“Networking isn’t working.”
Except she was going to networking events without a clear offer to sell the people she met.
Networking wasn’t the first thing I wanted to fix.
You’re flat out working. So why does it still feel like you’re earning 2p an hour?
You’ve got clients. People buy things. Money comes in.
But for the amount of work going into the business, you can’t help thinking: surely I should be making more than this?
I help business owners work out why they’re not, and what needs to change.
I’m Zoë. I get very interested when the amount of work going into a business and the money coming out of it don’t seem to match.
Because somewhere in that gap, there’s usually something worth finding.
You already know people will buy.
This isn’t a business nobody wants.
You have clients. Customers. Offers that sell. People who enquire. People who come back. Maybe an audience you’ve spent years building.
The question is why all of that isn’t producing more money.
If the business clearly works, why isn’t more money coming out of it?
You’re already busy.
You don’t need more leads just because that’s what businesses are apparently supposed to want.
You don’t necessarily need another offer.
You don’t need to work longer hours.
And you definitely don’t need another enormous list of things you could be doing.
You need to know what’s actually causing the gap.
So what is actually stopping it?
- 01
Maybe you genuinely don’t have enough of the right people finding you.
- 02
Maybe plenty of people are finding you, but not enough of them are buying.
- 03
Maybe people buy once and then disappear, even though there’s something else they could reasonably buy from you.
- 04
Maybe the offer sells perfectly well, but the maths means you’d have to work every waking hour for it to make the money you want.
- 05
Maybe you’re spending a ridiculous amount of time doing work that doesn’t need you anywhere near it.
- 06
Or maybe none of those are the problem and there’s something else sitting there quietly costing you money.
What do the numbers and behaviour actually show?
This is where I start poking around.
I want to know what you sell, who buys it, what they pay and what happens afterwards.
I want to know where your customers came from, what actually converts, how much time things take and where the money is being made.
I want to know what you’re doing because it works and what you’re doing because you’ve always done it.
And I’m particularly interested when two things you tell me cannot possibly both be true.
There isn’t one magic framework I run every business through.
Sometimes I’m looking at your sales. Sometimes your pricing. Sometimes your customers, offers, capacity or how you’re actually spending your time.
I follow whatever helps us work out why all that work isn’t turning into enough money.
A few examples
“I’m charging £90 an hour.”
Except when we worked backwards from what she wanted the business to make and how many hours she could realistically sell, she needed to generate roughly £454 per chargeable hour.
Selling a few more £90 hours wasn’t going to solve that.
“It’s templated, so it should cost less.”
Except the client was still getting the value. She had simply become quicker and better at delivering it.
Being more efficient had somehow become a reason to pay herself less.
Nope.
Different problem, different next step.
I don’t sell everybody the same answer because everybody doesn’t have the same problem.
Flat out working, making money, but the effort and the money don’t match?
That’s where I come in properly.
For 90 days, I get inside the business with you. We work out what’s actually happening, what deserves your attention and what needs to change.
And when the next decision appears, I’m still there.
Know you need to sell more, but you’re not actually doing enough selling?
You probably don’t need me investigating the entire business.
You need to do the reps.
100 Reps Club gives you somewhere to track the sales activity, actually do it and see what happens when you stop waiting for selling to happen accidentally.
I’m also building a picture of how small business owners actually sell.
Through 100 Reps Club, business owners track the real sales activity happening inside their businesses.
The messages. The follow-ups. The referrals. The previous clients they went back to. The conversations that actually turned into money.
I’m using that data to understand what small business owners actually do to generate sales, rather than what everybody says they should be doing.
About Zoë
I’m Zoë. I’m nosy. I like money. I ask a lot of questions.
I’ve worked across marketing, sales, operations, systems, data, AI and automation, which makes my career look slightly like I was collecting professions rather than choosing one.
Turns out the useful bit was never picking one.
Businesses don’t organise their problems neatly by department. A pricing problem can look like a sales problem. A capacity problem can look like a marketing problem. Something that looks like a lead problem might have bugger all to do with leads.
So I don’t arrive already knowing what I’m going to prescribe.
I look at what’s happening.
I ask why.
And when something doesn’t add up, that’s usually where things get interesting.
Knowing something is off is not the same as knowing what to change.
When you’re flat out, there are always more things you could do.
More marketing. More selling. Another offer. Different prices. Another launch. More networking. A new funnel.
One of them might even work.
But “do more stuff” is a pretty shit starting point when you’re already doing too much.
I’d rather work out why the business isn’t paying you properly for the work you’re putting into it.
Then we can decide what actually needs to change.