, what needs to be upgraded, what's doing okay. And so I love these coaching calls because this is where you really get to dig into fixing businesses so we can get unstuck and moving forward. So today we're talking to Kaylee Morris and she is the founder of Kayleigh Bath. And this is a beautiful brand out of Toronto, Canada. And it's redefining self care with her zero waste soap free body care products. I know you just heard me say that. You're like, oh my God, I need this. Let's do this. So like so many of you, Kaylee has found herself stuck in the cycle of inconsistent sales. Am I right? You're like, am I going to make a sale today? Am I not? Do I have to go to a market? What am I going to do? Because she's been selling great in person, but she's really struggling and trying to figure out how she can create that same momentum online and selling wholesale. And she also is curious, like, how does she even simplify her product line and her messaging to make it crystal clear why her customers need these products and their lives? And I'm going to pause for a second here real fast and see, I think so many times when we're looking to fix our businesses, we're like, let's look at the product, the product, the product. We're constantly like just trying to fix the product. But when was the last time you thought about the customer you were selling the product to? Now I've been getting a lot of amazing responses back to an episode that I did about the customer centric business. And you're going to start hearing me shift a bit towards that. Because it's something that I'm really, you know, it's something that innately I've known. It's why I think I'm very good at product market fit. Why? Since I was in fashion design school. Sounds so silly, like beauty school. But I have my bachelor's in fine arts at one of the top colleges in the country for fashion. And we did these amazing Runway fashion shows. And I remember, like, Cindy Crawford would come, and they were held at the Beverly Hilton, which is where they hold massive award shows here in Los angeles. Tickets were $5,000 a person. Really wealthy people would come, and then they could buy our clothes that we made. For example, I worked with Trina Turk. I worked with Diane von Furstenberg. I worked with Bob Mackey. These were our mentors that we worked with. And I was always voted, like, best. Not best design in the way of, like, more like the most liked, I guess, is kind of. I don't remember exactly how it was phrased, but it was like the most liked production, the most liked dress on the Runway. And I didn't need to be avant garde. I didn't need to be couture. I didn't need to be wackadoodle. I needed to make product the most people liked. Why? Because we sell products to people, and we want our products to fit the people we're selling to so that they actually sell. I didn't need to be avant garde and artistic in what I designed and made. I needed to make things that people actually wanted to buy, because literally, that's what you do as a fashion designer and apparel company. And so I say that because I've never been able to bottle this up. And I've been doing a lot of work lately. Really? You've seen it. I've been refining our programs. I have been rebuilding programs, even renaming certain programs. So again, I don't know if I've made the full announcement here, but I'll do it right now. Let's just do it, okay? As it's 2025 and I've been doing my own fixes in this business, in the product boss, right? Everything needs to kind of shift and change in 2025, because everything is shifting and changing in 2025. So one of the big things that I did is I completely redid and rebuilt what was called multi stream machine that is now called the product boss sales accelerator. Okay. It's the Product boss sales accelerator. So msm, or it's the artist formerly known as msm, is now the product boss sales accelerator. And why? Because what does it do for you? It helps you accelerate your sales legit. That's what we do. We fix where you're currently selling and then we add on sales channels that are like the easy button because they've got audiences built in. Because you don't need to run ads. You don't need to build an audience. You don't need to be an influencer when we have other people's customers buying from us. So that's the sales accelerator. The other big announcement, which I haven't made yet is I've also been looking at the other programs I have, and one that is so incredibly popular, people absolutely love it, is standout society. How to stand in a crowded market and make more sales. But guess what? The packaging on that, the way that I say it to you, it's like, yeah, I want to stand out in a crowded market and get more sales. But you know, if I'm like, this is what we're going to teach you is people are not really feeling they love it and the results are exceptional. But I was like, you know what? It's not what it does. You know what it does? It helps you fix your business. Instead of looking at your product and constantly thinking, how do I make more product? Product, product, product, product. You know, you're all think, you're all focusing on your product. It's actually thinking, what about the customer that we're selling the product to? So when we're looking under the hood to fix our businesses, we actually have to look under the hood and say, do I know who I'm actually selling this product to? And why does my product matter to my customer? Not matter to us? It has to matter to the person who's buying it. It has to fit them perfectly. And so that's what Sienna Society is turning into or sos. It's turning into the product biz fix. Okay, so if you hear me refer to the fix, it's. And if you're already a student in there, you don't have to join another program. It's the product biz fix. And that's actually what we do. And that's what I'm gonna talk to you about today in this coaching call. Right? We're looking at who are we selling it to? Who is this ideal? The one customer. And what does this one customer need from us? You're like, wait, but wait, I can't just Sell to one person. Trust me, it teach you all this inside. It's just that we want, I want you to stay focused and we're going to fix this connection point and then the idea is the brand, right? Because like if we're going to measure product to product, which is why I think a lot of Etsy people struggle Etsy to Etsy, like candle to candle, mama necklace to mama necklace, pink T shirt to pink T shirt. We struggle because it's product to product. But when people create brands like Pepsi to Coke, you make a decision based on and don't let your brain go like, oh, but they taste different. Yes. And they're colas, they're dark colored colas and so they brand very differently. So we have to fix your brand so that it fits your one customer and pricing and the psychology behind pricing. We gotta fix your pricing not only so you can be profitable, but that it actually is connects with the customer we're selling it to. By the way, it's not the cheapest price that's going to connect to them. And then past that we have to make sure that everything we're doing, our marketing, our messaging, our launches, all of that fit the customer. And what we do inside of the product biz fix is we fix these things. Because what I see is these are the things that are keeping you broke down, that are keeping you stuck, that are keeping you out of being able to move forward. So make sure that you're on our email list. I've got a really cool thing I'm going to be talking about next week and it's like a training and it's going to be super accessible and awesome and we're really going to figure out how you're going to go stuck from being stuck to getting sales. Okay, But I say this because this is exactly what we do today with Kaylee, because Kaylee's found herself and yes, I just went off on a tangent, but Keely's found herself stuck in the cycle of inconsistent sales. When you feel stuck, it's actually because there's something that needs to be fixed. At this point it's not about more, more, more, more. It's not about adding, adding, adding, adding. Right now it's like looking under that hood and figuring out what needs to be fixed and how do we connect this to our customer. So we're going to talk about how does she simplify her product line and her messaging to make it crystal clear for her ideal customer, for that one customer so that it makes sense for them in their lives. So if you're thinking, oh, this sounds really interesting, well, stick around because that's what we're going to talk about today in this session and we're going to get into how to get more sales consistently, how to get more reorders and how to really strengthen her messaging so that she can be consistent. And if this is like, yes, this is everything I need, this episode is for you as well. Make sure you're following the show. And now let's dive in. So tell me a little bit about your business right now, what you're selling, what your best sellers are and your best selling sales channel.

