Case Study: Restructuring a Struggling Mentorship Program to Scalable Revenue Model

This client needed to rebuild their financial model, while also removing owners from the sales process, and profitably scale their live events business.

Background

‍A well-known public figure in the action sports community had previously hosted a high-ticket live event focused on strengthening the bond between mothers and daughters during adolescent and teenage years. Despite her influential presence, the first event did not meet financial expectations. In addition to the price, specific dates, and logistical challenges of traveling to the event's location, one of the owners was also responsible for selling out the events personally. Recognizing the need for a more scalable and profitable solution, the company sought our help to revamp their sales strategy and develop a more sustainable business model.

What We Did:

Offering Restructure & Sales Process Development:

‍We identified that the high-ticket event was a significant barrier for many potential attendees due to both pricing and logistical challenges. To address this, we helped the company develop a lower-ticket offering that would appeal to a broader audience, especially those who couldn’t afford the high-ticket event or were unable to attend due to scheduling conflicts.

Additionally, the owner's role in handling all sales was overwhelming and inefficient. We created a sales process that allowed her to step out of the sales position entirely. This process included developing comprehensive sales assets that could effectively communicate the value of the program without relying on the personal involvement of the owners or high-profile figures. By streamlining the sales journey, we ensured that leads were efficiently nurtured and converted, maximizing both conversion rates and revenue per lead.

Addressing Sales Challenges:‍

Despite the success of the new sales process, the COO continued to explore alternative sales processes and teams. However, these efforts failed to outperform the strategies our teams used, reinforcing the value of the strategy we established. The company's return to our proven sales process led to a stabilization and subsequent growth in revenue.

Outcome:

‍The transformation of the sales strategy and business model led to a substantial increase in revenue and profitability. The event series, now supported by a scalable sales process and a diversified product offering, went on to host multiple cohorts and events annually for the next two years, generating over $2 Million in revenue.