Six Figure Systems

You're working hard to get new customers, but are you forgetting about the ones who've already bought?

In part six of this series, Chontelle gets into one of the most overlooked profit leaks in product-based businesses: chasing new customers while ignoring the ones who are already warm, already converted, and already ready to buy again.

Here's the truth: it costs you very little to get a second, third, or fourth purchase from someone who's already bought. Every subsequent sale after that first one is additional profit in your back pocket. Yet most e-commerce business owners keep pouring energy into acquisition while ghosting the people who've already said yes.

In this episode, Chontelle covers:

Why your previous purchasers are your most profitable audience and what you're losing by treating them like everyone else

The returning customer rate benchmark you should be tracking (and what it tells you about where to focus)

What a VIP post-purchase experience actually looks like and why it doesn't have to cost you anything

A real client strategy from Chontelle's agency that generates $700–$1,000 AUD every time it runs

The small, unexpected gestures that build loyalty and turn one-time buyers into repeat customers

Plus, Chontelle shares a beautiful listener win that came through her DMs at 10 PM, and why it perfectly illustrates what she means when she says action takers are money makers.

Your mission this week: Look up your returning customer rate in Shopify. If it's under 30%, this episode is for you.

Resources mentioned:

Send & Scale™ - Chontelle's 6-month group coaching programme

Connect with Chontelle on Instagram: @chontellefossey

Enjoyed this episode? A quick review on Spotify or Apple Podcasts means the world - it helps more e-commerce business owners find the show. ❤️

Summary

In part five of the Are You Set Up For Sales Success? series, Chontelle Fossey explores the one strategy that's completely optional — but can completely change your business if you lean into it. This episode is all about the X-Factor: showing up as the face of your brand, doing the unexpected, and building the kind of genuine connection that turns followers into loyal customers. Whether this is your strategy or not, you'll walk away thinking differently about how to stand out.

Key Takeaways

Being the face of your brand still works — it just has to be authentic, not polished

Curated Canva content is losing ground to raw, real, and human content

The X-Factor is about doing things other brands aren't willing to do

Surprising and delighting your audience builds loyalty faster than any campaign

You don't have to do all of this — you need a strategy that fits you

What You'll Learn

Why Chontelle got recognised at the supermarket and what it tells you about brand connection

The difference between showing up to sell and showing up to connect

Why she removed the social media module from Send and Scale

Practical X-Factor ideas you can start using straight away, regardless of budget

What the brands winning on social media in 2026 actually have in common

How to identify your own version of the X-Factor if being the face of your brand isn't your thing

Connect with Chontelle on Instagram: @chontellefossey

Summary

In part four of the Are You Set Up for Sales Success? series, Chontelle breaks down why most e-commerce brands are missing sales even when traffic is coming in. She covers the two most common reasons email marketing fails to convert, why skeleton flows are silently costing you revenue, and how building an owned audience changes everything. If you know email should be working harder in your business, this episode will show you exactly where the gaps are.

Key Takeaways

Most buyers need five to eight touch points before purchasing

Skeleton flows are one of the most common and costly email mistakes

List size and optimisation are the two things standing between you and consistent email revenue

Returning website visitors convert at a higher rate than new ones

Unsubscribes are not the enemy; they self-clean your list

What You'll Learn

Why capturing website visitors onto your email list is non-negotiable

The two main reasons email marketing is not generating consistent revenue

What skeleton flows are and why they are quietly costing you sales

How to use urgency and objection handling inside your automations to drive more conversions

Why nurturing the people who already know you beats chasing new traffic every time

How email automations do the heavy lifting so you stop missing sales on repeat

Need support from Chontelle? Here's her links.

Summary

In Part 3 of the Are You Set Up for Sales Success? series, Chontelle Fossey digs into one of the most overlooked reasons e-commerce founders lose sales, which is purchase friction. This episode is a practical audit of everything standing between a potential buyer and a completed purchase, from confusing website navigation to unanswered objections to drop-offs at cart and checkout. If you are paying for traffic or working hard to get people to your website, this episode will help you make sure that traffic is actually converting.

Key Takeaways

Fewer clicks and fewer decisions means more sales

Every buyer has assumptions and objections, and if you are not answering them, you are losing sales

The data in your Shopify analytics tells you exactly where people are dropping off

Buy now, pay later is no longer a nice-to-have, it is expected

Fix what is broken before sending more traffic to your website

What You Will Learn

How to audit your website navigation for unnecessary friction

How to identify and front-foot your customers' biggest assumptions and objections

The industry benchmarks for add to cart, reach checkout, and complete purchase

What to look for if people are adding to cart but not completing the purchase

Why mobile checkout speed matters more than most founders realise

How to use your Shopify analytics to diagnose exactly where you are leaking sales

Connect with Chontelle on Instagram: @chontellefossey

Summary

In part two of the Are You Set Up for Sales Success series, Chontelle Fossey breaks down why most product descriptions fall flat, and what to change if your website conversion rate isn't hitting 3%. She walks through the difference between listing features and speaking to the real reason people buy, covering product copy, trust signals, and imagery. If people are landing on your website but not converting, this episode gives you a clear, practical checklist to start fixing it today.

Key Takeaways

Features explain what a product is; benefits explain why it matters

Every product either solves a problem or fulfills a desire, or both

Trust signals reduce perceived risk and lift conversion rates without a website redesign

More product imagery is almost always better than less

Value has to be clear before the price, especially for premium products

What You'll Learn

How to rewrite product descriptions to speak to problems and desires, not just features

Why knowing your customer intimately is the foundation of converting copy

How to use trust signals, reviews, and guarantees to reduce risk for first-time buyers

What types of product imagery actually help visitors feel confident enough to buy

How to make value clear before the price so price stops being the objection

Where to start: best sellers first, not every product at once

Connect with Chontelle on Instagram @chontellefossey