[Kaylee Morris]

Yeah, so my best sellers are my soap free body wash bars. And if I were to say my best seller set would include these body conject sponges that I sell in my body balm bars, which is a moisturizing bar. So it's a lovely like all in one set for bathing and moisturizing. And up until now, my best set selling place where I'm getting the most revenue would be in person. I've been doing markets, trade shows. I did my first two B2B trade shows. The first one made a lot of connections, no sales. And I just finished the end of January, my second B2B trade show. And I was very happy. I made a bunch of sales there and that was very exciting and I was glad it wasn't too many sales because then I could like work out the growing pains of figuring out the logistics having to make so much more, box up so much more, ship so much more. So it was sort of like, it was very exciting and it was also made me a little bit anxious. But yeah, so that, that was my first step into the wholesale world and that was exciting. So I'd like to see a lot more there as well.

[Jacqueline Snyder]

And what do you mean by soap free? Cause I'm on your website and it's like one of the very first things that you say and it's on the packaging. But what does soap free actually mean?

[Kaylee Morris]

Yeah, so soap is made through a process called saponification and it's a natural process. It's made with natural ingredients. But soap is so good at what it does that it cleans your skin not only of the daily dirt and grime, but everything, all the good stuff and all the bad stuff. So it strips you of all your natural oils and it leaves your skin feeling very dry and tight. So my soap free body wash bars, they're not made with soap, they're made with natural surfactants that are pH. Balanced unlike soap. And it allows you to clean your skin of all that daily dirt and grime without that dry type feeling. So you're just feeling left very clean and fresh. And a lot of my clients say that they feel moisturized as well when they're finished bathing.

[Jacqueline Snyder]

Okay, what's your revenue right now and where do you want to get it?

[Kaylee Morris]

Oh my gosh. My revenue right now is erratic and in the last 365 days I made about $11,000. I mean I have sort of short term and long term goals. Gosh, if I could get to $2,000 a month that would be amazing. I would ultimately love to replace the income that I was making previously of like $130,000 a year. But where I'm struggling is, is where I'm getting the revenue. I'm not able to seem to get it consistently from month to month. So the in person shows are not available all the time. So it's like, so where else can I get these sales from?

[Jacqueline Snyder]

Okay, so mainly you're relying on the in person shows.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

And that's where the 11k mainly came from.

[Kaylee Morris]

Yes. And then clients who have bought in person will follow up with more sales direct to my website.

[Jacqueline Snyder]

And they are coming there and they're buying.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

Okay, I love that because that's. And I know you're an MSM student, a multi street machine student. So the idea here is like I love that you have your own website. That's the, is it the hub of the wheel and then the spikes are all the different places that they can interact with you. So all the different revenue streams. So if they're meeting you in person and they, they met you in person but they're coming back and buying again. And the cool thing about your product is it's a consumable, so people are going to use it and run out versus like I'm going to get a shirt and I'll wear it till whenever and I'll throw it away. I don't need or I'll donate it. I don't need more of them over and over. So that's a beautiful thing about getting people hooked to your product and then only wanting that and using it and then getting it again. So you have a lot of products.

[Kaylee Morris]

Yes. So through the SOS program, I have narrowed them down.

[Jacqueline Snyder]

Okay, tell me.

[Kaylee Morris]

Yes. So I started out making lotions, serums, cleansers, all that kind of stuff. And I really narrowed down to what I sort of like where I've been and where I'm going is with all the zero waste, the bar formulations. So my hero products that I started with with was my shave balm and my aftershave balm. Very interesting, unique products. The shave bomb changes from a solid to a lotion when you activate it with water so it doesn't strip you again of your natural oils. It's very moisturizing. It sort of, it helps to relieve irritation and soothe the skin. And that was developed from my own personal problems with shaving irritation. And then the aftershave balm is the sister product that you apply to dry skin. It helps to really lock in that moisture and really calm and soothe the skin. So that's sort of where the zero waste collection started, those bars. But I found that they weren't selling very quickly. And after doing some research on it, well, my shave balm lasts like, I stopped counting over 100 uses. It was. It lasts forever. It lasts like over a year. And it was more difficult to describe to people. It was a bit of a harder sale because not everybody shaves and it required a lot of description. And then In September of 2024, I came out with my body wash bar, my body balm bar, and my new shampoo bar. So that's really the core collection right there. And I found that the body wash bar and the shampoo bar, but especially the body wash bar, was getting incredible feedback. It was selling really well. The body balm bar is actually the exact same formulation as my aftershave bomb bar. But I had so many clients, just one after the next, after the next, after the next would say to me, kayleigh, you know, I bought your aftershave balm. I have eczema. And I found that this aftershave balm was helping them with their eczema symptoms. And I discovered that post shaving irritation, that redness, itchiness, irritation is the same or very similar symptoms. And that dry skin to eczema. And people were saying to me, you have to come out with this, you know, a different packaging so people know that they can use it beyond just post shaving irritation. So that's what I did. That's what the body balm bar is. And it's a multipurpose bar for dry skin. You can use it all over your body. So that's sort of my core collection. And then my lotions, creams, serums, cleansers, they're on their way out.

[Jacqueline Snyder]

Okay, so if I were to say to you, you can only sell five types of products, like five products, what would they be? The body balm Bar, what would be the things like I cannot get rid of? Those are the things I sell all day, every day. What are the actual products?

