On Day 3, we talked about increasing traffic, subscribers, and customers. Now, let’s take it a step further by setting clear, meaningful business goals using a reverse-engineering approach.
Today, I want to share my thinking process for setting smart business goals with you. I like to work backwards from a financial goal to daily to-do lists. This method ensures that every action you take is aligned with your bigger objectives.
Step 1: Set a Meaningful Financial Goal
Instead of picking a random revenue number, tie your goal to something tangible within your online business. For example, let’s say you want to generate an additional $5,000 per month to support your business growth. That goal will drive your decisions and daily tasks.
Example 1: Funding Your Business Growth
Suppose you want to reinvest in your online business by purchasing new tools, outsourcing tasks, or running paid ads. You estimate that you’d require an extra $2,500 per month to cover these costs.
💰 Break it Down:
- If you have a $97 digital course, you’d requre 26 sales per month (or about one sale per day).
- If you offer a $497 group coaching program, you’d require only five clients per month.
Once you define the income amount, you can focus on how to generate those sales.
Example 2: Replacing a Full-Time Income
If your goal is to transition into full-time entrepreneurship, you might aim to replace a $6,000 per month salary.
💰 Break it Down:
- A $27/month membership site would require 223 paying members.
- A high-ticket $2,000 coaching offer would only require three clients per month.
This approach assists you to identify whether you require a high-volume or high-ticket strategy.
Step 2: Break It Down into Sales Targets
Now that you have a financial goal, let’s translate it into real numbers so you know exactly what you need to sell.
Example 1: Selling Digital Products
Let’s say your goal is to make an extra $5,000 per month, and you sell a $50 online course.
🔢 Sales Breakdown:
- To reach $5,000, you require 100 sales per month.
- If your email conversion rate is 1 sale per subscribers, you’ll require 1,000 new subscribers per month.
- If your website’s opt-in rate is 20%, you’ll require 5,000 visitors per month.
💡 Key Takeaway: If you want to meet your revenue goal, you must focus on generating more traffic and leads to support sales.
Example 2: Offering a High-Ticket Product
If you prefer selling fewer products at a higher price, let’s say you offer a $1,000 coaching package.
🔢 Sales Breakdown:
- To hit $5,000 per month, you only require five clients.
- If your sales call conversion rate is 20%, you’ll require 25 calls per month.
- If 30% of people who book a call do so from your website, you’ll require about 85 highly qualified website visitors each month.
💡 Key Takeaway: With a high-ticket strategy, your focus should be on booking calls and nurturing leads rather than generating massive traffic.
Example 3: Building Recurring Revenue
Recurring revenue provides stability. Let’s say you launch a $47/month membership site.
🔢 Sales Breakdown:
- To reach $5,000/month, you require about 107 active members.
- If you aim to get 10 new members per month (to offset cancellations), you’ll require about 500 new leads per month (assuming a 2% conversion rate).
💡 Key Takeaway: With a membership model, the focus is on steady audience growth and retention strategies rather than one-time sales.
Action Step: Choose Your Revenue Model
Now that you’ve broken your financial goal into specific sales numbers, pick the best revenue model for your business. Will you:
✅ Focus on selling a low-cost, high-volume product?
✅ Offer a premium coaching or consulting service?
✅ Build long-term stability with a membership model?
Once you decide, you can move on to Step 3, where we reverse-engineer your marketing strategy to make those sales happen.
Step 3: Reverse Engineer Your Marketing Strategy
Now that you know exactly how many sales, leads, and visitors you need, the next step is to create a marketing plan that brings in those numbers consistently.
Your strategy should focus on three key areas: Traffic Generation, Lead Generation, and Sales Optimization. Let’s break them down.
📌 Traffic Generation: Bring More People to Your Site
Traffic is the lifeblood of any online business. If you don’t have enough people visiting your website, you won’t generate enough leads or sales.
Example 1: Search Engine Optimization (SEO) for Organic Traffic
SEO helps bring in free, long-term traffic from Google. If your goal is 5,000 visitors per month, optimizing your content for search engines is a great strategy.
✅ Action Steps:
- Research keywords related to your niche (use tools like Ahrefs or Ubersuggest).
- Write high-quality blog posts targeting those keywords.
- Optimize for on-page SEO (meta descriptions, internal links, image alt text).
- Build backlinks from other websites to increase authority.
💡 Example: If you sell a course on “Email Marketing,” write a blog post titled “10 Email Marketing Strategies That Drive Sales” and rank it on Google.
Example 2: Paid Ads for Fast Traffic
If you want instant traffic, running paid ads (Google Ads, Facebook Ads, YouTube Ads) can help.
✅ Action Steps:
- Create a lead magnet (free eBook, checklist, webinar) to collect email subscribers.
- Set up a Facebook Ads campaign targeting your ideal audience.
