Short answer: to make sales every single day, do four things daily: get visible, generate leads, move those leads through a clear sales process, and convert them with conversations and offers that match why people buy. Underneath that, build an automated funnel (a free resource, a $27 offer on the thank you page, an $11 order bump and a nurture email sequence into your core offer) so you also sell on the days you don't work. Keep six quick cash plays ready for slow weeks. And start every morning with two questions: what can I do today to generate a lead, and what can I do today to get a sale?

Imagine waking up to payment notifications every morning. Messages in your DMs that say "hell yes, I'm in". Taking a day off with your family without your sales dropping off a cliff. That's what this guide is about.

I'll be honest about where I started. My first ever launch was a flop. I did all the things and sold one spot. I could have given up on the strategy, but instead I looked at what worked, what didn't and what I could improve. The next time I sold 12 to 15 spots. Then 20. Then 50. Then 75. The biggest difference each time? How many leads I was generating, and what I was doing to convert them. That's the whole game, and it's what I've built a business that's generated multi-seven figures in sales on.

Who is this guide for, and what will you have by the end?

This is for coaches, consultants and online service providers who make sales, just not consistently. Feast and famine. Big launch month, then nothing. Or sales that only happen when you're grafting every hour of the day.

• Your numbers: how many leads you need for your sales goal, and where they'll come from.
• A daily sales routine that fits in about an hour.
• Lead generation scripts for stories, posts and audits.
• A sales process for every lead generation activity.
• DM scripts and a follow up sequence.
• An automated funnel with the benchmarks for every step.
• Six quick cash plays with templates.
• A worked example, a 30 day implementation plan and troubleshooting.

The two questions I ask every single day

Before any strategy, here's the habit. Every day, I ask myself:

1. What is one thing I can do today to generate a lead?
2. What is one thing I can do today to get a sale?

Not ten things. One of each. Answer those two questions every working day and you will never again get to the end of a month wondering why nothing sold. Most people who struggle with sales aren't doing anything wrong as such. They're just not doing either of these consistently.

The model: Attract, Nurture, Convert (and Retain)

There are thousands of strategies for getting clients, and honestly, most of them work. The reason they don't work for you is usually that nobody taught you how to adapt them to your business. So instead of jumping from course to course looking for the secret, understand the shape every strategy shares.

• Attract: how you get visible and build awareness. Your visibility strategy.
• Nurture: how you become the go to expert. Your content and emails.
• Convert: how you turn your audience into paying clients. Your sales strategy.
• Retain: how you keep clients and sell to them again.

A challenge, a masterclass, an evergreen funnel: they're all just different ways of moving people from attract to convert. The big mistake I see is people focusing only on converting, while forgetting to attract and nurture every day. Daily sales come from all four stages running at the same time.

Phase 1: Know your numbers

Step 1: Turn your revenue goal into a leads goal

Most people set a revenue goal and stop there. Your revenue goal is the result of your leads goal, so you need the numbers underneath it.

Start with your sales target. A $100,000 year with a $1,000 offer is 100 sales, which is around two a week. Very doable. Now leads. The average conversion rate from a free masterclass or challenge is around 3%. So for every 100 people who join, roughly three buy, and only if you know what you're doing once they're there. That means 10 sales needs around 333 leads. This is Lead Mapping: work backwards from your sales target to the number of leads you need.

If you're bringing 100 people into a masterclass and expecting $10,000 from a $1,000 programme, the maths doesn't work. It isn't your offer. It isn't you. You just don't have enough leads. More in how many leads do I need?

Step 2: Map where every lead will come from

Once you know the number, map it. When I wanted 1,000 new leads for a free challenge without ads, I didn't post and hope. I estimated how many would come from my email list, how many from social media, then planned the gap: comment below posts, lead generation stories, guest spots, a collaboration, and a few promotion exchanges where another business owner shares my free event and I share theirs. Every number had a source.

Time: 30 minutes. Done when: you have a leads target for this month and a number next to every source.

