E161: How We Got to Our First £100k (And What We’d Do Differently Now)

In this episode, we're tackling the big question: How do you hit your first £100K in your wedding business — and actually enjoy the journey? The simple answer is to focus on visibility, connection, and confidence. Roxy and Katie share how they reached their first six figures by mastering one marketing channel, building genuine relationships, and learning to back themselves — no fancy funnels required.

Episode Highlights

In this episode, you’ll learn:

• The truth about what it really takes to reach your first £100K.

• Why visibility — not perfection — is your first job in business.

• How to build genuine connection and trust with your audience.

• The simple system that helps you focus on one thing at a time.

• Why confidence is the real engine behind every successful strategy.

• How to swap overwhelm for focus and grow faster with calm.

Resources Mentioned

• WedProrogramme CEO P – Build your strategy, confidence and systems for growth.

Full Episode Transcript

Roxy: Okay, this one is going to be a good one. We're talking about a big milestone that most — not all, but most — wedding business owners dream of: that pivotal point of hitting your first £100K.

Katie: Yes! And I think people imagine it as this glamorous moment where you pop champagne, life suddenly feels easier, and everything changes.

Roxy: But in reality, it’s usually the result of months — even years — of scrappy decisions, trial and error, and figuring things out as you go.

Katie: Exactly. When I first hit my first £100K, it was far from perfect. I was still working things out as I went, and honestly, I didn’t even realise I was close to that number until I looked back and thought, “Oh wow — we’ve actually done it.”

Roxy: That’s such an important point. Your first £100K doesn’t happen because you’ve got a massive audience or a huge marketing budget. It happens because you become obsessed with figuring out what works.

Katie: Absolutely. You find something that brings in one client, and then you learn how to rinse and repeat it. That’s where the magic is.

Roxy: And I always say: your first job in business isn’t to be the best at what you do — it’s to stop being invisible.

Katie: So true! When we first started, we didn’t have a marketing plan or a clue about funnels. I just knew that people needed to see us. So we put ourselves out there — joined Facebook groups, started posting what we did, commented on every wedding-related post we could find.

Roxy: Oh, we were in those Facebook groups all the time! I’m actually still in some of them from way back.

Katie: Same! I need a purge. Was it glamorous? Not at all. Did it work? Absolutely. That’s where our first few clients came from.

Roxy: The key is not to overcomplicate how you find people. Pick one channel, get consistent, and get good at it. Whether that’s Instagram, SEO, or wedding fairs — master one before you try to do them all.

Getting Visible Locally

Katie: Something I say to my coaching clients a lot is, “You can’t sell a secret.”

When I think back to my first business — my bridal shop — I was learning on the job. I didn’t know much about marketing; I just knew that if nobody was seeing us or walking through the door, we weren’t making money.

Roxy: Exactly.

Katie: So that meant focusing on local visibility. There was no point trying to go viral or spending loads of money to get reach from all over the world. What worked was the same kind of thing that works now — networking, partnering with venues, making friends in the industry.

Roxy: Yes — all about getting in front of brides in real life.

Katie: I had a lot of conversations. We invited people into the shop, let them use the space, chatted for hours. We couldn’t afford ads back then — it was all about consistency and relationships.

Roxy: And that’s the thing — your first £100K usually comes from good old-fashioned consistency. There are no hacks or secret tricks. You probably don’t even have a funnel at that stage. You just find what brings results and keep improving it until it runs like clockwork.

Building Connection

Katie: Once people start finding you, the next step is getting them to care. You can be visible all day long, but if your content doesn’t make people feel something, they’ll scroll right past you.

Roxy: Yes! When we started The Wedding Business Hub, we didn’t want just followers or numbers. We wanted people who felt connected to what we stood for — real conversations, practical help, no fluff.

Katie: And that’s what changed everything. If you go back to our early podcast episodes — please don’t! — from 2019 or so, we weren’t trying to be perfect. We were just showing up as ourselves.

Roxy: Absolutely. We shared what was going right, what was going wrong, and people would message us saying, “This is exactly how I feel.”

Katie: Our coaching clients still say that — they tell us it’s reassuring to know that we have tough months too, or that things go wrong for us sometimes.

Roxy: We’re definitely not superhuman. We feel all the feels just like anyone else.

Katie: (Laughs) Don’t talk to me about that today — I’m exhausted!

Roxy: Same! But that’s part of it. Showing up honestly builds trust. And that connection is what leads to long-term clients.

Authenticity Builds Trust

Katie: People don’t buy your product or service — they buy you. Your values, your energy, and the way you make them feel.

Roxy: Completely. When we started sharing more behind-the-scenes moments — the struggles, the wins, the learning — people connected with us so much more. Polished content never does that.

