Think about a scale between 1 and 10, in terms of how likely a potential client is to sign up and give you money. If 1 is ‘not gonna buy’ and 10 is ‘shut up and take my money’, then what you need to do is to make sure they’re just either 8s, 9s, or 10s.
Here is a simple 4-step funnel to help you fill your calendar with people who are perfect to work with:
1. Indoctrination Event
The education-based marketing. It’s designed to teach people what to want. It could be a live event, a webinar, a book, or a blog content. It’s any kind of content that people consume that gets them hungry for what you’ve got.
2. The Funnel Filter
Its job is to work out who’s a really good match for us, and who’s not. It’s like the qualifications step. It’s to let people know who’s a good fit and who’s not. It could be a simple questionnaire on your page that people could fill in when they schedule a call with you.
3. The Triage Call
It’s a 9 to 10-minute fun call that qualifies people in or out and work out ‘Are we a fit?’ or ‘Are we not a fit?’ It builds trust and it qualifies buyers. This is where you ask clients some questions and treat it like an audition. At the end of the triage call, they’re going to buy. They’re about to become a client., and they have no clue yet.
4. The Strategy Session
It’s a 45-minute to an hour call, and it’s designed to get a client at the end. It’s where you stretch the gap and do three things: you lead the client, get them comfortable, and let them know you’re here to solve their problem with a step-by-step process.
This is called The Perfect Prospect Pipeline™. We want to make sure that you only spend quality time with quality people, so you’re not having to spend hours with people who may be aren’t a great match to you.
If you want to know more about these steps, and how to do them seamlessly, just leave a comment below, or send an email to [email protected]