- Direct visitors to an optimized landing page to capture leads.
💡 Example: If you’re selling a $500 coaching package, spending $1,000 on ads to generate 10 clients is a great return on investment.
Example 3: Leveraging Social Media for Free Traffic
If you don’t have a big budget for ads, organic social media is a great way to grow your audience.
✅ Action Steps:
- Post educational content (tips, tutorials, case studies).
- Use short-form videos (Reels, TikTok, YouTube Shorts) to reach new audiences.
- Engage in Facebook Groups, Reddit, and Twitter threads to build trust.
💡 Example: If you sell a $47/month membership, creating behind-the-scenes Instagram stories can make potential customers feel connected and more likely to join.
📌 Lead Generation: Turn Visitors into Subscribers
Once you have traffic, the next step is to capture leads and turn them into subscribers who are interested in your offers.
Example 1: Create High-Converting Landing Pages
A landing page is a page designed to get people to take a specific action—usually signing up for your email list.
✅ Action Steps:
- Offer an irresistible freebie (cheat sheet, webinar, template).
- Write a compelling headline that grabs attention.
- Use a simple opt-in form (name + email).
💡 Example: If you sell an SEO course, offer a “Free SEO Checklist” in exchange for email sign-ups.
Example 2: Build an Email Marketing Funnel
Once someone joins your email list, don’t just leave them there! Nurture them with automated emails.
✅ Action Steps:
- Send a welcome email with their freebie + introduction.
- Deliver a 3–5-day email sequence that provides value and builds trust.
- Transition into a sales email that introduces your paid product.
💡 Example: If you run a membership site, your email sequence could focus on why consistency is key in business—then pitch your membership as the perfect solution.
📌 Sales Strategy: Convert Subscribers into Customers
Traffic and leads are great, but without sales, your business doesn’t grow. Here’s how to turn subscribers into paying customers.
Example 1: Use Scarcity & Urgency to Drive Sales
People are more likely to buy when they feel a sense of urgency.
✅ Action Steps:
- Offer a limited-time discount.
- Use a countdown timer on your sales page.
- Send reminder emails about the deadline.
💡 Example: If you’re launching a $97 course, offer a $20 early-bird discount for 72 hours to encourage fast action.
Example 2: Use Testimonials & Case Studies
People trust social proof—show them that others have succeeded with your product.
✅ Action Steps:
- Add video testimonials from happy customers.
- Share before-and-after results.
- Display logos of well-known brands you’ve worked with.
💡 Example: If you’re selling a coaching program, share a success story from a past client who doubled their revenue after working with you.
Example 3: Offer a Low-Risk Guarantee
Removing risk increases conversions. If people feel safe, they’re more likely to buy.
✅ Action Steps:
- Offer a 30-day money-back guarantee.
- Allow a free trial before charging full price.
- Provide a “no questions asked” refund If you sell a membership, let new members try it for $1 for the first 7 days before committing.policy.
💡 Example: If you sell a membership, let new members try it for $1 for the first 7 days before committing.
🔗 Action Step: Choose Your Marketing Focus
Now that you have a marketing roadmap, decide which strategy you’ll focus on first. Will you:
✅ Double down on SEO & content marketing for long-term traffic?
✅ Run paid ads for instant lead generation?
✅ Optimize your sales process to boost conversions?
Once you choose your approach, move on to Step 4, where we discuss automation and scaling your business.
Step 4: Automate & Scale Your Efforts
Once you have a working system for generating traffic, capturing leads, and making sales, the next step is to streamline, automate, and scale your business so you can grow without burning out.
Scaling is all about leveraging automation, delegation, and systematization so you can increase revenue without increasing your workload.
Let’s break it down.
📌 Automate Your Sales Process
Automation allows you to sell your products 24/7 without being glued to your computer. Instead of manually responding to every lead, you can set up systems that bring in sales on autopilot.
Example 1: Set Up an Evergreen Sales Funnel
An evergreen sales funnel is an automated system that guides leads from first contact to final purchase—without you lifting a finger.
✅ Action Steps:
- Create an automated email sequence that educates and nurtures leads.
- Use a webinar funnel to deliver value and pitch your product.
- Set up deadline-driven offers to encourage quick decisions.
💡 Example: If you sell a $297 online course, create an automated 5-day email sequence that delivers valuable content and then makes an offer at the end.
Example 2: Use Chatbots & AI for Lead Engagement
Instead of manually answering questions, use AI-powered chatbots to handle inquiries and guide leads toward a purchase.
✅ Action Steps:
- Install a chatbot on your website (e.g., ManyChat, Chatfuel).
- Use chat automation on Facebook Messenger or Instagram DMs.
- Set up automated FAQ responses to handle common objections.
