March 6, 2025 • 26 mins
In this episode, I'm taking you behind the curtain to reveal exactly how my recent five-day challenge generated over $52,000 in sales from products priced at just $25-67.
I'm sharing an unfiltered look at what actually works in my business as you'll discover:
- My complete financial breakdown—including $21K in ad spend, affiliate costs, and true profit margins
- The "Three C's" framework I use for challenges that converted 17.66% of participants
- My day-by-day content strategy that gets people results before they even see the sales pitch
- Why I create themed challenges (like my Taylor Swift "Eras Tour" theme) for memorable experiences
- The exact email and communication strategy I use to maintain 50%+ retention across all five days
If you're tired of launch strategies that sound too good to be true, this behind-the-scenes episode delivers the honest numbers and proven tactics you can actually implement.
Listen now to transform how you approach your next launch!
Links Mentioned:
The 90 second pre-roll to promote TheAdsBootcamp.com for the April '25 Live Run
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
This is Not your Average Online Marketing Podcast
, episode number 89.
And in this episode, I'm takingyou behind the scenes of our
most recent five-day challengelaunch.
So if you like the bits, thebobs, the behind the scenes, the
insights, the profits, thelosses, the revenue, the results
, this episode is for you.
So stay tuned.
(00:20):
Hey, hey, hey, not so averagemarketer, welcome to another
episode of the podcast.
Now I am so excited to sharethis with you because earlier in
the year, we actually dropped ablog post, kind of taking
people behind the scenes of oneof our best months in business,
and the feedback has just beenincredible that you guys love
(00:42):
the transparency, the honesty,the insights, the intel and just
giving you a behind the sceneslook at what is and isn't
working for us.
And so I wanted to record anepisode this week specifically
around how we have created areally profitable system that we
use to run five day challengelaunches and sell our membership
(01:03):
.
So what this episode is todayis really kind of taking you
behind the scenes of how wegenerated $52,000 in sales on
products that were 25 to 67bucks, and we'll talk more about
that breakdown in a minute.
But I want to first start bytalking really about why we love
running five-day challenges and, just for reference, we call
(01:26):
ours a bootcamp, but a challengeis really just three to five
days of like content focus,training, learning, education
and then a transition over timeto a sales period.
You know, cart open of yourdigital course, your coaching,
your service, where people canenroll for a set period of time.
And the reason that I loverunning a five-day challenge is
(01:47):
really what I call the three C'sof challenges connection,
conversion and continuity.
So, first and foremost, I'm notopposed to webinars.
I do webinars.
I think they're great and Ithink they can work really well.
But for a lot of people who aregetting started or who are
trying to sell their digitalcourses or products more
efficiently, webinars can behard because you really only get
(02:08):
45 to 60 minutes to likeliterally sell people on your
offer, right?
Whereas when I'm doing afive-day challenge, our five-day
challenge has a Facebook groupelement, it has email elements,
it has live call elements andthat allows me to really build a
connection with people.
And you know, we hear it timeand time again people don't buy
products, they buy people orthey buy from people.
(02:30):
And so there is truth to thatadage that when we support our
audience and we build aconnection with them, they're
more likely to want to buy fromus.
Which leads me to my secondpoint, which is conversion.
We just get such incredibleconversion on our challenges.
I mean, I'm always impressedwhen we get our final numbers,
(02:50):
but, for example, our mostrecent challenge that we did, we
converted over 17% 17.66 to theexact percent of people that
signed up for our five daychallenge went on to buy our
membership, and so the proof isin the numbers.
We know that when we do thesewe get really incredible results
(03:11):
, and we've had challengesconvert as high as 19%.
So we have the data to back upthat this is a really high
conversion launch methodology.
And the last C that continuityis that we kind of call it the
aftershock of a challenge.
So after I run a challengeespecially my Facebook and
(03:32):
Instagram ads for list buildingbootcamp there is like a
shockwave that kind of goesthroughout a number of different
places sort of on the internetwhere people talk about our
challenge.
Right, because if we'rebuilding a real connection with
people and they're so excitedthat they're buying our products
, guess what?
They also talk, and so afteryour challenge, people will
continue to talk about you, andso we call it like launch
(03:56):
fallout, where, for two to fourweeks after we finish our
challenge, we see an increase insales of our bootcamp
recordings.
We see an increase in sales ofour bootcamp recordings.
We see an increase in sales ofour membership.
We see an increase in peopleinquiring to work with us in our
agency side of things, and wejust continue to see that.
So I think there's so muchvalue in connection, conversion
(04:17):
and continuity, which we calllaunch fallout, that I'm such a
fan of running a five daychallenge.
And you know you might bewondering like okay, zach, this
all sounds great, but how doesthis break down, right?
So our challenge that we justran in January was the Facebook
and Instagram ads for listbuilding bootcamp, and it's
literally how to run Facebookads to grow your email list
(04:40):
consistently.
Okay, and so the way it worksis we charge $25 to join our
challenge.
Free and paid challenges bothhave pros and cons, but for this
one, I've been doing them longenough.
I've really built it up.
I've got the ads budget tospend, so we charge $25 to join.
Once you join our challenge, youcan pay another $55 to go VIP.
(05:00):
Vips get extra live calls withme that are done Zoom style so
they can ask questions.
We have a contest.
This is really cool.
When you join our bootcamp, ifyou go VIP, you get entered into
a raffle and one of our rafflewinners actually gets me to run
their ads for them for the weekof the bootcamp.
So the week of the bootcamp I'mactually running ads for
(05:23):
someone as the training.