Phase 2: Generate leads every day

Step 3: Do one visibility action a day

If nobody knows who you are, nobody can buy from you. The more people who know you, the bigger your reputation. Reputation builds credibility, credibility builds trust, and trust equals sales. Content is part of visibility, but everyone is posting content and you're relying on an algorithm. Pick one of these every day:

• Guest speaking in other people's events, summits, programmes, memberships and podcasts. Their audience trusts them, so they trust you. I call it trust by association.
• Collaborations with someone who serves the same ideal client but offers something different.
• Communities and Facebook groups where your ideal clients hang out. Answer questions and give real value.
• Paid ads from as little as $5 a day.

The full visibility playbook is in the ultimate guide to getting coaching clients from zero.

And if content is the part that eats your day, the Content Creator inside Ascendia OS plans your month, writes posts in your voice and schedules them straight to Instagram, Facebook, LinkedIn and more, so your hour goes on the actions that need you.

Step 4: Do one lead generation action a day

Visibility gets you seen. Lead generation pulls the interested people out so you know who they are. A lead is anyone who has raised their hand for a result you help with. Rotate these:

Lead generation stories. An image or video in your stories with a line of text and a poll, with both options positive. Never give a "no" option: people who aren't interested just scroll past. Everyone who votes is a lead.

Comment below posts. State the end result, then "comment below if you want a spot" (or a free guide). Comments push the post to more people, which brings more comments. It snowballs.

Free audits. Offer a set number of free audits (social media, content, funnel, business, there's an audit for almost every industry). They comment or DM you, fill in a short form, you record a five minute audit with a few tips and one action step, then pitch at the end with a bonus for signing up quickly. The form alone is gold for market research. Full process in the free audit strategy.

Free offers. A free masterclass, challenge, training or guide. Anyone who opts in is a lead, and they're on your email list, which you own. Social accounts can be hacked or shut down overnight. Nobody can take your list away, and a big share of my sales come from email.

Guest spots. Every time you speak to someone else's audience, give them a reason to come to you: a free training, a keyword to DM you, or an invite to your next event.

Phase 3: Turn leads into sales

Step 5: Build a sales process for every lead generation activity

This is where most businesses lose their sales. They run a masterclass, pitch at the end, send a few emails, then sit there refreshing their payment notifications. Twenty four hours, nothing. Seventy two hours, one sale. Gutted. The problem is you're relying on your ideal client to take themselves through their own buying journey. They won't.

Your customer journey is the path your ideal client takes from becoming aware of you to buying. Your sales process is the stepping stones you put in place to speed that journey up. Write one for every lead generation activity you do.

Here's what that looks like for a masterclass. Before it, I message people who signed up: "So excited you're joining. What's your biggest struggle with sales right now?" That's a touch point, and it makes people feel valued, not like a number. I run the masterclass and pitch. I offer a "stay until the end" gift that people get by DMing me a word, so they're in my DMs straight after the pitch. Then I ask: "Will you be joining us?" And I follow up. Live attendees buy at a much higher rate (I've seen 25% of live attendees buy compared with 2.5% overall), which is why those reminders matter.

Match the process to the price. How you buy a $27 offer is very different to how you buy a $2,700 offer. The higher the price, the more risk, and the more touch points people need: a free event, a conversation, a follow up, proof. A low priced offer can sell straight from a page.

Step 6: Have conversations that convert

We're in a trust economy. People want a more personal way of buying, not just a sales page link. I built my business on DM conversations because as a new mum I didn't have time for sales calls.

You'll get one of three answers. Yes (brilliant, send the details). Yes, but (now you know the objection and can handle it). Or no. When it's a no, always ask why. Sometimes a no turns into a yes. For the common ones, read how to handle the 5 most common sales objections.

Step 7: Track every lead and follow up

The fortune is in the follow up. You will make the majority of your sales by following up, and something like 80% of conversions happen on the fifth follow up. Yet so many people don't follow up even once. People are busy, they forget, they mean to come back to it. A kind nudge isn't pushy, it's service.

You need a lead tracker so you always know where every lead is: new, in conversation, offered, yes but, followed up, bought, not now. See how to track your leads.

