SOBRE ESTE EPISÓDIO
Okay, let's keep going with maxxing week.
I've been traveling and I kind of lost track. I think it's Thursday night.
Today it's lead conversion maxxing.
And before we touch any tactics, we have to fix the thing that runs underneath all of it.
What you believe about your leads.
Because if you did the lead maxxing right, you got them early. You got them exclusively.
You steered them off to your own tributary and now you're the single voice educating them.
So here's the first mistake I see everywhere.
People think the only good leads are the ones ready to buy right now.
And they miss almost everything.
Someone who raises their hand is about five times more likely to do something more than 90 days out than inside the first 90.
Now I'm not saying sacrifice the first 90 days. Or the first nine.
If somebody wants to go right now, wonderful. That's the whole point.
But whatever you do in that first hundred days, you'll do three to five times more over the next hundred weeks.
That sounds like blasphemy to a CMO who only looks at ROAS in the first 30 days.
What's the earnings per click. Did we convert before the credit card bill came due.
That's an expense mindset.
Take a capital investment approach instead.
The best thing you can do is find all the leads sooner than anyone else, get them in relationship with you, and get them exclusively.
So when it's time, you're the first thought they have.
Here's a number that settles it.
Just over 50% of the people who inquire about anything will do that thing within the next hundred weeks.
So objectively, the people inquiring are going to do something.
It's not about the quality of the lead.
It's whether they do it with you.
Which brings me to the whole language around lead conversion.
Are they scrubbed. Are they qualified. Run them through the gauntlet.
As if the leads are dirty and guilty until proven innocent.
Flip it.
Treat every single one like a five star prospect until they prove they aren't.
Not the other way around.
A five star prospect is willing to engage, friendly and cooperative, knows what they want, knows when they want it, and would like your help.
All five have to be true.
Not everyone is willing to engage right now. That doesn't make them a bad prospect.
So in the first hundred hours, you're hunting for the ones ready to go.
And if they're not ready, that's fine.
They move into follow up, where you keep adding value and educating until they are.
But here's the other big mistake.
Sitting back and hoping they call.
Even the language gives it away. If there's anything I can do, feel free to reach out.
That's passive. That's handing your leadership role back to them.
You're saying, you request something first, so I can react without risking rejection.
Let me give you the kitchen analogy.
Say I bring you into my house and sit you in the living room.
And I say, help yourself, there's lots in the fridge.
You're not going to go rummage through my fridge. Not a chance.
But if I walk out of the kitchen with a plate of fresh cookies and say, would you like one...
It's harder to say no than to just take one.
You take the cookie.
Because I anticipated what you'd want and brought it to you. Now you're not imposing.
Think about how we work.
If I ask, would you like a cup of tea, you might say, only if you're having one, don't boil the kettle for me.
We don't want people going out of their way.
You'd never say, you know what, bake me some cookies. It's not going to happen.
But we love when things are offered.
It's hospitality.
So figure out what the cookies are for your five star prospects.
What can you anticipate they want, and how do you wrap it so it feels like a gift, not an imposition.
There's so much here we're going to need two parts. We're only in the first hundred hours.
So for tonight, just change the one belief.
Five star until proven otherwise.
Show notes: https://deanjackson.com/podcasts/tol/147-lead-conversion-maxxing-start-here/
Join me live on the next free 50-Minute Profit Finder call: 50minuteprofitfinder.com/podcast