So it's kind of like putting mymarketing chops to the test and
it's really fun incentive forour VIPs.
And then at the end of thechallenge we have our membership
, which is $67 a month.
Yes, we have an annual optionwhich people do take, but it's
cool to kind of say that, likeyou know, we did $52,000 in
(05:46):
sales on a $25 bootcamp, a $55upsell and a $67 a month
membership where some people goannual.
And so I'm going to talk aboutthe profit and the numbers a
little bit here, but I want tofirst explain that the reason I
think this bootcamp does so wellis, first and foremost, we've
really refined our content.
(06:07):
I've been running this bootcampfor a couple of years now and
I've gotten really clear on howthe content works and how to get
people results I think thebiggest thing that we hear with
webinars or challenges or anylaunch really is like oh, don't
give people too much results, orthen they won't feel like they
need you.
And I found the opposite to betrue.
When done correctly, gettingpeople intentional results can
(06:31):
lead to really incredibletransformational experiences
that make people want to buyyour next offer.
But it has to be done throughthe lens of what I call the PSP
model, which stands for problemsolution, problem.
Full disclosure.
I've heard this from a coachwho heard it from a coach.
I don't know where it originates, but the PSP model problem
solution problem is youraudience has a problem that
(06:54):
they're aware of.
You need to solve that problembefore you introduce a deeper
problem that your core offersolves.
So, for example, my audiencesays all the time like, oh, I
just want to grow my list, Iwant to grow my list and I like
to say, well, facebook adsshould be part of, like, a
launch strategy, or you shouldwant to generate sales.
But I know, because I'vestudied my audience, that they
(07:16):
say, my problem is I don't havean audience, my problem is I
don't have a list, my problem isI don't have anyone to sell to.
And so I say, okay, great, letme solve that problem.
Sps problem I don't have a list.
Solve it with Facebook ads.
New problem what do I do withall these new leads?
How do I nurture them?
How do I sell my products?
That's where our membershipcomes in, and our membership is
(07:38):
all about how to not onlyconsistently grow your email
list with ads, but how to marketto those leads, how to sell to
those leads, how to createautomations for those leads, and
so what you end up with is thisPSP problem solution problem,
and then my membership becomesthe back-end solution.
So, in terms of our challenge,here's kind of what we do.
(08:00):
On day one, we talk about how towrite copy and create it for
your ads, and this is reallyimportant.
On day two, we are actuallysetting up Facebook ads because
by day three, four and five, youwill start to lose retention.
People will stop showing upposting in the group doing the
work.
That's normal.
But we know if we can getpeople with their Facebook ads
(08:23):
up or at least know how to setthem up in the first 48 hours,
they are more likely to continueengaging in the process.
And so day three once we kindof have them do the heavy
lifting of writing copy anddesigning images for their ads.
And then we have like a lighterday and it's just a day where
we're talking about ouradvertising philosophy, which
(08:45):
I've talked about on the podcastin the past, is like this
holistic view of how advertisingworks.
Then on the fourth day we walkthrough the results that they
should be starting to get intheir ads manager and in this
case I go into the VIP winnersad account and I'm like here's
the ads we set up Tuesday,here's the results we have on
Thursday.
So I'm kind of like provingthis system works right.
(09:05):
And then the last day is kindof like wrap up next steps and
really promoting the membership.
But here's the nuance here.
On day one I talk about my offer.
I say, hey, I've got this offerfor a membership.
It's at the end of thechallenge.
I'll talk more about itthroughout, but you don't have
to worry about that today.
Let's get into the content.
(09:27):
And then on day three Iactually talk more in depth
about the membership.
On the third day I really sellthe opportunity.
I spend about five to sevenminutes telling people about the
membership.
I spend a little more time onday four and by day five, I'm
doing a full 12 to 15 minutepitch for the membership.
Why?
Because if I consistently talkabout the membership day over
(09:51):
day.
One, there's always differentpeople attending.
But two, I can kind of build onwhat I'm able to sell about the
membership, what I'm able totalk about the membership, what
I'm able to pass along thatthere's value in the membership
by building that up over time.
Right, but people know theoffer is coming from day one, so
no one feels blindsided.
(10:11):
And because in those first 48hours I have gotten them copy
creative and they potentiallyalready have ads running,
everything now feels like gravy,right?
Everything that I'm doing atthis point is just here's the
continued benefit of goingthrough the challenge, right?
So the way that we positionthat, I love that so much
(10:33):
because people are alreadygetting results before they even
hear about the membership orthey already see the potential
to get results.
And if they're not gettingresults, guess what?
We have a Facebook communitywhere other people are posting.
My ads are live, I'm gettingresults, I'm getting leads, and
so as we're selling our offer,we're actually getting bootcamp
challenge wins posted in ourcommunity.
(10:56):
That's amplifying the value ofeverything we offer going
forward.
So that's kind of the structureof our five day challenge in
terms of like content, in termsof price points.
But here's what you probablywant to know, right?
Like, what is what is thisactually shake out to Zach?
Like how, what, what, what,what are you, what are you
really getting at here, right?
(11:17):
So first things first.
Our top line revenue for thebootcamp is $52,251.
And that includes bootcampsales, vip sales and membership
sales, including annual.
That's cash collected.
Okay, advertising, we spentabout $21,000, $21,048.79 to be
(11:44):
exact, but I'm going to roundsome of these numbers so as not
to make you go cross-eyed withthe dollars and cents.
But in total, our profit was$21,021.05.
