Steps to Turn a Lead Into a Paying Client

Steps to Turn a Lead Into a Paying Client

How do you take a cold lead to a “sold lead”?

We or at least I often hear a lot about growing your email list and creating courses and launching, however I do not hear a lot about the in between?

How do you take a cold lead and turn them into a lead who is ready to purchase?

I wanted to take a few minutes and break down the normal story/process of what this may look like for your coaching or consulting business.

When someone, including yourself, is looking to spend their money on something, they go through a buying process. It looks like this:

Awareness: the lead becomes aware of the product or service and the potential benefits (this can happen through social media, SEO, word of mouth, etc).

Interest: The lead shows interest, by seeking out more information. They may visit your website, read reviews, or ask for recommendations.

Consideration: The lead begins to consider the product or service as a solution to their problem or need. They may compare different options and evaluate the features, benefits, and pricing.

Intent: The lead shows intent to purchase the product or service. They may request a demo, ask for a quote, or sign up for a trial.

Decision: The lead makes the decision to buy the product or service based on their evaluation of the options and their perceived value.

Purchase: The lead makes the actual purchase and becomes a customer.

It's important to note that not all leads will go through all of these stages, and the length and complexity of each stage can vary. Effective lead nurturing and sales strategies can help move leads through these stages more efficiently and effectively.

So now let's look at what it might look like:

Here is a little story about a guy who hires a business coach.

Ben had been struggling with his business for years. Despite his best efforts, he could not achieve the growth and success he desired. He knew he needed help but was skeptical about hiring a business coach.

1. One day, Ben stumbled upon a post on Linked post, with a call to action for a business coaching service.

2. Intrigued, he decided to reach out to the company and learn more. At first, he was hesitant and didn't know what to expect, but he was willing to give it a shot.

3. So he visited the website and filled out the form to book a call with Nancy to learn more.

4. When Ben filled out the form to book a call, it asked him about his business and what he was struggling with, where he needed the most help. He liked that he was able to define his pain points clearly.

5. He received a couple call reminders (via email). When it was time for the call, the business coach, Nancy, was friendly and approachable and took the time to understand Ben’s unique challenges and goals.

6. She shared her expertise and experience and explained how her coaching program could help John overcome his obstacles and achieve his desired outcomes.

7. At first, Ben was still unsure if coaching was the right investment for him. He had doubts about whether it would really make a difference in his business.?

8. But Nancy, listened....

-Highlighted the benefits (real results- increased revenue, productivity, work life balance). She explained how her coaching could help him achieve his specific goals and overcome his challenges.

-Provided evidence- shared client stories, success, showed how her coaching has helped others.

-She addressed objections such as cost (roi), time commitment, doubt it will work for them, lack of trust (in you), fear of failure, lack of clarity (themselves).

-Said: It’s okay to ask for help.

-Nancy then offered value by providing clear pricing and payment options. Clear overview of what to expect.

-Nancy then confidently and assertively asked for the sale “would you like to get started?”. She said next steps are to pay invoice and then a welcome email will be sent along with an onboarding form and link to set up first call.

9. Ben decides to say yes.

10. Ben began to see the impact of?Nancy’s coaching. He gained clarity and focus, and was able to develop a clear plan for his business. He began to implement the strategies and tactics he learned from Nancy and saw real results.

11. As Ben continued to work with Nancy, he realized that she was not just a coach, but a trusted partner and mentor. He saw the value in investing in her coaching program and decided to commit to a long-term partnership.

12. Thanks to Nancy’s guidance and support, Ben was able to transform his business and achieve the success he had always dreamed of. He was grateful for the opportunity to work with such a dedicated and skilled coach, and would recommend her services to anyone looking to take their business to the next level.

Okayy..... Now

What could this look like on the backend???

1. One day, Ben stumbled upon a post on:

CONTENT= Facebook post/social media post/Podcast episode/website/ad/workshop for a business coaching service.

2. Intrigued, he decided to reach out to the company and learn more:

He learned more on = WEBSITE.

3. At first, he was hesitant and didn't know what to expect, but he was willing to give it a shot. So he visited the website and filled out the form to book a call.

He could have also signed up for the lead magnet*freebie?or scheduled a call with Nancy to learn more—> captured in CRM/Email Service Provider- (Dubsado)

4. When Ben filled out the form to book a call, it asked him about his business and what he was struggling with, where he needed the most help. He liked that he was able to clearly define his pain points.—> lead capture form (CRM, ESP)

5. He received a couple call reminders (via email). *workflow automation (send reminder 1/2 days/15 mins)- (CRM, ESP)

6. When it was time for the call, the business coach, Nancy, was friendly and approachable and took the time to understand Ben’s unique challenges and goals and already had a good understanding of his business (this built trust with Ben)—> info from the lead capture form (pulled up prior to call). (CRM, ESP)

7.She shared her expertise and experience and explained how her coaching program could help John overcome his obstacles and achieve his desired outcomes. (Using details from form).

8. At first, Ben was still unsure if coaching was the right investment for him. He had doubts about whether it would really make a difference in his business.?

9. But Nancy, listened.?

Highlighted the benefits (real results- increased revenue, productivity, work life balance). She explained how her coaching could help him achieve his specific goals and overcome his challenges. =LEAD CAPTURE FORM

Provided evidence- shared client stories, success, showed how her coaching has helped others. =TESTIMONIALS

She addressed objections such as cost (roi), time commitment, doubt it will work for them, lack of trust (in you), fear of failure, lack of clarity (themselves). =FAQs

She said: It’s okay to ask for help.

10. Nancy then offered value by providing clear pricing and payment options. Clear overview of what to expect. =CLEAR OFFER

11. Nancy then confidently and assertively asked for the sale “would you like to get started?”. She said next steps are to pay invoice and then a welcome email will be sent along with an onboarding form and link to set up first call. (All set up with a workflow through CRM).

12. Ben decides to say yes.

*Nancy asked for referrals and testimonials.

To hear the recap along with some suggestions for tools, check out my podast at: https://podcasts.apple.com/us/podcast/entrepreneur-rescue-mission/id1485670929