💡 Example: If someone visits your coaching sales page but doesn’t buy, a chatbot can pop up and ask:
“Need help? Here’s a 5-minute video explaining how this coaching can help you!”
📌 Scale with Paid Advertising & Retargeting
Once you have a proven offer, scaling with paid ads can massively boost your revenue.
Example 1: Scale Profitable Facebook & Google Ads
If a paid ad campaign is generating a positive ROI, simply increase your ad budget to scale revenue.
✅ Action Steps:
- Test small budgets first (start with $10–$20/day).
- Double down on winning ads while pausing underperforming ones.
- Retarget visitors who didn’t buy the first time.
💡 Example: If spending $500 on ads brings in $1,500 in sales, increasing your budget to $1,000 could generate $3,000.
Example 2: Use Retargeting Ads to Re-Engage Visitors
Most people don’t buy the first time they see your offer. Retargeting helps bring them back.
✅ Action Steps:
- Set up Facebook Pixel or Google Retargeting on your website.
- Show special offers to people who abandoned checkout.
- Use testimonial-based ads to build trust.
💡 Example: If someone views your sales page but doesn’t buy, retarget them with an ad that says:
“Still thinking about joining? Here’s what our members are saying!” (with testimonials).
📌 Delegate & Outsource to Scale Operations
You can’t do everything alone—to truly scale, you need to hire help or delegate tasks so you can focus on high-value work.
Example 1: Hire a Virtual Assistant (VA) to Free Up Time
A VA can handle customer support, content scheduling, email management, and admin work—allowing you to focus on growth.
✅ Action Steps:
- Hire a VA on Upwork, Fiverr, or OnlineJobs.ph.
- Start with a few hours per week before scaling up.
- Train them using video tutorials (Loom, Google Drive).
💡 Example: If you’re spending 5 hours per week answering customer emails, hiring a VA can free up that time for high-level business tasks.
Example 2: Automate Content Creation with AI & Scheduling Tools
Instead of manually posting on social media every day, use AI-powered tools to automate content.
✅ Action Steps:
- Use ChatGPT or Perplexity.ai to draft content.
- Schedule posts in advance using Buffer.
- Repurpose content across multiple platforms.
💡 Example: Write one long-form blog post and turn it into 10 tweets, 5 Instagram posts, and a LinkedIn article.
📌 Expand with New Revenue Streams
Once your business is running smoothly, consider adding additional income streams to increase revenue.
Example 1: Create a High-Ticket Offer ($1,000+)
Selling premium coaching, consulting, or mastermind programs can massively increase profits.
✅ Action Steps:
- Package your expertise into a 1-on-1 coaching program.
- Offer a VIP mastermind group for top clients.
- Create a done-for-you service for high-paying customers.
💡 Example: Instead of selling a $47 course, offer a $2,500 coaching package and make more money with fewer clients.
Example 2: License Your Content or Create White-Label Products
If you have successful courses, templates, or software, you can license them to other businesses for passive income.
✅ Action Steps:
- Sell white-label versions of your digital products.
- License your courses to businesses or universities.
- Partner with other creators to sell bundled offers.
💡 Example: If you sell a social media content calendar, offer a white-label version that agencies can resell to their clients.
🔗 Action Step: Identify ONE Automation or Scaling Tactic
Now that you know how to automate and scale, pick one tactic to implement this week:
✅ Will you set up an automated sales funnel?
✅ Test a paid ad campaign to scale traffic?
✅ Hire a VA to delegate tasks?
✅ Create a new high-ticket offer?
By focusing on one key improvement at a time, you’ll be able to scale your business in a sustainable, stress-free way.
Step 5: Leverage Partnerships for Faster Results
One of the fastest ways to grow your business is by leveraging other people’s audiences, resources, and credibility. Instead of doing everything alone, you can partner with industry leaders, influencers, and complementary businesses to expand your reach and boost sales.
Strategic partnerships allow you to get in front of thousands of potential customers instantly—without spending months (or years) building your audience from scratch.
Let’s break down how to do this effectively.
📌 Collaborate with Influencers & Thought Leaders
Partnering with influencers or thought leaders in your niche can drive traffic, build trust, and increase conversions much faster than organic growth alone.
Example 1: Get Featured on Podcasts & YouTube Channels
Being a guest on established podcasts and YouTube channels instantly positions you as an authority while exposing you to a new audience.
✅ Action Steps:
- Make a list of 10 podcasts or YouTube channels in your niche.
- Reach out with a personalized pitch explaining how your expertise can add value.
- Offer a free lead magnet or exclusive discount for their audience.
💡 Example: If you run an online marketing course, get featured on a popular marketing podcast and offer listeners a free checklist in exchange for their email.
Example 2: Do Instagram & TikTok Collaborations
Social media collaborations can explode your audience overnight—especially on platforms like Instagram, TikTok, and LinkedIn.