Okay, because we had somemiscellaneous expenses.
I'm going to talk about some ofthose but in total, we ended up
(12:04):
adding $4,000 a month inrecurring revenue to our
membership.
Every month in monthlysubscriptions, we ended up
adding about $2,700 in six-monthsemi-annual subscriptions.
And we also had an incredibletake rate on our annual
membership.
We have 36 of 107 people whojoined the membership go annual,
(12:29):
which was just over 33%.
So essentially one in threepeople also opted to go annual.
Now I want to point out thatthe reason I think that happened
is that we do a small annualincentive in our launch.
It's like if you go annual, youget a bonus and people were
really excited about that bonus.
The other thing that peoplealways wonder is, like, okay, so
(12:50):
you spent 21,000 on ads, youmade 21,000 in profit.
Where's that missing?
Kind of like $10,000.
And there's a few differentplaces that that went, to be
honest.
Number one is we haveaffiliates.
So part of this over time notfrom the jump, but over time
(13:10):
evolved to where our bootcamplike people want to share it
right, and so we incentivize ouraffiliates to share the
bootcamp by giving them 100% ofthe $25 sale, which I think is
really fun, because we don'tmake money on the $25.
We make money on the membershipand the recurring subscriptions
.
So why not just give myaffiliates a hundred percent of
the front end revenue?
(13:31):
We also send out physicalmailers to people who join our
bootcamp.
We send out like a littlepostcard, and so we spent around
$500 on postcards.
We spent a decent amount onaffiliates.
I'm pulling that exact numberfor you.
For the bootcamp alone, we didover $4,600 in affiliate sales.
(13:54):
And then we do other things.
We have transcriptions forevery day that we pay for.
We give away prizes in ourchallenge, which I'm going to
talk about in a little bit.
We have support staff that wehire exclusively to help us
maintain the Facebook communityand do reviews of copywriting.
We also give away prizes to ouraffiliates.
So there definitely are costsassociated with this, but we now
(14:16):
have new recurring revenue.
People geeked up about us,talking about us and, like I
said, we also see an influx insales after this, right.
So this 52,000 does not includethat, that launch shock wave,
that that launch fallout, thatcontinuity of people who have
bought two or three weeks.
After, for two to four weeks,we see a bump in all of our
sales, and that's not evenaccounted for in these numbers,
(14:39):
right.
So there's just some reallycool stuff happening.
In terms of the total affiliatecommissions, we did pay just
over 5,600 in total affiliatecommissions, and we just love
doing that.
It's so fun, and so we estimatethat in about six months, our
profit will actually be over$42,000 as a result of
(15:03):
everything we've done, which isreally, really cool.
So I think it's important totalk about what I call like the
bits and bobs of the challenge,like the little nuanced things
that we don't necessarily liketo think about, but they're
really, really powerful.
And the first one is that whenwe do our challenges, we do a
theme, and y'all, when I do atheme, I do a theme.
(15:27):
So our theme, this bootcamp,was in our list growth era
because the Taylor Swift era'stour has just ended, at the end
of 2024.
And if you don't know now, youknow I am a Swifty to my core.
Let that sink in to my core.
And so I just I'm alwayslistening to Taylor Swift.
(15:50):
I love Taylor Swift and with itbeing the end of the era, I was
like, oh, it'd be so fun tojust lean into that for our, our
bootcamp.
And so I did all.
I did all kinds of crazy stuff,but the one thing I want to
talk about a couple things Iwant to talk about One is that I
bought like Taylor Swift is bigon friendship bracelets from
the heirs tour and I boughtfriendship bracelets and put
(16:11):
them up in the background likethese giant friendship bracelets
.
That said, in our list growthera I got a giant cutout of,
like a life-size cutout, fivefoot tall cutout of Taylor Swift
.
That sat next to me on the Zoomcalls and this is so unhinged,
but I did it and I have noregrets In the opening of the
(16:34):
concert that she did.
There's like a movie version ofthe concert and I took the
first like 90 seconds to twominutes of the concert intro and
I had a video editor transposemy face onto Taylor Swift and it
was like, really it wasn't, itwas bad on purpose, like this is
not the video editor's fault.
They were amazing.
They did exactly what I wanted.
(16:55):
If you guys remember jib jabfrom like the early 2000s, where
you would literally paste yourface, like just paste a static
version of your face on someoneelse's body.
We did that for the first twominutes of the tour and that's
how I started our first livetraining.
I was like the training will bestarting soon and I, you know
Taylor Swift comes out of thestage and it's my face on her
(17:17):
head.
I turn off the video, turn onmy camera, the life size cutout
is there, the friendshipbracelets are in the back and
y'all people just loved it.
Not because it was Taylor Swift,though that maybe had something
to do with it, but I reallywant to get down to the core of
this, which is like I wasshowcasing who I am.
I was having fun, I was keepingit entertaining, I was having a
(17:38):
good time and so I think peoplereally like you know there's
nothing how do I say this?
There's nothing, there'snothing special about Facebook
and Instagram ads like as atopic anymore.
You know what I mean.
Like you can go learn themanywhere, you can Google it, you
can YouTube it.
But like we kind of put on alittle show and we make it
(17:58):
unique and fun and I showcase mypersonality and the Swifties in
the audience have fun and thenon Swifties there's always one
or two who by the end of theweek, are like I'm a Swifty now,
like this is great, you know,and the goal is not to become a
Swifty convert.
The goal is that you get toshowcase your personality, and
so it's not always Taylor Swiftthemed, though when we did
(18:19):
before, this was actually thetheme was just you guys.