[Kaylee Morris]

Yeah, number one, body wash bar, the body balm bar, the shampoo bar is doing really well. And then my shave balm and aftershave balm. And those are really the five bars that I have right now. And then everything else are sort of like accessories that go with them.

[Jacqueline Snyder]

One of the first things I always ask my coaching clients is what are your hero products? Right. What are the things that you're known for? What are the things that people will actually know you for and come back for over and over again? Because here's the truth. Not every product needs to stay in your lineup. I know. And writers say kill your darlings. It's kind of a little bit where we're at. Because sometimes these extra things you're doing in your business are what's draining your business. They're what is actually keeping you stuck and not making money. Because if you want your customers to clearly understand what to buy and why, you really want to focus them on what sells best. So for Kaylee, that means focusing on her Core 5, which is the body wash bar, the body balm bar, the shampoo bar, the shave balm, and the aftershave balm. So when she's able to simplify her product lineup, when she really knows what her ideal customer wants and needs, the niche she's stepping into, it's going to help her fix and make everything so much easier. It's going to get her from stuck to selling because her customer is going to be able to say yes. Hope that resonates with you. Okay, so now let's jump back into the show and see how we can boost her hero products, what she's actually known for. Hey, friends. Okay, so I don't know if you're anything like me, but sometimes it feels like my self care routine is slipping through the cracks. Because when I'm juggling and wearing all the hats in my business and doing all the things, I mean, the last thing I have to do is like really fulfill that self care routine that my doctor's talking about. She's like, mom, so listen. So when it comes to running a successful business, you can't really pour from an empty cup. And a lot of times that self care is like one of the first things to get yourself recalibrated. So that's why I want you to meet Glossy. Now, Glossy is my favorite daily beauty supplement designed to transform your skin and gut health from the inside out. And I'm actually an investor in this business because I so believe in this idea of science backed ingredients for digestion and skin. Hydration and glossy makes it really easy to look and feel your best without that whole 10 step routine in the mirror. The thing I don't actually have time for, all I have to do is simply mix the stick into my water and I'm good to go. So if you want to try this because I so believe in this business, I think it's amazing. It's done so many wonders for my skin and my gut, which are two things that I need help with. And you want to simplify your wellness and your beauty. All you have to do is click in the show notes and you can use the code Jaclyn Snyder. So it's my full name. Use the code Jaclyn Snyder and I'm hooking you up with 15% off your order. So cheers to glowing skin and a thriving business. So one of the things I want you to do is there's too many things on your website. So when I land on your site, it's you know, Kayleigh Beth, I land, I see. And I love that you have the hero image where it's like winter skin relief. Say goodbye to dry itchy winter skin shop, Winter body care. Love that you're doing exactly what you're supposed to do where it's like you're have a call to action, you're featuring products, you got the photo and you're like, shop now. I think that using the word soap free is confusing. That's why I had to ask you, like, what does soap free actually mean? So I think a secondary way of messaging might get into. You might also say, you know how soap likes when you use soap? Because I always feel like my back's gonna rip apart. Like I feel like my skin is so dry that I'm like, when I use soap, I'm like, oh, like it's gonna just tear. So you could say to somebody like, you know how like when you use soap on your body and your skin feels so super tight and it feels like it's gonna rip? Well, that's like what a lot of times soap can do it like it sucks the moisture. Our products, they're cleansing and they won't make you feel that way. Right? Like we want to talk more in practical language and the way that people understand it versus when you say soap free. If I'm like, I don't know what that means and I can assume, let's say if I think deep enough about it. Well, okay. But so clean. So I don't understand how this is so free. Like, what am I getting? So we really want to maybe like shift your messaging that may not be as, like, I don't know if people are saying, hey, do you have soap free xyz? Because it's one of those things where I don't know if the market has built enough of a problem around it that you're meeting that problem. Does that make sense?

[Kaylee Morris]

Yes, absolutely. The soap free came from doing in person markets. And people would see me and they'd be like, oh, it's another soap. Oh, you sell soap and bath bombs. And so I'd be like, no, actually those are the things I don't sell. And this is why. So I would ex. And you're right. Everybody would say, well, what is. What do you mean soap free? What is soap? Soap is soap. They're like the soap that's not soap. Yeah, it's so ingrained in their. Their mind, you know, so. Yes, then I have to explain exactly what she said. That, well, you know how soap leaves your skin feeling dry and tight? Well, this just leaves you feeling clean and fresh. And it's not made with soap, it's made with body wash.

[Jacqueline Snyder]

So you could play with like, there's like this brand that was really big called not yout Daughter's Jeans. So there were these denim jeans that basically women who were moms wanted to still look trendy, their bodies were different than their daughters, they couldn't wear their daughter's low rise or whatever kind of jeans. So like. But they still wanted the trend, but it was built to their bodies. And so the whole brand was called not your Daughter's Jeans. Now then I think they eventually abbreviated it the more it got known. What's the butter? I can't believe it's not Butter.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

Okay. Those are not your daughter's jeans. And I can't believe it's not butter are kind of the same thing that you're trying to say here.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

Not your normal soap or better than your average soap. Right. I can't believe it's not soap.

[Kaylee Morris]

I love that. Yeah.

[Jacqueline Snyder]

Okay, so. And you can use. And I teach you this and I teach inside of standout society. And I think it's in Santa society right now where I talk to you about the problem and solution framework. I think it's in there. But if not, what I want you to do is you can easily use ChatGPT. I'm just going to actually ask it Let me type something in. So what I love about AI is AI is not going to actually ever give you the education in depth that you need to get these things happening. But the cool thing about, I mean, maybe one day. But right now, the way that we're using AI is it's more of like a brainstorming. It's kind of like someone to go back and forth with brainstorming, because I know a lot of people are like, they're going to type in and be like, how do I sell more in person markets? And it's going to give you very general, like, maybe what I say, like, raise your average order value and da, da, da. But it's not going to fully know your business, how to integrate it, understand the customer, and give you. Ben Affleck said, AI is never going to be Shakespeare. So AI is never going to be the product boss or working with my brain, for example. But unless I build an AI model off my brain and everything that I. I know because, like, exactly bringing. So when I typed it into AI before and I said, we need another way to say it's so free. It's a gently cleanses your skin without stripping your skin or a better clean without harsh suds. Okay, fine. But then I put into it and I said, because my brain is thinking, well, what about these other brands that are out there? So these are some things that like taglines that it came up with based on what I fed it. So this is why the human is needed in the AI. So not your average bar. Could be not your average soap. I can't believe it's not soap. Lather. And I don't like that one. Skip the soap, keep the glow. I don't know. Okay, how does. Unlike soap, but smarter. Okay, so good. It'll make you question soap.