Step 8: Pitch to why people actually buy

Sales isn't really about selling. It's about understanding. The better you understand what leads your ideal client to decide, the fewer objections you'll get, because you'll answer them before they come up. People buy to solve a problem, achieve a desire, avoid pain or fear, and to feel something. Underneath sit four motivations:

• Gain: the end result, and the end result of the end result. Someone wants confidence. Why? To speak on stage. Why? To build credibility. Why? To get more clients. That's the real gain, and it has to be worth more to them than your price.
• Fear of loss: what they lose by staying where they are.
• Identity: does this align with who they want to become?
• Trust: if they don't trust you, they won't buy. Evidence based content is how you build it. When I started, I didn't have testimonials, so I became my own evidence and shared my results as they happened.

More on this in why people buy.

When they say "yes, but": quick responses

A "yes, but" is good news. They want it, and they've just told you what's in the way. Don't argue with it. Ask a question, then answer the real concern. These are starting points to put in your own words.

Then follow up. Many of your "not right now" people will become your "now" people a month later, as long as you stay in touch.

Phase 4: Add a system that sells while you sleep

Everything above takes some of your time each day. To make sales on the days you don't work, you need automation. That's my Freedom Funnel and the idea behind The Passive Revenue Machine: create it once, sell it on repeat.

Step 9: Build the funnel, one piece at a time

1. A high converting free resource (a short training or guide) on an opt in page. It must give people an aha moment or a quick result, because if your free content works, they'll wonder what your paid content is like. Aim for 40%+ of visitors to opt in.
2. A $27 offer on the thank you page, pre recorded or pre created, at a price where even someone who doesn't know you wants it. Aim for 8 to 10% of opt ins to buy.
3. An $11 order bump at checkout, which takes the average order from $27 to $38. Often 70 to 80% of buyers add it. You can add a further upsell (usually around $47) after checkout.
4. A nurture sequence of five or six short value emails, videos or a private podcast, with the $27 offer offered again. Funnel emails should be opened by 40 to 50% of people.
5. A sales sequence into your core offer.
6. A monthly live event for anyone who still hasn't bought.
7. Traffic: daily comment below content with an automated DM reply, plus ads from $5 a day. The $27 sales can cover your ad spend, so the ads pay for themselves.

This is the part most people never finish, because it's techy. You can hand it over: the Funnel Builder in Ascendia OS builds your opt in page, thank you page, checkout, order bump and upsell inside your account, and the Email Marketer writes the nurture and sales sequences.

Everything you need to build it is in the ultimate guide to evergreen funnels.

Phase 5: Quick cash for slow weeks

Even with a system, you'll have weeks where you want sales now. These don't need a launch, a funnel or any pages.

1. A lead generation story straight to your offer

Be direct: "Who wants to work with me for a year for $997?" with "Details" / "Hell yes, send to me". DM every voter with your "where are you now" question, tailor the pitch, follow up.

2. Free audits with a deadline bonus

Ten audits, five minute videos, a tailored pitch and a bonus if they join within 24 hours.

3. Past leads

If you're tracking leads, go back through them. Look at what each person was previously interested in and message them personally with an exclusive offer. It's one of the quickest wins there is.

4. Current and past clients

It's easier to sell to current clients than to attract new ones, as long as they're having an incredible experience. Look at who is coming to the end of working with you, and who could benefit from another offer. Reach out personally with an exclusive offer and explain why it would be perfect for them.

5. A flash offer to your list

Every time we send a flash offer to our email list, we make a minimum of four figures. A bundle, 50% off, or credit to spend with your business at a discount, with a short deadline. Don't do them often, or people wait for the deal.

6. An offer party

A one to three day event where you release several heavily discounted or high value offers, a bit like Black Friday at any time of the year. Host it in your group, on an event page, in your stories and by email, with a post for each offer and a daily email. Use easy offers you don't have to create from scratch: a masterclass bundle (for example, $2,000 worth of past masterclasses for $111), short one to one calls, a few days of voice note support, or a pass to all future masterclasses. Mix low and high price points, and add limited spots. Once or twice a year outside Black Friday is plenty. More in how to host an offer party.

Step 10: Retain your clients

It's so much easier to keep a client than to find a new one, as long as you give them an amazing experience. Over deliver in your training, make sure people get an aha moment or a result, and add bonuses that help them get results faster. Clients who get results want to keep working with you, which raises the lifetime value of every client, and they recommend you.