The theme was just cats likeliterally like cats, right, and
so we had like paw prints on alot of our images that we put in
the Facebook group and I boughtcat clip art and we gave away
cat themed prizes, because we doprizes on days two, three, four
and five.
If you show up and do the work,you're entered to win a prize
(18:40):
on days two, three, four andfive.
If you show up and do the work,you're entered to win a prize.
And then, at the end of 2023,we did the iconic things of 2023
.
We gave away Barbie themedbecause Barbie was big that year
, stanley cups because Stanleywas really big that year.
The thing is it doesn't have tobe this elaborate show.
That's what it's grown into forus, because I've really like
(19:03):
leaned into this like fun sideof it.
But the thing is it should justbe like showcasing your
personality, and I think thathaving a theme in your challenge
is so underutilized, underratedand creates such a good time
for everybody, right, because ifyou're having fun, guess what
Other people are going to havefun too, right?
(19:25):
So that's one thing that I justthink we haven't talked enough
about that publicly is that thetheme has made a world of
difference in our challenges.
The other thing I wanted totalk about was that we get help,
and I also think that this issomething that not enough people
talk about.
On day one of our challenge, wehave everyone can submit their
(19:47):
copy to go with their Facebookads and we like review it.
But after I did the firstchallenge with like like 300
people in there.
I was like this is intense.
Editing 100 hundred pieces ofcopy is intense and don't get me
wrong, it's intense no matterwhat.
But we now kind of not kind ofwe do.
(20:07):
We solicit help.
I hire a copywriter for theweek of the challenge to come in
and review all the copy with me, and I have a operations
manager, jessica Shout out toJessica if you're listening.
She is because she edits someof these notes for me.
But you know we have our opsmanager on the calls and they
(20:31):
are watching the room andanswering questions and dropping
support links and responding tosupport inquiries.
And then you know there's merunning the content and the
trainings and posting in thegroup and engaging with people.
I you don't have to start there,you don't need to start with a
team of multiple people to runyour challenge, but as your
challenges and webinars and bootcamps and whatever you use to
launch I know this is achallenge podcast, but I don't
(20:53):
care how you're launching.
As you grow, you need supportand I think that was something
that worked really well for us.
The other thing is we doubleddown on ad spend.
I mean, we spent almost, notalmost.
We spent over $20,000 onFacebook ads to get people into
not only the challenge but alsointo our membership.
And I think this is the otherthing that I know people know
(21:15):
but they don't do enough.
And I know that because we haveour membership and I see people
do it.
They're like I'm just going torun ads to get people to my
challenge, but then after thechallenge, you have all these
engaged people.
Because you have that three C'sthe connection, the conversion,
the continuity.
(21:36):
Don't miss the opportunity toretarget those people.
We see massive success byretargeting people in our
challenges.
And then the last thing is wereally use email and live and
Facebook group to create thiskind of trifecta of connection
engagement.
I think when I do my challenges,to be honest and I'm not
somebody who really stressesabout sending too many emails I
always find myself being like ah, is this too many emails,
(21:57):
because we do a morning andafternoon and an evening email.
And by day three I'm like, ah,is this too many emails, cause
we do a morning and afternoonand an evening email.
And, you know, by day three I'mlike, ah, I feel like we're
sending so many emails and I'msomeone who's always like send
another email, but I know thatthose emails, combined with the
Facebook group posts, combinedwith the live calls that we're
doing, get people to show up.
And I know they get people toshow up because we track inside
(22:19):
of our challenges our retention,get people to show up because
we track inside of ourchallenges our retention.
And you know we retain from dayone to day five.
Over 50% of people who were onday one will make it to day five
.
We retain.
Just to clarify, from day one wehad in this particular
challenge we had 278 people onon the first day, 144 on the
(22:40):
last day, which means over fivedays.
One out of two people willcontinue with us, which is
really phenomenal for five daychallenge retention.
So again, I just think there'sso much value to send the email,
post in the group, engage withyour community and stay
connected to your people.
So, yeah, I hope you've gottenvalue from this episode.
(23:01):
I'm just such a fan of likegiving you the numbers, giving
you the intel, telling you whathappened, how much we spent,
where the money goes, what itlooks like, what's involved in
running a five-day challenge.
Now I do wanna tell you that weare gonna be very soon promoting
the Challenge Launch Engine,which is our signature program
on how to run your ownprofitable five-day challenge
(23:23):
bootcamp style launch.
Now, if you want to be thefirst to know when we open the
doors to that, you're going towant to go to
thechallengelaunchenginecomAgain, that's
thechallengelaunchenginecom andget your name on the wait list.
We're going to be sure to letyou know as soon as it opens.
We want you to get first dibs.
We want to support you ingetting incredible results with
(23:45):
your challenge and, yeah, wewould love to see you on that
list and we'd love to see you inthe training.
Now, if you enjoyed this episode, as always, don't hesitate to
hop over to Instagram and DM meat Zach Spuckler.
We'll also have that linked upwith the show notes over at
heartsoulhustlecom.
Forward slashN Y A P 0 8, 9.
(24:07):
Again, that'sheartsoulhustlecom.
Forward slash N Y A P 0 8 9 fornot your average podcast
episode number 89.
We'll link up that wait list.
We'll link up my Instagram,we'll link up all the good stuff
that we always link up and Ijust hope you got value from
this.
I think transparency in theindustry is more important than
(24:29):
ever and I hope that you knowsharing that like yeah, we had
this massive you know subjective, massive 50k launch as a low
ticket offer, but we createdcontinuity and there were costs.