[Kaylee Morris]

I like that.

[Jacqueline Snyder]

Right? So like, you can. I can't believe it's not soap. Not your average bar. Like soap, but smarter. Clean skin, no stripping. So you can keep working through this and say, this feels good. Or like, how do I keep saying it? And I would love for you to put into it then and say, this is what customers say. This is what customers ask me. This is why I keep saying it's not so. Because customers look at my product and see it look like a soap bar. And they're like, I don't want so. Well, neither do you. You're not selling them soap. You're like, yeah, I agree. I don't want to sell you soap. I want to sell you something better than soap, which I Like even that. Like, better than soap.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

So simple.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

So just simple, simple messaging like that. Sometimes the biggest problem in selling your product is the way you're talking about it. And that is actually the case for Kaylee's soap free message. So while she knew exactly what that meant, her customers, not so much. So what we got to do here is we got to fix her messaging. So if her customers aren't using the words that she's using, if they're not walking up to you at market and saying, hey, hey Kayleigh, I'm looking for a soap free body wash. Right. Then that language isn't going to resonate with them. So instead, what we really worked on and tried to fix here is simplifying the message and the language that we're using. I am telling you, I'm notorious for this. I operated one of my businesses for 10 years as my SEO being like, how to help you build a fashion brand from the ground up. Do you think anybody was typing in how to build a fashion brand from the ground up? No, no. They were writing how to start a clothing line. Gosh, do we overcomplicate it? And I am. I am the greatest of overcomplicators. Okay, so what if it was as easy as her saying better than soap? Because good messaging, good marketing should spark curiosity and make your customer lean in and say, tell me more. So, hey, do you like soap? Well, this is better than soap. Hey, do you use soap? Yeah, I use soap. Well, this is better than soap. Oh, that makes it so clear versus this idea of soap free. What do you mean soap free? Well, this is actually better than soap. I use soap, but it's better. How many times can I say that? Over and over? I guess a lot. So like I said, we're going to spark that curiosity and it tells your customer, customers, like, tell me more. That curiosity is key. So let's see how we can get Kaylee's customers curious and asking for more. Now imagine you have a sign at your booth or your website says better than soap. Or I can't believe it's not soap. Or, you know, not your average soap. Whatever, whatever you want to say about it now in an instant, in a sentence, people now understand immediately. Oh, okay. They get curious. This is, this is better than soap. Then what is it? I don't understand. It looks like soap. So tell me more. And now that curiosity that humans have is spiked versus you being like, well, you know, it's sulfate free and da da, da da, they don't care about the Details. They don't care about the scientific way. The way that you explained it to me in the beginning, I love. But that's like a really deep fact finder that wants to know scientifically how it does. Most customers just want to know, will it clean my skin or will it moisturize my skin? Yes, it will. Right. And it's better than something else that you're using? Yes, it's packaging free. Yes, it's eco friendly. But they're still going to. Even if it's packaging for your eco friendly, they still want to know that it's going to shampoo their hair without stripping oils. It's not going to dry them out, it's not going to get rid of the color in their hair or they want to know. I mean, I have a lot of skin stuff, so I really want to know, can you solve my problems with your product? That's all I want to know. I don't even know how you're going to solve them.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

Does that make sense?

[Kaylee Morris]

Absolutely. What I often say is it won't strip your skin of its natural moisture.

[Jacqueline Snyder]

Mm. Yeah. And so I think playing with gets you clean, keeps you hydrated. You know, like, this is why marketers are paid to be marketers because like, clean skin, no stripping. So I think take the words that you say and feed this into a GPT that can be a little bit more hooky.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

Like Nike is. Just do it. Right. Yep.

[Kaylee Morris]

It's got to be simple. I really like the better than soap because it's not. It's has nothing to do with like, it is soap or it's like soap because it's not soap. And then like you said, it sort of makes people intrigued and then they ask, well, then what is it?

[Jacqueline Snyder]

I like, what if you had like, better than shave balm or better than shave cream? Better than soap. Better than shampoo. What if that was almost your better than was a. You could test it. Especially if you get in front of a customer, because again, it peaks interest. Why is it better then? Well, this is why it's better.

[Kaylee Morris]

Yeah. Because as soon as people hear about it, they're like, intrigued and they're like, oh, I. I want to try that. That's, you know.

[Jacqueline Snyder]

Yeah.

[Kaylee Morris]

At the trade show, people were like, they came back the next day. That was a common thing. You know, I was. Couldn't stop thinking about it and now I'm back and I want to buy it.

[Jacqueline Snyder]

Yeah. I also like so good it'll make you question soap, you know.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

So good it'll make you question your shampoo. So I think there's lots of fun things you can do there. The second thing that I really want you to do is one, it's, it's just being very clean and clear with your messaging. And then I want you to focus. So I want you to almost like strip down your website. Even if you go to in person markets, I know you've got all the other stuff. They could be free gift with purchase. You could do bundles with some of the stuff you're not selling. But really what would it look like if you only focus on the shave bomb, aftershave bomb, body wash bars, body balm and shampoo bar.

[Kaylee Morris]

That's what I do.

[Jacqueline Snyder]

Yeah. That's it though. Even on your website. That's all I want to see.

[Kaylee Morris]

So right now that's what I take is exactly those things. But depending on where I am, I'll bring also the accessories like the safety razor and the conject sponge because they sell really well together.

[Jacqueline Snyder]

Okay.

[Kaylee Morris]

And I, I have gift boxes where you can buy them together.

