1 session inside Boa
Laura Higgins
Founder and Business Coach, My Business Playbook
Laura Higgins is an Australian scale coach and advisor who works largely with creative entrepreneurs, helping them build businesses to six and seven figures. She started a social media agency at 23 in 2017 and later moved into coaching, tripling her own revenue from $40K-$50K a month to $100K-$120K a month in about three months during 2023. She is also a speaker and hosts the podcast My Business Playbook.
The session
What Laura teaches
Find the actual constraint before you buy more leads
Laura's example: you feel short on clients and immediately decide you need more leads. Break the customer journey and funnel into numbers first. You may find that lifting conversion by 10 percent puts you exactly on your goal, so the fix is conversion, not traffic. Solving the wrong problem keeps you busy without moving the needle.
From Laura Higgins: sell by serving, and find your real constraint →Make the sales call about them, not you
Laura's rule: when you make it about you, you are selling. When you make it about them, you are serving. She opens with "what is the big problem for you right now, how can I help?" Her analogy is someone struggling with grocery bags and a baby on their hip. Offering to carry a bag is not pushy, it is what a decent human does.
From Laura Higgins: sell by serving, and find your real constraint →Aim for a 6 or 8 out of 10 close rate, not 10
Laura says a 100 percent conversion rate means you are either not niche enough or not expensive enough. She wants people to push back on price and to occasionally say it is not the right fit. She also tells prospects when she is not the right fit for them. Rejection is part of the process, not a signal you are bad at selling.
From Laura Higgins: sell by serving, and find your real constraint →Ask two questions at the top of every sales call
After a short intro Laura asks: why are we having this conversation now, and why did you reach out to me? The first surfaces urgency, so when the "timing isn't right" objection appears later you can say "here's what you told me earlier, is that still true?" The second gets them articulating why they chose you over a competitor, which means they sell themselves on you.
From Laura Higgins: sell by serving, and find your real constraint →
Watch the full sessioninside Boa.
Session notes are free. The recordings, the live advisories and the founders in the room are for members.