Right, there's continuity andthat's where our revenue comes
from.
And there's definitely costs.
You know we're around 50 to 60%expenses on this launch, but
(24:49):
we'll see and continue to reapthe benefits of it ongoing and
so I just think there's so muchvalue in this conversation I'm
going to stop rambling.
I hope you have an incrediblerest of your day, week, month,
year and until next time, staynot.
This is Not your Average Online Marketing Podcast
, episode number 89.
And in this episode, I'm takingyou behind the scenes of our
most recent five-day challengelaunch.
So if you like the bits, thebobs, the behind the scenes, the
insights, the profits, thelosses, the revenue, the results
, this episode is for you.
So stay tuned.
(00:20):
Hey, hey, hey, not so averagemarketer, welcome to another
episode of the podcast.
Now I am so excited to sharethis with you because earlier in
the year, we actually dropped ablog post, kind of taking
people behind the scenes of oneof our best months in business,
and the feedback has just beenincredible that you guys love
(00:42):
the transparency, the honesty,the insights, the intel and just
giving you a behind the sceneslook at what is and isn't
working for us.
And so I wanted to record anepisode this week specifically
around how we have created areally profitable system that we
use to run five day challengelaunches and sell our membership
(01:03):
.
So what this episode is todayis really kind of taking you
behind the scenes of how wegenerated $52,000 in sales on
products that were 25 to 67bucks, and we'll talk more about
that breakdown in a minute.
But I want to first start bytalking really about why we love
running five-day challenges and, just for reference, we call
(01:26):
ours a bootcamp, but a challengeis really just three to five
days of like content focus,training, learning, education
and then a transition over timeto a sales period.
You know, cart open of yourdigital course, your coaching,
your service, where people canenroll for a set period of time.
And the reason that I loverunning a five-day challenge is
(01:47):
really what I call the three C'sof challenges connection,
conversion and continuity.
So, first and foremost, I'm notopposed to webinars.
I do webinars.
I think they're great and Ithink they can work really well.
But for a lot of people who aregetting started or who are
trying to sell their digitalcourses or products more
efficiently, webinars can behard because you really only get
(02:08):
45 to 60 minutes to likeliterally sell people on your
offer, right?
Whereas when I'm doing afive-day challenge, our five-day
challenge has a Facebook groupelement, it has email elements,
it has live call elements andthat allows me to really build a
connection with people.
And you know, we hear it timeand time again people don't buy
products, they buy people orthey buy from people.
(02:30):
And so there is truth to thatadage that when we support our
audience and we build aconnection with them, they're
more likely to want to buy fromus.
Which leads me to my secondpoint, which is conversion.
We just get such incredibleconversion on our challenges.
I mean, I'm always impressedwhen we get our final numbers,
(02:50):
but, for example, our mostrecent challenge that we did, we
converted over 17% 17.66 to theexact percent of people that
signed up for our five daychallenge went on to buy our
membership, and so the proof isin the numbers.
We know that when we do thesewe get really incredible results
(03:11):
, and we've had challengesconvert as high as 19%.
So we have the data to back upthat this is a really high
conversion launch methodology.
And the last C that continuityis that we kind of call it the
aftershock of a challenge.
So after I run a challengeespecially my Facebook and
(03:32):
Instagram ads for list buildingbootcamp there is like a
shockwave that kind of goesthroughout a number of different
places sort of on the internetwhere people talk about our
challenge.
Right, because if we'rebuilding a real connection with
people and they're so excitedthat they're buying our products
, guess what?
They also talk, and so afteryour challenge, people will
continue to talk about you, andso we call it like launch
(03:56):
fallout, where, for two to fourweeks after we finish our
challenge, we see an increase insales of our bootcamp
recordings.
We see an increase in sales ofour bootcamp recordings.
We see an increase in sales ofour membership.
We see an increase in peopleinquiring to work with us in our
agency side of things, and wejust continue to see that.
So I think there's so muchvalue in connection, conversion
(04:17):
and continuity, which we calllaunch fallout, that I'm such a
fan of running a five daychallenge.
And you know you might bewondering like okay, zach, this
all sounds great, but how doesthis break down, right?
So our challenge that we justran in January was the Facebook
and Instagram ads for listbuilding bootcamp, and it's
literally how to run Facebookads to grow your email list
(04:40):
consistently.
Okay, and so the way it worksis we charge $25 to join our
challenge.
Free and paid challenges bothhave pros and cons, but for this
one, I've been doing them longenough.
I've really built it up.
I've got the ads budget tospend, so we charge $25 to join.
Once you join our challenge, youcan pay another $55 to go VIP.
(05:00):
Vips get extra live calls withme that are done Zoom style so
they can ask questions.
We have a contest.
This is really cool.
When you join our bootcamp, ifyou go VIP, you get entered into
a raffle and one of our rafflewinners actually gets me to run
their ads for them for the weekof the bootcamp.
So the week of the bootcamp I'mactually running ads for
(05:23):
someone as the training.
So it's kind of like putting mymarketing chops to the test and
it's really fun incentive forour VIPs.
And then at the end of thechallenge we have our membership
, which is $67 a month.
Yes, we have an annual optionwhich people do take, but it's
cool to kind of say that, likeyou know, we did $52,000 in
(05:46):
sales on a $25 bootcamp, a $55upsell and a $67 a month
membership where some people goannual.