[Jacqueline Snyder]

Okay. So that's fine for like the bundling, but I just, we just talked about five products.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

And so it's like we don't need bath and body, we just need the body bar. We just need the shave balm. Okay, so let's get back to the point here. Cause I want to get set you on a path of getting consistent sales. So we're going to start with the focus. So I want you to strengthen your core products, which means I want you to keep focusing on the best sellers and work on that customer retention. So every time you meet a customer, every time you do something, we want to think about upsells you want them to. If you're going to do something in person, how do we increase their average order value? So they may not want the gift set. Maybe they do. But you might be like, you know, people really love this in the shower to scrub their skin. Or we've got this razor or hey, here's a three pack. Because one bar will last you for 30 days. So this can be, you know, every 30 days. So you kind of just want to promote that. The body wash bars have probably the strongest, easiest to sell strongest repeat purchase.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

You can upsell and cross sell the body balm bars with the body wash bars. So if they're going to buy the body wash bars, customers love buying the two of these together because they'll wash and then they'll apply the balm and then their skin is like super, super Hydrated, it locks in all the moisture, blah, blah, blah. The same way that you do the shave bomb and aftershave balm.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

The shave on aftershave balm might not sell as well all the time because it feels, when you say after shave, it feels more masculine than feminine.

[Kaylee Morris]

Yeah. I do find most people are used to seeing shave products for men.

[Jacqueline Snyder]

Yeah.

[Kaylee Morris]

But when I tell, I mean, I get just as many men buying them as women. But I formulated them for women. Yeah.

[Jacqueline Snyder]

Not your husband's shave bomb. Not your husband's aftershave balm. Oh, tell me more. Right. Like I love the razors like the ones that have the, you know, it already attached to it. So don't have to worry about soaping. It's like easy, easy peasy. Also helps with like dry skin and whatever. So very easy to start positioning even though men can buy it. Maybe you get really focused on women as the target customer, which it sounds like you already are and you just want to make it easier for them to understand and create routines. So we're going to focus on those products. That's step one. And then every time you meet people, can we get them to spend more with you? So when you do meet them in person, can we get them to spend more and can we have a certain way that there's a way that you contact them again? They opt in. You know, you're like, hey, join my list. Like, so I can, you know, send you updates. But then once you tag them in, you can also write down for yourself and say, you know, this person bought the Body bomb bar. In 30 days I'm going to contact them and say, are you running low on Body Bomb? Let's get you another. So that's how you start to get repeat customers.

[Kaylee Morris]

Okay. Yeah, I like that idea. I find it easier in person because I can make the suggestions or, you know, in terms of collecting emails, I always have like a gift basket. So I always try and encourage people to sign up for that so that I can follow up with emails. But I find, you know, to follow up if I'm not there. Yeah, it's not possible until you gave me this solution. Follow up in 30 days with an email to restock.

[Jacqueline Snyder]

Yeah, exactly. Here's the thing about product based businesses. Consistency comes from systems. I know for so many of us, including me, the creative visionary, I just want to make and sell and do those things, but I don't want to create systems. I know it sounds like don't want to do that, but we gotta do it. So you're an entrepreneur, you're trying to run this business. Let's do it together. So whether it's through in person markets, wholesale accounts, or your own website, the key to steady sales is in the follow up. People are busy, they're not thinking about you. You gotta reach out to them. It's not enough to make that one time sale or that first reach out. You need a plan for the next one. So for Kaylee, that means reengaging the customers who already love her products, right? If she just followed up with them 30 days later and said, hey, did you run out? You ready for a restock? That simple question, that simple message, email post, whatever you're doing here can go a long way towards creating those repeat purchases. Because remember, especially for her, if your product is a consumable like a soap, right, it should be designed to keep customers coming back for more and more and more. You run out, you need more. I run out of shampoo, I need more. So let's remind them to get their orders in. People are busy, they need the reminders. We know this. Am I right? Okay, so let's see where we can go from here. So talking about your website, I think you're, you're there. I think your website can get simplified. But right now I'm proud of you for having that hero image. You're like, shop this. You're getting very specific on what you want them to shop. Ways that you make this easier. Again, it goes back to the marketing angle is maybe it's like, meet your new favorite shower routine, Soap free plus zero waste. So now you're selling the routine. You're. Everyone thinks that they're selling a product. Nobody is selling a product. They're all selling a solution or they're meeting a need, want or desire. So we're either solving for problems or we're meeting a need, want or desire. Nobody needs a Chanel bag. But they desire and want it, right? Some people will have an entire closet of them. Some people will save up. Like me when I first started, like for one bag, right? Nobody needs these things. Like we could just wash our skin with soap. But what they desire or a problem they have is that it dries their skin. So by selling me a shower routine, it's soap free and zero waste. It's cool right? Now you can sell a routine and then that's where you maybe feature your body wash bar and, or you, you figure out what that is. You have a customers love it section. It could be Customer Favorites vs Bestsellers if you want. And Then if you get any reviews from people, people say words back to you. Oh my God, I love it. I love that it doesn't dry out my skin. Jacqueline from Los Angeles said that. Right. You can add those points to your site. You can add it to your product descriptions, you can add it to your pages. So here are different bundles I like for you more than gift sets because gift sets make sense in giftable times, but when we're selling, we want to sell to the customer. So zero waste Shower set, maybe that's your body wash, your body balm and shampoo bar. Now we're selling them a three pack of something. Your smooth shave set, Shave balm and aftershave. So by saying smooth shave, I'm like, that's what I need. And then a next level part for you eventually will be like an auto ship subscription option. But I think deal with that when you're getting more traffic to your site.

[Kaylee Morris]

Yeah, I have that in there and I have the testimonials. When you scroll down there as well and they're on each product page, it's trying to get more of them sometimes can be challenging at times.

[Jacqueline Snyder]

So your main funnel right now is driving people from your in person to your website, constantly letting them know, hey, we can restock. Hey, you know, do this drop in your email. I'll send you an email in like 30 days. Because these bars last about 30 days. I'll just shoot you an email in 30 days to remind you and I'll throw in a 10% coupon. Right? That sounds so helpful. Here, Kayleigh, take my email. Instead of them being like, I'm not giving you my email, but you know, this lasts about 30 days. Once you drop in your email address, I'll remind you and then you can, if it's handwritten, just have different sheets of paper and be like, this person bought the shower set or this person bought the wash bar, like, or you just write your own little initials. Because next level of this is that it's automated into your back end of your website in your email system. But if we're not there yet, which you don't have to be, you can still have this kind of process happening for people without you having to do it yourself.

