Everyone wants as much leads as they can get… and convert them into customers as fast as they can.
And it’s pretty common to use some kind of funnel for that.
But here’s the problem...
Most people use their funnel like a hopper. They put people in, they shake them around... and whatever comes out the bottom, that’s the final result.
For example, if you have 100 people coming in on one side of the funnel… and three fall out the other end… as long as those three conversions add up to more money than what you spent to get the initial 100, you're happy and discount the rest.
But the truth is, letting prospects fall through the cracks is not what gives you the maximum yield.
Remember how I always say that 50% of people who inquire about something will buy it in the next 2 years? That’s where your biggest opportunity is. In all those people who will buy... later.
However, in order to tap into that opportunity you have to change the way you treat your leads. And the first step is to change the way you THINK about your leads.
Read the word again. LEADS...
I don’t know about you but I don’t even like the word. In my mind, it depersonalizes people. And it automatically turns them into numbers and statistics. That’s why I’ve always been reluctant to use it.
That’s why I’ve always been reluctant to use it.
But it’s a popular word. So I came up with an acronym that makes it OK for me to say it. And it goes like this…
Now, whenever I look at the word “LEADS”... I imagine an individual raising their hand, showing up at my door, saying...
“Let’s Engage And Do Something.”
And it’s up to me to acknowledge this person. It’s up to me to then intentionally record that they raised their hand, and separate them from the rest of the general population. So I can track the outcome of our engagement.
But there’s more…
When someone raises their hand and makes themselves visible to you... they do it for a purpose.
If they ask for a book called Adult Acne Cure, there's a pretty good chance they're looking to cure adult acne. And there’s a pretty good chance they’re going to buy something related to curing acne in the next two years. And I want them to buy it from me… not from my competition.
But guess what? I don’t particularly like the word SALES either. Again, I think it depersonalizes people and turns them into numbers.
So I turned that into an acronym, too: "Show All Leads Easy Solutions.”
And when you think about it…
My deliberate change of meaning to the words “leads” and “sales” what it’s doing is...
It’s taking away all the stress of converting as many leads into customers as soon as they enter your funnel. Which means, you don’t have to spend all your energy hammering at their heads, convincing them to buy buy buy...
Now you have the permission to patiently educate and motivate them on a regular basis…
And wait till they become ready to take the next step with you.