And so I'm going to talk aboutthe profit and the numbers a
little bit here, but I want tofirst explain that the reason I
think this bootcamp does so wellis, first and foremost, we've
really refined our content.
(06:07):
I've been running this bootcampfor a couple of years now and
I've gotten really clear on howthe content works and how to get
people results I think thebiggest thing that we hear with
webinars or challenges or anylaunch really is like oh, don't
give people too much results, orthen they won't feel like they
need you.
And I found the opposite to betrue.
When done correctly, gettingpeople intentional results can
(06:31):
lead to really incredibletransformational experiences
that make people want to buyyour next offer.
But it has to be done throughthe lens of what I call the PSP
model, which stands for problemsolution, problem.
Full disclosure.
I've heard this from a coachwho heard it from a coach.
I don't know where it originates, but the PSP model problem
solution problem is youraudience has a problem that
(06:54):
they're aware of.
You need to solve that problembefore you introduce a deeper
problem that your core offersolves.
So, for example, my audiencesays all the time like, oh, I
just want to grow my list, Iwant to grow my list and I like
to say, well, facebook adsshould be part of, like, a
launch strategy, or you shouldwant to generate sales.
But I know, because I'vestudied my audience, that they
(07:16):
say, my problem is I don't havean audience, my problem is I
don't have a list, my problem isI don't have anyone to sell to.
And so I say, okay, great, letme solve that problem.
Sps problem I don't have a list.
Solve it with Facebook ads.
New problem what do I do withall these new leads?
How do I nurture them?
How do I sell my products?
That's where our membershipcomes in, and our membership is
(07:38):
all about how to not onlyconsistently grow your email
list with ads, but how to marketto those leads, how to sell to
those leads, how to createautomations for those leads, and
so what you end up with is thisPSP problem solution problem,
and then my membership becomesthe back-end solution.
So, in terms of our challenge,here's kind of what we do.
(08:00):
On day one, we talk about how towrite copy and create it for
your ads, and this is reallyimportant.
On day two, we are actuallysetting up Facebook ads because
by day three, four and five, youwill start to lose retention.
People will stop showing upposting in the group doing the
work.
That's normal.
But we know if we can getpeople with their Facebook ads
(08:23):
up or at least know how to setthem up in the first 48 hours,
they are more likely to continueengaging in the process.
And so day three once we kindof have them do the heavy
lifting of writing copy anddesigning images for their ads.
And then we have like a lighterday and it's just a day where
we're talking about ouradvertising philosophy, which
(08:45):
I've talked about on the podcastin the past, is like this
holistic view of how advertisingworks.
Then on the fourth day we walkthrough the results that they
should be starting to get intheir ads manager and in this
case I go into the VIP winnersad account and I'm like here's
the ads we set up Tuesday,here's the results we have on
Thursday.
So I'm kind of like provingthis system works right.
(09:05):
And then the last day is kindof like wrap up next steps and
really promoting the membership.
But here's the nuance here.
On day one I talk about my offer.
I say, hey, I've got this offerfor a membership.
It's at the end of thechallenge.
I'll talk more about itthroughout, but you don't have
to worry about that today.
Let's get into the content.
(09:27):
And then on day three Iactually talk more in depth
about the membership.
On the third day I really sellthe opportunity.
I spend about five to sevenminutes telling people about the
membership.
I spend a little more time onday four and by day five, I'm
doing a full 12 to 15 minutepitch for the membership.
Why?
Because if I consistently talkabout the membership day over
(09:51):
day.
One, there's always differentpeople attending.
But two, I can kind of build onwhat I'm able to sell about the
membership, what I'm able totalk about the membership, what
I'm able to pass along thatthere's value in the membership
by building that up over time.
Right, but people know theoffer is coming from day one, so
no one feels blindsided.
(10:11):
And because in those first 48hours I have gotten them copy
creative and they potentiallyalready have ads running,
everything now feels like gravy,right?
Everything that I'm doing atthis point is just here's the
continued benefit of goingthrough the challenge, right?
So the way that we positionthat, I love that so much
(10:33):
because people are alreadygetting results before they even
hear about the membership orthey already see the potential
to get results.
And if they're not gettingresults, guess what?
We have a Facebook communitywhere other people are posting.
My ads are live, I'm gettingresults, I'm getting leads, and
so as we're selling our offer,we're actually getting bootcamp
challenge wins posted in ourcommunity.
(10:56):
That's amplifying the value ofeverything we offer going
forward.
So that's kind of the structureof our five day challenge in
terms of like content, in termsof price points.
But here's what you probablywant to know, right?
Like, what is what is thisactually shake out to Zach?
Like how, what, what, what,what are you, what are you
really getting at here, right?
(11:17):
So first things first.
Our top line revenue for thebootcamp is $52,251.
And that includes bootcampsales, vip sales and membership
sales, including annual.
That's cash collected.
Okay, advertising, we spentabout $21,000, $21,048.79 to be
(11:44):
exact, but I'm going to roundsome of these numbers so as not
to make you go cross-eyed withthe dollars and cents.
But in total, our profit was$21,021.05.
Okay, because we had somemiscellaneous expenses.
I'm going to talk about some ofthose but in total, we ended up
(12:04):
adding $4,000 a month inrecurring revenue to our
membership.
Every month in monthlysubscriptions, we ended up
adding about $2,700 in six-monthsemi-annual subscriptions.
And we also had an incredibletake rate on our annual
membership.
We have 36 of 107 people whojoined the membership go annual,
(12:29):
which was just over 33%.
So essentially one in threepeople also opted to go annual.
