Finola Howard 0:01
Hi. I'm Finola Howard, Business Growth strategist with a joyful heart, and your host of the your truth shared podcast, I believe that every business has a story to tell, because that's how the market decides whether to buy or not, and your story has to resonate with who you are and with the people you want to serve, and this podcast is about helping you reach the market in a way that feels right to you. So if you're an entrepreneur with a dream you want to make real, then this is the podcast for you, because great marketing is your truth shared. Today, we're diving into something I see again and again with entrepreneurs, and that's this idea of fragmented money models. You've heard me speak before about fragmented marketing. Now we need to talk about fragmented money models. Okay? And here's the truth, okay? Because we always have to have a truth on your truth shared. It's not about chasing the next customer. It's about optimizing the ones you already have and not leaving money on the table. Okay? Because business growth doesn't come from running faster on the customer acquisition treadmill. It comes from building a money model that flows in the right direction for you, okay, a model where every offer is connected. Each step makes sense, and every customer has a journey that feels natural to them and profitable for you. So today, we're saying no to random offers bolded together with no flow, no sequence and no strategy. And instead, what I want to show you is how to defragment your money model so you can create consistency, maximize revenue, and stop living in that exhausting cycle of feast and famine. Okay, so let's start by understanding what fragmentation looks like. If you're a coach or consultant. Maybe you've got a coaching package, a course or workshop that sits on your website
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for ages, and the truth is, you never quite know which one to sell and when to sell them. So you push for the discovery call and then decide in the moment on that call what you'll pitch to the person who's on the other end of that phone. And if the discovery calls aren't coming, you're out there deciding which offer you should push at that time, selling each one independently, and it's exhausting. Or maybe you've got a jewelry business or photography business, and you treat it like a series of one off sales. You sell a necklace, you sell a photo shoot, and then you start all over again. Every single time,
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there is no pathway there that brings customers back for more. It feels like the sales cycle resets to zero with every single client. Each of these might make money. Each of them might serve someone, but here's the question, do they connect? And we talk about alignment a lot on this podcast, and alignment is about connection, and this is another example of alignment in action. So here's your question, does one offer that you have naturally lead to the next, or are they just islands, sitting side by side, hoping people will swim between them and find them? Most of the time, when I work with clients, the answer is, yeah, it's it's fragmented. Finola offers exist in isolation and nothing really flows. And here's the thing, most small businesses don't actually have a revenue problem. They have a fragmentation problem. For your business to be successful, you've got to stop thinking in terms of one off individual sales and start thinking in terms of the pain you can solve for that customer across their whole journey with you. At its heart, it's about increasing the lifetime value of your customer, because when you do that, you're no longer dependent on the next transaction you're building flow.
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So what's the alternative? The
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alternative is to think of your money model as a sequence, and every offer in that sequence is an opportunity to solve a customer's problem, and that's why sequencing matters so much. It's not just about what you want to sell. It's about what your customer needs next. When you understand that, when you map out the pain points your customer has at each stage, your money model stops being guesswork and starts being a guided journey. And this is why customer profiling is so important. Without that deep dive into who your customer is and what they struggle with, what they want most, what they need most, without that, you're just throwing offers into the wind.
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Now this is not just for online businesses, and I know.
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You're thinking that, you know, it's not just about funnels, bumps up, sells down, sells. And yes, those tactics do fit here. But this isn't just about digital products or online courses. This is about how you structure your revenue flow in any business. And let me take you back to McDonald's, the single most profitable question in fast food history might actually be, do you want fries with that?
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That's a money model in action. It's a point of purchase offer. It works because it solves a problem in the moment, hunger, while adding revenue instantly. It's not a push, it's not a hard sell, it's a flow. And flow works everywhere. Whether you're a consultant, a coach, a designer, or you run a bricks and mortar store or a technology company, it's always about flow. And here's another thing to think about. There's another reason fragmentation is dangerous in a business, and it's around the cost of customer acquisition. It costs time, money and energy to win a new customer, and that can be around ads, marketing, content, networking, showing up. You pour all this effort into getting someone in the door, and then what happens for so many entrepreneurs, all the focus shifts to delivery. You're busy serving that customer, so the acquisition stops, and then revenue stalls. And that's why so many businesses experience highs and lows, feast and famine, not because they can't sell, but because their money model is fragmented. What we want instead? Yes, you've guessed it, flow, flow of customers, flow of cash and flow of growth in his book, 100 million money models, Alex hermosi talks about the importance of making back the cost of acquiring a customer within 30 days. It's a really good idea to hold true to yourself. Why is that important? Because if you can do that, you can keep reinvesting in acquisition, you're not bleeding cash waiting for a payback. And let's go further. What if you could make every customer twice as valuable? What if you could get twice as many of them? And what if you could do it all at twice the speed? That's when you stop fragmenting your money model and start building a true revenue engine. Hormozi breaks every offer into just four types, okay,
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attraction offers that's getting people in the door with an offer that they just can't say no to making it a big attraction offer up sell offers that's helping them spend more by maybe upgrading to the next offer or the next stage in their journey down. Sell offers is about converting people who would have said no because the upsell offer didn't fit. So maybe there's a different way of doing that, and that can often be around offering a payment plan or something else to go with that. Continuity. Offers is about keeping people buying that can be membership subscriptions or even things like adding a repeatable product to support them on the journey, like vitamin supplements or aromatherapy oils or something like that. Okay,
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the magic isn't ha in having these four offers, the magic isn't actually connecting them. And when you build a flow that moves people through attraction, upsell down, sell and continuity, your revenue stops being random and starts being repeatable.