Katie: Your audience needs to like you before they’ll buy from you. And that comes from honesty and value. When they see that you’re not just trying to sell but to help, they fall in love with your brand.

Roxy: Totally. I’ve spent hours crafting an Instagram Reel I thought would blow up — and it flopped. Then I’ll post something unfiltered on a dog walk, no captions, and boom — three conversations started.

Katie: Exactly! It’s never about perfection. It’s about being real and consistent.

Confidence Comes After Action

Roxy: Okay, quick pause before we move on — because if you’re listening and thinking, “I’m ready to hit £100K, but I need a plan,” we’d love to help.

Inside our programme, WedPro CEO, we help wedding business owners build the strategy, confidence, and systems that actually get results — without working every hour of the day.

Katie: Yes! We help you map out your 12-week game plan, plug the gaps in your marketing, and create a business that feels sustainable. If you want your next £100K to feel intentional, not accidental, head to the link in the show notes.

Roxy: Now, let’s talk about confidence — because honestly, this can make or break your success.

Katie: If I could go back, I’d focus on building my confidence so much earlier. It wasn’t strategy that held me back — it was fear. Fear of what people might think, fear of failing, fear of getting it wrong.

Roxy: I can relate to that.

Katie: When I started this coaching business, I had loads of self-doubt. I compared myself to others, told myself I wasn’t ready, that someone else knew more. But then I realised — confidence doesn’t come before action. It comes after.

Roxy: Yes!

Katie: You build it by doing — by putting one foot in front of the other. Every time I pushed myself, I got a bit braver.

Being on stage is a great example. I’ll never love it — but every time I do it, it gets easier. Because it’s not about me, it’s about what I can give to others. That’s what keeps you growing.

Roxy: I love that — it’s not “fake it till you make it,” it’s about stacking little bits of evidence that prove you can do it.

Katie: Exactly.

Roxy: A lot of people tell us they hate doing video content — it feels awkward. But after a few tries, they stop caring what people think and start caring about who they’re helping.

Katie: And the truth is, you can have the best strategy in the world, but if you don’t believe in it — or in yourself — it won’t work. Confidence is the fuel behind everything else.

Roxy: So true. And a lot of people think they have a “business problem”, when really, they have a mindset problem.

Katie: Yes! That surprised us when we started coaching — how much of it overlaps with life coaching and mindset work.

Roxy: Everybody struggles with confidence at times. You can have all the strategy in the world, but if you don’t back yourself, it won’t click.

The Power of Focus

Katie: Let’s move on to the next big one — focus. Most wedding business owners are doing way too many things.

Roxy: They’re spinning a hundred plates and wondering why none of them move the needle.

Katie: We learned the power of focus the hard way. Every time we tried to do everything — Reels, blogs, ads, Pinterest, networking — we just felt overwhelmed and half as effective.

Roxy: But when we decided, “Right, for the next three months, we’re mastering this one thing,” everything shifted.

Katie: Focus builds momentum, and momentum compounds. My favourite saying now is “One thing, one time.” I live by that.

Roxy: Same — I might get that tattooed! (Laughs)

Katie: For us, that meant refining our client journey. We stopped trying to add everything in and just got amazing at one thing.

Roxy: Exactly. We built one solid system at a time — like improving how we converted enquiries. That meant better emails, better calls, better follow-ups.

Katie: And here’s the key — change one thing at a time. If you change too many things, you don’t know what worked.

Roxy: Yes! When you test one tweak and measure it, you learn faster. That’s how you scale — one system at a time.

Katie: We do this with our clients too. At the start of each month, we ask: “What’s one thing you’ll focus on this month that moves you closer to your goal?”

Roxy: Then we break that down into weekly actions. And you know what? When you simplify things like that, your business feels calmer — and ironically, when things are calmer, you grow faster.

Katie: Exactly. It’s not about doing everything — it’s about focusing on what’s right for your stage of business.

Roxy: One of my favourite sayings: “Nothing is urgent. Someone else’s urgency is not my urgency.”

Katie: Love that. Calm is powerful.

Wrapping Up

Roxy: So, to sum it up — you want to get discovered, build real connections, master one thing at a time, and work on your confidence.

Katie: That’s how we scaled to our first £100K. It wasn’t about doing everything — it was about focusing on what worked, testing, measuring, and only adding new things once we were ready.

Roxy: And the biggest thing? Don’t wait for it to feel perfect.

Katie: Just start. Your first £100K might feel messy, imperfect, and full of learning curves — but it’s the most exciting part of the journey. Enjoy the ride.

Roxy: If this episode hit home, please share it with another wedding pro. And if you’d like help mapping out your next £100K, check out WedPro CEO — the link’s in the show notes.

Katie: See you on the next episode, everyone.

Roxy: Bye!