Your daily sales routine

That's about an hour. Do it, rinse and repeat, and improve one thing each week. Guessing and hoping isn't a strategy. This is.

Worked example: a consultant who wants $10,000 a month

Example (illustrative numbers): a marketing consultant selling a $1,000 programme wants $10,000 a month, so 10 sales.

Leads needed: 10 sales at about 3% means roughly 333 leads a month, or about 11 a day.

The funnel maths: if 125 of those leads opt in for the free guide each month and 10% buy the $27 offer, that's about $340, plus bumps. Scale it to the kind of numbers I talk about in my trainings, 1,000 opt ins a month, and 10% buying a $27 offer is $2,700, which can fund the ads. If half of those 1,000 go through the nurture sequence and just 5% of them buy a $1,000 offer, that's $25,000 a month from a system that runs whether you work that day or not.

The daily DM: "Hi Jo, you voted on my poll about getting fully booked! Tell me a bit more about where you're at right now compared to where you want to be?" Two days later, a follow up with a tip. Day seven, the bonus deadline. That's how the 3% becomes much higher for the people you actually talk to.

Your 30 day implementation plan

What mistakes should I avoid?

• Setting a revenue goal without a leads goal. Fix: Lead Mapping, every month.
• Generating leads and doing nothing with them. Fix: a written sales process for every activity.
• Only selling, never attracting or nurturing. Fix: one visibility action and one lead action daily.
• Pitching without asking questions first. Fix: where are you now, where do you want to be, what's the struggle.
• Not following up. Fix: five follow ups, tracked.
• Relying on launches alone. Fix: build the funnel so sales come in between launches.
• Discounting all the time. Fix: flash offers and offer parties once or twice a year, not every month.

Troubleshooting: if it's not working, check this

Your action plan

Today

• Answer the two questions and do one of each.
• Calculate your leads target with the Lead Mapping calculator.
• Set up your lead tracker.

This week

• Write a sales process map for your two main lead generation activities.
• Run the one hour daily routine every working day.
• Message past leads with an exclusive offer.
• Follow up every open conversation.

Next 30 days

• Build your free resource, $27 offer and $11 bump.
• Write five nurture emails and a sales sequence.
• Start $5 a day ads once the funnel is live.
• Review your numbers against the benchmarks and fix the weakest one.

If you want me to look at your numbers with you, find out how to work with me. Want the shorter version first? Start with how to make sales every single day.

Frequently asked questions

How do I make sales every day in my coaching business?

Do one thing every day to generate leads and one thing every day to get a sale, with a clear sales process for moving leads to a decision. Then add an automated funnel with a $27 offer so you also make sales on the days you're not working.

What is a good conversion rate for a free masterclass?

The average is around 3%, so roughly three buyers for every 100 people. People who attend live buy at a much higher rate, and with DM conversations and proper follow up you can do much better.

How many leads do I need?

Divide the number of sales you want by your conversion rate. At 3%, 10 sales needs about 333 leads. Then map where every one of those leads will come from.

What should I say in a DM to make a sale?

Ask where they are now compared to where they want to be, then what they're struggling with. Use their own words to show how your offer gets them to their goal and solves those struggles, then ask if they're ready to join.

How often should I follow up with leads?

At least five times. Something like 80% of conversions happen on the fifth follow up, and most people stop after one. Track your leads so you know who needs a nudge and when.

Do I need a funnel to make sales every day?

You can make daily sales with conversations alone, but it depends on your time. A funnel with a $27 offer and nurture emails is what lets you sell on the days you don't work.

Can I make daily sales without social media?

Yes. Your email list, guest speaking, collaborations, paid ads and an automated funnel can all bring in leads and sales without posting every day.

What's the fastest way to make a sale today?

Reach out to warm people: past leads, current and past clients, people who engaged with your content or voted on a story poll. A personal message about an offer that fits them is usually the quickest route.

Laurie Burrows is a revenue growth strategist for coaches, consultants and online service providers, with 15 years of experience in marketing and sales and a business that's generated multi-seven figures in sales. She's the founder of Ascendia OS.