Now I want to point out thatthe reason I think that happened
is that we do a small annualincentive in our launch.
It's like if you go annual, youget a bonus and people were
really excited about that bonus.
The other thing that peoplealways wonder is, like, okay, so
(12:50):
you spent 21,000 on ads, youmade 21,000 in profit.
Where's that missing?
Kind of like $10,000.
And there's a few differentplaces that that went, to be
honest.
Number one is we haveaffiliates.
So part of this over time notfrom the jump, but over time
(13:10):
evolved to where our bootcamplike people want to share it
right, and so we incentivize ouraffiliates to share the
bootcamp by giving them 100% ofthe $25 sale, which I think is
really fun, because we don'tmake money on the $25.
We make money on the membershipand the recurring subscriptions
.
So why not just give myaffiliates a hundred percent of
the front end revenue?
(13:31):
We also send out physicalmailers to people who join our
bootcamp.
We send out like a littlepostcard, and so we spent around
$500 on postcards.
We spent a decent amount onaffiliates.
I'm pulling that exact numberfor you.
For the bootcamp alone, we didover $4,600 in affiliate sales.
(13:54):
And then we do other things.
We have transcriptions forevery day that we pay for.
We give away prizes in ourchallenge, which I'm going to
talk about in a little bit.
We have support staff that wehire exclusively to help us
maintain the Facebook communityand do reviews of copywriting.
We also give away prizes to ouraffiliates.
So there definitely are costsassociated with this, but we now
(14:16):
have new recurring revenue.
People geeked up about us,talking about us and, like I
said, we also see an influx insales after this, right.
So this 52,000 does not includethat, that launch shock wave,
that that launch fallout, thatcontinuity of people who have
bought two or three weeks.
After, for two to four weeks,we see a bump in all of our
sales, and that's not evenaccounted for in these numbers,
(14:39):
right.
So there's just some reallycool stuff happening.
In terms of the total affiliatecommissions, we did pay just
over 5,600 in total affiliatecommissions, and we just love
doing that.
It's so fun, and so we estimatethat in about six months, our
profit will actually be over$42,000 as a result of
(15:03):
everything we've done, which isreally, really cool.
So I think it's important totalk about what I call like the
bits and bobs of the challenge,like the little nuanced things
that we don't necessarily liketo think about, but they're
really, really powerful.
And the first one is that whenwe do our challenges, we do a
theme, and y'all, when I do atheme, I do a theme.
(15:27):
So our theme, this bootcamp,was in our list growth era
because the Taylor Swift era'stour has just ended, at the end
of 2024.
And if you don't know now, youknow I am a Swifty to my core.
Let that sink in to my core.
And so I just I'm alwayslistening to Taylor Swift.
(15:50):
I love Taylor Swift and with itbeing the end of the era, I was
like, oh, it'd be so fun tojust lean into that for our, our
bootcamp.
And so I did all.
I did all kinds of crazy stuff,but the one thing I want to
talk about a couple things Iwant to talk about One is that I
bought like Taylor Swift is bigon friendship bracelets from
the heirs tour and I boughtfriendship bracelets and put
(16:11):
them up in the background likethese giant friendship bracelets
.
That said, in our list growthera I got a giant cutout of,
like a life-size cutout, fivefoot tall cutout of Taylor Swift
.
That sat next to me on the Zoomcalls and this is so unhinged,
but I did it and I have noregrets In the opening of the
(16:34):
concert that she did.
There's like a movie version ofthe concert and I took the
first like 90 seconds to twominutes of the concert intro and
I had a video editor transposemy face onto Taylor Swift and it
was like, really it wasn't, itwas bad on purpose, like this is
not the video editor's fault.
They were amazing.
They did exactly what I wanted.
(16:55):
If you guys remember jib jabfrom like the early 2000s, where
you would literally paste yourface, like just paste a static
version of your face on someoneelse's body.
We did that for the first twominutes of the tour and that's
how I started our first livetraining.
I was like the training will bestarting soon and I, you know
Taylor Swift comes out of thestage and it's my face on her
(17:17):
head.
I turn off the video, turn onmy camera, the life size cutout
is there, the friendshipbracelets are in the back and
y'all people just loved it.
Not because it was Taylor Swift,though that maybe had something
to do with it, but I reallywant to get down to the core of
this, which is like I wasshowcasing who I am.
I was having fun, I was keepingit entertaining, I was having a
(17:38):
good time and so I think peoplereally like you know there's
nothing how do I say this?
There's nothing, there'snothing special about Facebook
and Instagram ads like as atopic anymore.
You know what I mean.
Like you can go learn themanywhere, you can Google it, you
can YouTube it.
But like we kind of put on alittle show and we make it
(17:58):
unique and fun and I showcase mypersonality and the Swifties in
the audience have fun and thenon Swifties there's always one
or two who by the end of theweek, are like I'm a Swifty now,
like this is great, you know,and the goal is not to become a
Swifty convert.
The goal is that you get toshowcase your personality, and
so it's not always Taylor Swiftthemed, though when we did
(18:19):
before, this was actually thetheme was just you guys.
The theme was just cats likeliterally like cats, right, and
so we had like paw prints on alot of our images that we put in
the Facebook group and I boughtcat clip art and we gave away
cat themed prizes, because we doprizes on days two, three, four
and five.
If you show up and do the work,you're entered to win a prize
(18:40):
on days two, three, four andfive.
If you show up and do the work,you're entered to win a prize.
And then, at the end of 2023,we did the iconic things of 2023
.