✅ Action Steps:
- Partner with an influencer in your niche for a joint Instagram Live.
- Do a TikTok duet or stitch with a trending video.
- Offer an exclusive discount code through an influencer’s audience.
💡 Example: If you sell a digital planner, partner with a productivity influencer who promotes it in their Instagram stories with a unique discount code.
📌 Guest Blogging & Content Swaps
If you don’t have a large audience, guest blogging and content collaborations can help you borrow traffic from bigger websites.
Example 1: Write Guest Posts for High-Traffic Blogs
Writing guest posts on established blogs can boost your authority, SEO rankings, and email subscribers all at once.
✅ Action Steps:
- Identify 5-10 high-traffic blogs in your industry.
- Pitch them a valuable guest post idea related to their audience.
- Include a compelling call-to-action (CTA) leading back to your website.
💡 Example: If you run a fitness coaching business, write a guest post for a major fitness blog titled “5 Simple Morning Habits to Boost Energy & Burn Fat.”
Example 2: Do Email Newsletter Swaps
An email swap is when two businesses promote each other’s content or products to their email lists.
✅ Action Steps:
- Find businesses with a similar audience but different offers.
- Offer to promote their freebie, blog post, or product in exchange for them promoting yours.
- Use a UTM tracking link to measure results.
💡 Example: If you sell a copywriting course, do an email swap with someone who sells email marketing software—since both audiences overlap.
📌 Co-Create Products & Bundles
Teaming up with another business to create joint products or bundles allows you to reach more customers while increasing sales.
Example 1: Launch a Joint Webinar or Workshop
A joint webinar with a complementary business can generate leads and sales quickly while providing massive value.
✅ Action Steps:
- Find an expert in your niche to co-host a free webinar.
- Promote it to both of your audiences.
- Offer a special discount or bonus for attendees.
💡 Example: If you sell WordPress themes, partner with an SEO expert to run a webinar on “How to Build a Fast & SEO-Friendly Website in 2025.”
Example 2: Create a Digital Bundle or Cross-Promote Offers
Bundling products together with a partner can boost sales by offering more value.
✅ Action Steps:
- Find a business with a product that complements yours.
- Bundle your digital products together at a discount.
- Run a limited-time promotion to create urgency.
💡 Example: If you sell a Canva template pack, partner with a brand strategist and bundle it with their social media content guide.
📌 Join Affiliate & Referral Programs
Affiliate marketing allows you to get other people to promote your business for you—without paying upfront.
Example 1: Recruit Affiliates to Promote Your Products
Setting up an affiliate program lets others earn commissions for referring customers to you.
✅ Action Steps:
- Set up an affiliate program using AMember, ThriveCart, or WarriorPlus.
- Offer an attractive commission (30%-50%) to incentivize affiliates.
- Provide affiliates with swipe copy, banners, and tracking links.
💡 Example: If you sell a $197 course, offering a 50% commission could encourage bloggers and influencers to promote it.
Example 2: Become an Affiliate for Complementary Products
If you don’t have your own product yet, you can earn commissions promoting products in your niche.
✅ Action Steps:
- Join relevant affiliate programs (Amazon Associates, ClickBank, ShareASale).
- Write blog posts or create YouTube videos reviewing the products.
- Use email sequences to drive affiliate sales.
💡 Example: If you run a tech blog, become an affiliate for hosting providers, software tools, or online courses.
🔗 Action Step: Choose ONE Partnership Strategy to Implement
Now that you know how to leverage partnerships, pick one tactic to implement this week:
✅ Will you pitch yourself as a guest on podcasts?
✅ Do a joint webinar with a complementary expert?
✅ Set up an affiliate program for your products?
✅ Write a guest blog post on a high-traffic website?
By collaborating with others, you can shortcut your growth and build your business faster—without relying solely on your own efforts.
Final Thoughts
By working backwards, you create a clear, actionable roadmap to reach your goal. More importantly, having a meaningful reason behind your target keeps you motivated to push forward. Whether it’s a new car, financial freedom, or scaling your business, reverse engineering your success makes it much more achievable.
🎯 Action Step for Today: Define a financial goal and break it down into specific actions that will get you there. Then, start implementing one of those actions today!
🔗 Don’t Miss a Post in This Business Planning Challenge!
In case you missed one of the earlier posts in this challenge, catch up here:
Click here for Day 1.
Click here for Day 2.
Click here for Day 3.
Stay tuned for Day 5, where we’ll discuss why you have to write down your business goals!
Want to learn to start taking massive action? My mentor, Connie Ragen Green has a free challenge she calls the Action Habits Challenge. And did I mention it’s FREE???
I’m online entrepreneur Richard Rawlings (Rick) Smith. Who else wants to join me in creating an online business that allows them to enjoy the lifestyle they want and deserve?