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And here's a key mindset shift for you, stop thinking about what you want to sell. Start thinking about what your customer wants next. If you're having to push hard to sell something, take that as a signal. Hard selling usually means the offer isn't right or the timing's off, and as a result, the sequence is probably off. Hard selling is your customer telling you your money model is broken when you get the sequence right, and your offer actually solves the problem they're facing in that moment. You don't have to push it just lands. Let me bring this to life with an example from my own business. When Instagram first started to really take off, I wrote a blog post about it, and alongside that post I created a free download. I don't even remember what the download was, I think it was something like how to get started on Instagram so you could incorporate it as part of your next campaign, something around that space. And once people downloaded it, I didn't just stop there. I ran an email nurture sequence that followed on from that freebie, and at the end, I invited them to join my 30 day campaign builder program. And they did because it was the most obvious next step for them. Now here's where it gets interesting. As people move through the program, it became clear to me that some of them actually had another problem. They needed help with their branding, and that was what was throwing their campaigns off so and their positioning. Don't forget that one so portion of those clubs.
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Clients naturally moved into brand positioning work with me. From there some continued further into brand design. Now they didn't land there on their own. That was me
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interrupting that journey and saying, I have the answer to that pain point you're currently experiencing. This is what I presented to you. This is what I offer. This? Why? We call it not a product or a service. We call it an offer that your customer has the choice to say no to, but if it's the right offer, they'll probably say yes because it's directly solving the pain point they're experiencing in that moment. Okay? So remember, the key point here is not everyone says yes to every offer in your money model, and that's okay, they have the choice to say yes or to say no. Your job is simply to be there with the right offer when they are ready to say yes. And that's what flow looks like at the time, I didn't have a continuity offer in place for this
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Instagram money model that we call it, once those projects wrapped up, or once those offers wrapped up, there was nowhere else for those clients to go next, and that meant the flow ended. And that's something I've learned from and continuity is a piece that's in the mix for me next year, so stay tuned for that. The lesson here is this, when your money model flows, you're not forcing sales, you're listening, you're in service, you're noticing what problems arise next, and you're meeting them with the right offer. That's how you build both impact and revenue. That's what happens when you defragment your money model.
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So here's what I want you to do. Don't try to fix everything all at once, just start small. That's always the best place to start. And take just one of your products or services and make it an offer. Okay? List out all the pain points that your customer has around this area that you're trying to solve for them, and ask yourself, what naturally comes before this product or service? What comes after? How could you shape this into a sequence that flows, one that solves problems faster and maximizes your revenue, and once you've listened to your customers pain points and start to shape your money. Model, check in with Alex hermosi is for offer. Model, attraction, upsell, down, sell. Continuity. You might find that there's something else that makes sense for your business to insert here. And here's the important step, the most important step, keep listening. Often. Your Money model evolves as each offer finds its place. Don't have to get a perfect all in one go. You just need to start and build your model consciously so you can grow your business, the one you've always dreamed of having. And if you want to go deeper, if you're ready to actually build that engine inside your business, then get your name on the SOAR wait list, because this is exactly what we cover inside soar, turning scattered offers into a seamless ecosystem that flows, that compounds, that delivers consistency year after year, and once you've felt what it's Like to have a money model that works for you, not against you, you'll never go back. So put your name on the list, and the next time the door is open, you're going to want in.
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I'll link to today's resources in the show notes, as always, including Alex hermosi book and the SOAR wait list, and I'll leave you with this. If you found value in this episode, please share it with someone you know who's stuck in that feast and famine cycle. This could be the thing that shifts their perspective and changes their business. And finally, make sure, I hope you will anyway, make sure you subscribe, rate and review the show. That's how we reach more entrepreneurs like you who are ready to align their business for joy, flow, growth and abundance. Have a great day, everyone.
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