[Kaylee Morris]

Okay.

[Jacqueline Snyder]

Other things are social proof. So on your homepage could be 5,000 plus happy customers or however many customers, right? A countdown. Like you can have pop ups. Like Lisa in Toronto just bought the shave bomb, right? There's like pop ups some people buy. Not saying you have to do that yet, but these are just Ways that we get people into it and then the other way. So we've got a little bit of email strategy, we've got follow up strategy, we've got focus. The best way for you to get more sales is where it's not 100% reliant on you. So the different ways that you can do this or you can do wholesale or you can do like a, another channel or platform like Amazon, like I want you to think through sales channels that have customers built in so you don't have to work so much on the marketing and driving the customer. So thinking about other sales channels, where have you been exploring?

[Kaylee Morris]

So so far I've been doing wholesale. I started with trying to reach out to individual stores. I had even like gone in to meet store owners like of smaller boutiques, took them samples. And this was even before I was focusing on, you know, my zero waste bars. But everybody always seemed really interested. But I would follow up many times and there was always something like oh, the person who was trying that hasn't tried it yet, they haven't gotten back to me or we don't have room on our shelves right now. We're going to wait till we sell some stuff off. So I just sort of feel like I, I'm not very good. I feel like I'm hounding people, like I'm being a pest.

[Jacqueline Snyder]

You're supposed to be when it comes to wholesale. That's why people pay for sales reps. They are literal salespeople. They know exactly how to sell. So the hard part is, is when you're trying to sell it yourself and you don't want to be a pest. But sales reps don't ever think of themselves as a past. They think of all the different ways to jam their foot in the door. Okay.

[Kaylee Morris]

Which is where I'm not as skilled. It's the, the learning how to like close the sale.

[Jacqueline Snyder]

Totally. And we teach this in MSM so you can go back and you can watch the Jared Mayor from Pura Vita, his master class that he also teaches where no customer should ever be cold, they're warm, these wholesale vendors and that you want to create something that they can just say yes to. So it'd be better if you then you do your own pre research on these stores and know what they sell in their store, who their customer is. So one, your packaging is not in the packaging of a trendy product. So it defines your customer in a different way. Does that make sense to you?

[Kaylee Morris]

I'm not sure. I mean I created the packaging with Sort of a person in mind.

[Jacqueline Snyder]

Who's that person?

[Kaylee Morris]

Well, when I started out, my packaging was, you know, for a sophisticated, mature woman who, you know, really appreciated a more upstream scale products that were interested in a more holistic or wellness approach. You know, they like things that are natural, clean, healthy. I had always felt like natural and sustainable are really important to me, but they're not always as important to the client. So it was always about like trying to get in the back door with that and trying to appeal through. You know, this is as good, if not better than what you're using now. You're going to feel great and then you're going to feel good because it's also, you know, healthy for you and it's good for the planet.

[Jacqueline Snyder]

So I agree with you. So it's, it is for a more mature audience and target customer. It's not Mary Kay, but I'm just going to say it because the Mary Kay is a direct sales company. Not who you're doing, but the feeling of the colors that I see and the, the ideal customer. So what you'll just want to do is like, if that's your customer, you want the images. Like when I showed you Lush, how crazy those images were. Yeah, they have an alternative customer than the ones you're going for. So I agree with you because your packaging to me is more mature, more sophisticated. Probably could be on the shelves of spas, but it's not necessarily a Sephora product. Like, it doesn't have the packaging of like the younger millennial millennials. Even too old now. Gen Z, you know, the, the younger, trendier product packaging. It is, I would say probably for the 50 and above, maybe 45 in terms of the, the way that looks because it has the rose on it, the colors that it is, it doesn't come off as like natural. Natural in the packaging, which makes it a little bit more sophisticated, but it is more of a sophisticated, elegant customer.

[Kaylee Morris]

Yes. I find that my customers tend to be between 35 and 45. Those are the people who have been buying.

[Jacqueline Snyder]

Okay, is it because of where you're selling? Like, who's actually coming to those markets?

[Kaylee Morris]

I was always aiming for somebody who was like in their 40s or 50s, and those are the people who end up buying.

[Jacqueline Snyder]

I'm looking at some of your pictures online, so you have a glam. So, okay, it could still be 35 to 45. There's a little bit of a glam part to your packaging. So when you have like the black and the silver, like the black stands that you use and stuff like that. It's got a little bit more of that glam feel. So that's okay if it's that. But you just want to, you know, you're representing that, that glam. So knowing that then the stores you approach, you want to have a similar, like, you want to know what the stores are and what they look like and what the products are that they're selling so that it aligns with the same end customer, the same person who's looking for what you sell. Maybe you create a starter pack and you're like, here's you know, the five products. That's it. And then you're showing it and then maybe you have a starter pack. So like, it's like when they buy in, they buy a starter thing that they don't even have to tell you how many they want of each or which ones. But you have, you know, when you buy this, you get this many of each one and we ship them to your store. So you want to make it really easy for them to say yes to you. And then you could also send a couple tester bars for the staff to try the products. When you're reaching out, you can reach out and be and say, like, I'd love to send you a sample to start the conversation. So you just kind of have to shove your foot in the door and make the offer and then follow up on that offer. If they haven't said no, it's still a yes or a maybe. So we need them to say no. You might be like, hey, Jacqueline, haven't heard back from you. Are you interested? Is it not the right time or is this not the right product fit? Would you mind just letting me know? Right, so just a very straightforward message so that you can either check them off your box and say like, no or like, you know what? Yes, actually, I, I just don't have time in this very moment. Can you come back to me? Great. Can I come back to you in a month? Yes, come back to me in a month. There's so many, like, sales strategies. So my easiest lift for you is you keep doing your in person, you get better at selling in person. You raise your average order values, you get those people to join your email list and you do more follow up. And the follow up brings them to your website. So that's the first way to turn on the sales engine of your website from you meeting people in real life and then actually following up in like real time. What would you like to make in the next? Nothing. Like out of like, feels so far out of reach. But what would be in the next 30 days if you could bring in X amount of dollars that you feel like could be a goal that you reach for? How much would that be?