We gave away Barbie themedbecause Barbie was big that year
, stanley cups because Stanleywas really big that year.
The thing is it doesn't have tobe this elaborate show.
That's what it's grown into forus, because I've really like
(19:03):
leaned into this like fun sideof it.
But the thing is it should justbe like showcasing your
personality, and I think thathaving a theme in your challenge
is so underutilized, underratedand creates such a good time
for everybody, right, because ifyou're having fun, guess what
Other people are going to havefun too, right?
(19:25):
So that's one thing that I justthink we haven't talked enough
about that publicly is that thetheme has made a world of
difference in our challenges.
The other thing I wanted totalk about was that we get help,
and I also think that this issomething that not enough people
talk about.
On day one of our challenge, wehave everyone can submit their
(19:47):
copy to go with their Facebookads and we like review it.
But after I did the firstchallenge with like like 300
people in there.
I was like this is intense.
Editing 100 hundred pieces ofcopy is intense and don't get me
wrong, it's intense no matterwhat.
But we now kind of not kind ofwe do.
(20:07):
We solicit help.
I hire a copywriter for theweek of the challenge to come in
and review all the copy with me, and I have a operations
manager, jessica Shout out toJessica if you're listening.
She is because she edits someof these notes for me.
But you know we have our opsmanager on the calls and they
(20:31):
are watching the room andanswering questions and dropping
support links and responding tosupport inquiries.
And then you know there's merunning the content and the
trainings and posting in thegroup and engaging with people.
I you don't have to start there,you don't need to start with a
team of multiple people to runyour challenge, but as your
challenges and webinars and bootcamps and whatever you use to
launch I know this is achallenge podcast, but I don't
(20:53):
care how you're launching.
As you grow, you need supportand I think that was something
that worked really well for us.
The other thing is we doubleddown on ad spend.
I mean, we spent almost, notalmost.
We spent over $20,000 onFacebook ads to get people into
not only the challenge but alsointo our membership.
And I think this is the otherthing that I know people know
(21:15):
but they don't do enough.
And I know that because we haveour membership and I see people
do it.
They're like I'm just going torun ads to get people to my
challenge, but then after thechallenge, you have all these
engaged people.
Because you have that three C'sthe connection, the conversion,
the continuity.
(21:36):
Don't miss the opportunity toretarget those people.
We see massive success byretargeting people in our
challenges.
And then the last thing is wereally use email and live and
Facebook group to create thiskind of trifecta of connection
engagement.
I think when I do my challenges,to be honest and I'm not
somebody who really stressesabout sending too many emails I
always find myself being like ah, is this too many emails,
(21:57):
because we do a morning andafternoon and an evening email.
And by day three I'm like, ah,is this too many emails, cause
we do a morning and afternoonand an evening email.
And, you know, by day three I'mlike, ah, I feel like we're
sending so many emails and I'msomeone who's always like send
another email, but I know thatthose emails, combined with the
Facebook group posts, combinedwith the live calls that we're
doing, get people to show up.
And I know they get people toshow up because we track inside
(22:19):
of our challenges our retention,get people to show up because
we track inside of ourchallenges our retention.
And you know we retain from dayone to day five.
Over 50% of people who were onday one will make it to day five
.
We retain.
Just to clarify, from day one wehad in this particular
challenge we had 278 people onon the first day, 144 on the
(22:40):
last day, which means over fivedays.
One out of two people willcontinue with us, which is
really phenomenal for five daychallenge retention.
So again, I just think there'sso much value to send the email,
post in the group, engage withyour community and stay
connected to your people.
So, yeah, I hope you've gottenvalue from this episode.
(23:01):
I'm just such a fan of likegiving you the numbers, giving
you the intel, telling you whathappened, how much we spent,
where the money goes, what itlooks like, what's involved in
running a five-day challenge.
Now I do wanna tell you that weare gonna be very soon promoting
the Challenge Launch Engine,which is our signature program
on how to run your ownprofitable five-day challenge
(23:23):
bootcamp style launch.
Now, if you want to be thefirst to know when we open the
doors to that, you're going towant to go to
thechallengelaunchenginecomAgain, that's
thechallengelaunchenginecom andget your name on the wait list.
We're going to be sure to letyou know as soon as it opens.
We want you to get first dibs.
We want to support you ingetting incredible results with
(23:45):
your challenge and, yeah, wewould love to see you on that
list and we'd love to see you inthe training.
Now, if you enjoyed this episode, as always, don't hesitate to
hop over to Instagram and DM meat Zach Spuckler.
We'll also have that linked upwith the show notes over at
heartsoulhustlecom.
Forward slashN Y A P 0 8, 9.
(24:07):
Again, that'sheartsoulhustlecom.
Forward slash N Y A P 0 8 9 fornot your average podcast
episode number 89.
We'll link up that wait list.
We'll link up my Instagram,we'll link up all the good stuff
that we always link up and Ijust hope you got value from
this.
I think transparency in theindustry is more important than
(24:29):
ever and I hope that you knowsharing that like yeah, we had
this massive you know subjective, massive 50k launch as a low
ticket offer, but we createdcontinuity and there were costs.
Right, there's continuity andthat's where our revenue comes
from.
And there's definitely costs.
You know we're around 50 to 60%expenses on this launch, but
(24:49):
we'll see and continue to reapthe benefits of it ongoing and
so I just think there's so muchvalue in this conversation I'm
going to stop rambling.
I hope you have an incrediblerest of your day, week, month,
year and until next time, staynot.
Popular Podcasts
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.