How to get sales flowing when they feel stuck

Running a business is never as smooth as the highlight reel makes it look. Between juggling childcare, unexpected interruptions (yes, even helicopters mid-recording this week), and the relentless need to show up for your customers, it can feel like there’s barely time to breathe let alone figure out how to build reliable revenue.

Earlier this year, I realised something important.

My business model at the time relied heavily on launching: showing up, creating something new, and selling it over and over. Fun? Yes. I know it’s not the thing to say but I love launching. Sustainable with a young family? Absolutely not. 

Starting from zero revenue every month is an uphill battle and whilst I wasn’t starting at zero I knew that if I could lock-in more revenue then I’d be able to have more fun and do more ad-hoc training and share educational social content to really help people.

That’s when I set myself a challenge: to create more monthly recurring revenue (MRR). I’ve documented it over on YouTube, and other people are now joining in too. You can find video one here: A big business shift which is changing everything

The Myth About Recurring Revenue

Before I share more about the challenge I need to rewind a little.

A lot of business owners think that recurring revenue only comes from subscriptions or memberships. But that’s not true.

Take my Luxe Bundles as an example. Customers can spread the cost of legal templates over five monthly payments. That’s a reliable stream of income, often more secure than a monthly membership where people can cancel anytime.

People also think that a “membership” is the only way to add monthly value and they don’t want to create something new every month and so they discount it. But what if you looked at your offerings more as a “subscription”. What support can people get from you every month that doesn’t require you to create new content or resources every month? Whilst I call the Get Legit Hub a membership, it’s really a subscription that people join to get access to me and ask me questions in our weekly Q&As or in our contract clinics, where we go over your contracts line by line.

So, if you’ve written off recurring revenue because you don’t want to run a membership, think again. Flexible payment plans and structured offers can give you the same, if not greater, monthly consistency in your revenue..

When Sales Stall: What to Do

Since starting this challenge in February, I’ve seen a 9% increase in recurring revenue. Brilliant, right? But it hasn’t been a straight line. There have been peaks and troughs, moments when it felt like nothing was working.

That’s what I want to share with you today: how to move forward when sales feel stuck.

1. Review Your Offer

When things slow down, the first place to look is your offer itself. Break it down into three parts:

• Onboarding: Is it smooth, simple, and clear? Many memberships (and digital products) fail not because they’re bad, but because they overwhelm new customers. Keep it simple, give people a clear path, and guide them through step by step.
  
  
• Quick Wins: Can your customers get results fast? A small win and success for your customer early on makes people think, “Yes, this was worth it!” and builds trust in you.
  
  
• Actual Results: Are you truly getting people from A to B in the way you promise? Sometimes churn (members coming and going) happens because you’ve done your job too well, customers got the result and don’t need you anymore. That’s not a failure, but it does mean you’ll need to keep refreshing your pipeline.
  
  

In my own business, I reworked our onboarding for the Get Legit Hub membership. New members now get a legal audit and a step-by-step roadmap so they know exactly where they are and what to tackle next. Clarity builds confidence, and when people have clarity on the legal issues that their business is facing they can move forwards at a pace that suits them.

2. Fix Your Marketing

If your offer is solid, the next issue is usually marketing. And problems tend to fall into one of two categories:

• You’re not actually marketing enough.
  Are you showing up regularly on social? Emailing your list? Talking about your offer consistently? Sales come from visibility, and many founders quietly stop selling when confidence dips.
  
  
• Your marketing isn’t clear.
  When you do market, is it obvious what the transformation is? Do you spell out what people will get when they work with you? Do potential customers understand the results they’ll get? Vague marketing leads to vague results.
  
  

Remember: people are investing time, money, and energy. Show them that investment will lead to the outcome they want. Now more than ever you need to show people that investing in you is a solid investment. 

Key Takeaway

The path to recurring revenue (and business sustainability) isn’t a straight line. It’s peaks and dips, experiments and tweaks. I feel like sometimes just knowing this makes things feel so much better. The important thing is knowing where to look when sales feel stuck: your offer and your marketing.

And here’s the truth: this isn’t just about memberships or recurring revenue. These strategies apply to any offer in your business.

If you’re ready to build more sustainability into your business, without burning yourself out launching every month, then this is important work.

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