So, I shared a bit about Hsin An in my last email, where we chatted over a short podcast.
And Hsin An shared about the good ol’ days when he got CPL for $5-6.
This is dirt cheap compared to the current CPL of $20-50. (sometimes even more)
I miss the good old days of 2017-2018.
That said, Hsin An missed out on a bunch of good leads that he got from FB marketing when he first started.
He didn’t know how to follow up…
He didn’t know how to pre-frame…
He didn’t know how to show his authority and credibility…
What happened was that many good leads showed up at his appointment, and they were confused…
They didn’t know what Hsin An had for them…
And they didn’t know what to expect from the entire consultation…
So it’s no surprise that they didn’t buy…
In fact, when the leads showed up, they didn’t know who Hsin An was and how exactly he could help.
Today, Hsin An changed his entire sales process.
He has a series of opt-in confirmation, follow-up, and nurturing sequences.
This led to a bump in the quality and quantity of appointments that Hsin An has booked.
Lesson for today:
If you’re getting leads, follow up and nurture them accordingly…
Don’t make the following assumptions:
- They know you because they opted in – Most people don’t keep track of what they opt in to.
- They will read your content before they meet you – Unless you feed them what you want them to read, they are unlikely to take the initiative. Most people are either too busy or lazy.
- Their reasons for meeting you – Different leads have different concerns. The best way to convert a lead is to get them to tell you what their concerns are before meeting you.
When a lead opts in, it’s usually the start of a new relationship they enter with you.
It takes a ton of trust and rapport-building before they buy.
Remember, assumptions are the biggest killer of conversions.
If you want your leads to buy, then ensure that you follow up with them and nurture them accordingly.
This way, they will know you, like you and trust you.
That’s the tweak Hsin An made that changed his business.