[Kaylee Morris]

Yeah, that's a good question, because I'm discovering, like, the wholesale. I've made a bunch of sales, and they're big compared to what I sell direct to consumer, and I'm struggling to find. One of my goals at the beginning of the year were to find more trade shows. I wanted to give up the smaller markets because they weren't doing so fantastic and doing more. More. The larger trade shows, and they just aren't. There just aren't a lot there or they've. They've gone since COVID There are.

[Jacqueline Snyder]

It's just. They're expensive to do. You can do this without that. So. Okay, just give me a number goal, and then we'll work backwards into how you hit that number.

[Kaylee Morris]

Yeah, if I were to even just make a thousand dollars every month, I'd be happy if it was consistent, like, every month. Ultimately, I'd like.

[Jacqueline Snyder]

So can we say 2000? You made 11,000 last year, so you were on average already at that. So can we push you to 2,000?

[Kaylee Morris]

Yeah, yeah, I'd love to make more. It's just. I feel like I'm not getting there.

[Jacqueline Snyder]

Okay, so, okay, let's go with a thousand. Prove to you that you can do a thousand. Then you can go up to 1500. Then we get to $2000. Monthly run rates now we've doubled your revenue in the next year. Okay, great.

[Kaylee Morris]

Yes.

[Jacqueline Snyder]

So it was a thousand dollars that we want to make. What is the average order value when someone buys your products from you? How much are they spending with you.

[Kaylee Morris]

On average under $45? 42. 43.

[Jacqueline Snyder]

And how many products is that?

[Kaylee Morris]

It's usually like, two.

[Jacqueline Snyder]

Okay.

[Kaylee Morris]

Sometimes it's more, sometimes it's less.

[Jacqueline Snyder]

Okay, let's just change your free shipping on your website to over $50, since they're probably under that anyways.

[Kaylee Morris]

That was one of my questions. Yeah, I had a bunch of people who had ordered over $50. I was like, yay, let's bump it up. But now I sort of feel like it's a stretch.

[Jacqueline Snyder]

Yeah, move it to 50. Let's just go back to that and keep them coming at that, because it's really like we're getting them to do the two at least.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

Depending on what they're buying. Okay, so we're at, like, 42 to $43. Do you have any markets coming up in the next 30 days?

[Kaylee Morris]

No.

[Jacqueline Snyder]

Okay. And then when you've sold wholesale, because you sell. You've been selling. Cause you said like, yeah, you sell bigger. So you have proof that you've sold wholesale and then that it does work, correct?

[Kaylee Morris]

Yeah, it just happened the end of January at this show.

[Jacqueline Snyder]

Okay, so what was the wholesale order like? How much was that?

[Kaylee Morris]

They were averaging around 4 or $500. Some were more perfect.

[Jacqueline Snyder]

So wholesale also is their consumables, and they're going to need to re. Re buy from you. So you have to remember all these people that have bought from you. Can you also follow up with them at 30 days, then maybe 45 days where you're like, hey, how's it going? Should we get you more stuff in stock or. Customers are loving this. We need to get you some. Right. So we want them to come back in and buy again and again. So you can easily this month make a thousand dollars if you just sell to two wholesale stores and not make a single direct consumer sale if you wanted. Or we can split it up.

[Kaylee Morris]

I'd love it, but I just. I can't seem to get them. If I. Like I said, it's because I was at this trade show and they were coming to me, and then once they were there, I could like grab them and tell them all about it, and then they were excited about it.

[Jacqueline Snyder]

But have you reached out to 100 stores?

[Kaylee Morris]

Not 100 stores, but I have reached out to probably 30, 30 or so.

[Jacqueline Snyder]

Okay. It probably just needs a better system. So if, let's say we're going to do all right, your goal in the next 30 days is to get one store to buy from you. Just one. Can you get me one store spending between 300 to $500 with you? If the starter pack is a $500 pack and you have proof of what other people have bought from you, make that offer. Stores have bought this. Stores love it. Their customers love it. Like use. Even if it was one store, stores love it. So if we can get, you know, one order at around that 500. Okay. Because even if every month you just said, okay, one store at 500, we're already going to crush what you did last year.

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

Now we have $500 left that we need to make up. Let's divide that by $42. Okay. Do you know how many sales you have to make to make up $500?

[Kaylee Morris]

How many?

[Jacqueline Snyder]

12. Does that seem somewhat doable?

[Kaylee Morris]

Yeah.

[Jacqueline Snyder]

Okay, so this is how we're going to do it. You're going to go back to the people who bought from me before, and you're going to make them an offer of around $42. Going back to what we talked about. So if it goes back to the concept of your ultimate shower, like, meet your new favorite shower routine. Hey, Jacqueline. Meet your new shower routine. Soap free and zero waste. Right. And you just sell me the shampoo bar or the. The. I don't know. You put two things. Let's see. The zero waste shower set, body wash bar and body balm and shampoo bar. That already is over 50 bucks. You just have to tell me what to buy. Or you go back and be like, hey, Jacqueline, do you want to buy the smooth shave set, the shave balm, and the aftershave? And it already has a price. So we're not just sending them to your website. We're not like, come back and buy. We're literally marketing. We're focused and we're marketing a product to them. And we're saying, shop this now. So even from. Do you have a small list?

[Kaylee Morris]

Yeah, it's only about 260 people.

[Jacqueline Snyder]

Great.

[Kaylee Morris]

And I email them weekly. And I am starting to steadily see an increase in spending from that list, like since before the. The holidays. I would say every two to third email now people are. One person will buy.

[Jacqueline Snyder]

Okay.

[Kaylee Morris]

They don't like sales. They like to pay full price.

[Jacqueline Snyder]

Great.

[Kaylee Morris]

Have a problem with that? They don't care. They don't want to see my sales.

[Jacqueline Snyder]

Yeah.

[Kaylee Morris]

I think they just need a reminder.

[Jacqueline Snyder]

Yep.

[Kaylee Morris]

That I'm there. And when they're ready, they shop 100%.

[Jacqueline Snyder]

So make them an offer they can't refuse, as the godfather said. Okay. So now I want your emails to be more specific. Introducing the smooth shave set. Shave bomb plus aftershave balm. Is this amount. Shop now. Meet your new favorite shower routine. And then it sends them the body wash, body balm and shampoo bar. You have it look like it's bundled together. Shop now. You have that listing on your site. It clicks me from your email straight to that listing. I don't have to add them to cart. I just add one thing to cart. Because you've created that as an offer, and that makes it so easy to tell them what to buy. And then they go and buy it. And so it's just more focused because you're telling things that you're telling me that work, even though I know you're doubting it wholesale has been working for you. You just haven't figured out how to make it work. More consistently. It just means you just have to do it more and get better. And then your emails are starting to work. It just, you just have to do it better. We just have to optimize it. We just have to tweak a few things. So just those two things you need to sell 12 at the $42. Okay, so these are your goals. 12 orders in the next 30 days at $42 average order value. I think you can crush that by even offering these other sets. And then one wholesale for 500.

[Kaylee Morris]

I'm gonna try.

[Jacqueline Snyder]

You're gonna do it?

[Kaylee Morris]

I'm gonna do it. I'm gonna try. I think what I'm going to also do is send those people who have purchased in the last 30 days a follow up. Because I think it's those people who have bought before that. I mean, I've got clients, I was just looking back who've placed like 16 orders, seven orders, eight orders, whatever, you know, keep coming back.

[Jacqueline Snyder]

Okay, so you have three ways right now. I've given you three really easy ways, I believe. And you got to believe it because you're not going to do it. If you don't believe it. You're like. Or phrase it more in a curiosity question. What if, what if I could make $1,000 in the next month by getting 12 orders at $42 average order value and one wholesale? What if I could. Your brain is going to get curious and it's. And then you write, you could list down. You can, like when we get off this call, you can list down 10 different ways that you can do it. I'm going to go back and sell to the people who have ever bought from me. I'm going to go to my best customers at about 16 times and make them a higher, like a better offer. Like maybe you're making some really vip, juicy, whatever. Or you can go back to them, be like you're a best customer. Hey, I've created this bundle for you. I think you're going to love it. And I'll throw in a gift, right? I'll throw in a sponge, I'll throw in a razor, right? Like you can go to your best customers and see how you can get them to spend 150, $200 with you. So when we get off this call, brainstorm for yourself a gazillion different ways or 10 of different strategies that you can try to get to this thousand dollars. Make it a math problem. It's not drama. And I've made it as easy as 12 orders at 42 average order value 1 wholesale and then you can choose. If you're like, you know, I'm not ready to do wholesale. I really just want to see if I can dig back into my customers, do that in the next 30 days. I just didn't want to give you like an overwhelming. Even though it's not. It'd only be 24 orders, that average of 42. But you could do that too. So I think you just treating the next 30 days as 1k goal of just this re engagement of best customers, past customers and VIP customers. And I want you to update me and then you can work on adding new customers, which is what you were asking in the beginning. How do you keep getting new customers? But the lever you can pull right now is your current past customers.

[Kaylee Morris]

Yes. Yes.

[Jacqueline Snyder]

That sound good.

[Kaylee Morris]

Yeah, that feels more doable, more comfortable. And it's also in line with the MSM homework as well that I was thinking about as well.

[Jacqueline Snyder]

Yeah.

[Kaylee Morris]

So it doesn't overwhelm me as much, which is good.

[Jacqueline Snyder]

Okay. So my friends that are listening to the podcast, they want to buy your beautiful, amazing products because they are better than soap. It's not your soap. What else did we say? Not your suds. Won't dry your skin out. All the amazingness. And if you're going on spring break, we can buy it all. Where can they follow you, shop from you and support you?

[Kaylee Morris]

Yes, they can shop on my website at www.kaylee Beth.com is hyphenated or they can find me on Instagram at Kayleigh Beth Beauty.

[Jacqueline Snyder]

So good. Thank you, thank you. Thank you for sharing your coaching session with our listeners. And I hope that it was helpful to you as well.

[Kaylee Morris]

Yes. Thank you so much. I really appreciate it.

[Jacqueline Snyder]

So, my friend, here is the biggest takeaway from today's call with Kayleigh. We're going to focus and we're going to fix and we're going to follow up. Right. So first I'm teaching her how to focus on her product line. Then she's going to focus and fix her messaging. This is. It's really the focus and the fix on both the product line focus and fix her messaging. And then we're going to fix her systems for following up with her customers. Like their next order depends on it. Right. Because it does. So Kaylee's on her way to building the consistency. She's been craving one clear offer and one loyal customer at a time. And I hope that this episode inspired you to take a look at your own business and ask, am I making it easy for my customers to say yes. If not, let's talk about fixing it now. Thanks so much for tuning in. Thank you for following the show. Please subscribe. Like subscribe. That's what my daughter would say if she was pretending to be a YouTuber. But make sure that you're following the show. By the way, PS Apple did this thing that if you. If. So here's where I'm I'm out of luck. So get this. So if you don't listen to a show for five episodes, you won't be following the show anymore. And here's why. It sucks for me because I launched two a week. So if just in two and a half weeks, you haven't caught up because you're busy, you're doing other things, you're busy watching like some real good Netflix shows like I've just been doing and you haven't been listening to podcasts, we're going to drop off of your playlist. So make sure that you do listen to the show and you follow. Because every so often it's going to drop off because we give so much content, it unfollows us in two and a half weeks instead of five weeks for other people. So make sure you're following the show and if it's been helpful to you, please follow or share it with somebody and leave me a review. If you're like, this is awesome, let me know. I'd love to read it. Makes me connect with you and my listeners and I get to say that's awesome. We're on the right track. Okay, thank you so much. And until next time, keep going, keep growing, and we'll see you in the next.