3 weird ways we turn leads into clients

most people are leaving a ton of money on the table by not implementing multiple ways to convert leads into clients now don't worry I'm not going to channel my inner Cole Gordon in this video and be like oh just build a team of Setters oh build a team of closers get them in the DN set sales calls blah blah blah right because look I don't know about you but the idea of building a team of Setters a team of closers managing them dayto day sounds about as appealing as someone taking a on my forehead like

I don't want that I'm not about that life I don't want to build that type of business so we implemented some different ways that didn't require that that still help us convert leads into clients because look you can build an automated funnel you can build an ad campaign you know you can set up all the automations like we all want to live that internate marketing dream right where we just put a piece of content out there or we launch an ad and sales and clients come in and it can happen but your automated funnel is

still going to lose people along the way people who would happily pay you so it does makees sense to implement some ways to follow up with those people that didn't convert the automated way and turn them into a client so way number one what we do is I was going to say I call it unscalable conversations but I didn't make that term up I can't remember who did apologies but I'm going to use it or steal it unscalable conversations so I put here the DMS again I know this goes against what a lot of people

think but the worst place in the world to try and convert someone into a sale for me is in like Instagram DMs like my business partner she has about like 50,000 Instagram followers so not like the biggest following in the world and it's an absolute nightmare it's absolutely awful to manage and plus people are so busy people attention spans is so small like they have like yes okay they're actually they might open Instagram and be replying to someone but they've got a million different things popping up at them they're not taking it seriously they're not

concentrated you don't have the retention they take about 10 hours to reply back I don't think it's a very I just don't like it yeah I don't think it's the best way to convert a lead into client so I'm not like a big big big like DM Guy where I'm like just drive him into the DM d m just drive them into the DMS what I like to do is we use Instagram and money chat and we CH we generate messenger conversations but we generate email leads from those conversations so what some people will do

they'll have content that drives you to a DM and then they'll have a set to go into the DM and you know try and set them for a sales call or close them or whatever it is right I don't like doing it what I do we set it up automatically where they get into the DM and whatever the you know requesting what it's like a free training a free guide a download access to something they give us our name and email address so that's fully automated and we grab the email so I don't do the

unscalable conversations in the DM but I do do it via email and I know some of you might be like oh emails like you know old doesn't work anymore blah blah blah it's still the best way to make money with an online business guaranteed when people are looking at the emails they are usually giving it more attention plus like all the the best clients the people with money so like they use email for their business or their work and the best clients usually have money so you want to sell to rich people rich people still

use emails every single day and a lot of them go through their emails every single day so it's still a great selling tool so what I prefer is to drive all the traffic from social media and drive it to email and then I'll do the unscalable conversations inside of email so unscalable conversations is obviously conversations that aren't scalable I.E it's you in there replying to people closing them via email now like again people will be like oh I don't have the time for that yes you do like most people have the time to close someone

over the email if they're going to pay them like a grand two grand five grand like for me like if someone's asking a question by an email and I know I can close them and it's going to take me 30 seconds to reply I'm going to reply to them and they're going to then pay me so it just makes sense so we drive a lot of conversations still to happen over email again I just find it easier number one you've got more of their attention when they're actually replying and speaking to you they actually read

the messages properly they're not distracted it's easier to organize from like my point of view and I've just found that you know you get less people ghost you it's just way easier so we always drive the traffic to email and we do that like I mentioned through Manny chat but then how do we actually start the conversations well number one we do two steps which you know people you know use this across different you know social media where basically you get them to reply to get access to something and then you can start the conversation

from there people do it in like Facebook groups they'll be like comment the word you know guide below and we'll reach out to you to give you access to the guide and then they'll have someone themselves or someone on their sales team you know go into Facebook messenger message the person and you know start the sales conversation so we do the same thing with email so a lot of the time whenever we're doing like a new product launch or we're launching a coaching offer or even just like we're following up with people or leads who

are on the list who we feel like we could convert we'll do like a twostep where you basically ask them a question or you say hey do you want access to something so for example it could be like um we'll be like hey we're doing this thing we're launching this thing these are all the details if you want Early Access then just reply back early and it'll get you all the rest of the details so you don't give them all the details in the initial email you just make it sound enticing and something that they

would want and then you basically say hey if you want all the details just reply back they reply back you send them the details and then you've started that unscalable conversation with those people so that's another way we do it and then also a lot of our times like sometimes you just need to ask people like you just need to let people know it's okay to ask questions and they will come back with questions so a lot of the time in our emails would be like if you got any questions on the above just reply

back and let me know and I know it sounds stupid and too simple because people like no that can't work but literally you add those types of like pses on the bottom of your emails you will get a lot of replies from people with questions and a lot of the time they're just like legit itical questions that are stopping people from buying but they feel awkward or weird to reply to an email to ask the question that's going to get it resolved but if you say to them hey like um I've got some spare time

over the next you know a couple of hours and replying back to any questions so just reply back to this email if you got any questions of the above whatever the way you want to word it people are going to come back with questions and usually it's like what's included when does it start how long do I have access is It lifetime access is there a guarantee kind of more like just logistical questions that if you answered them they would feel a lot calmer and safer moving forward but if you don't let them know hey

I'm available to answer any of your questions because most people think it's just either you know going to some automation email inbox that no one reads or it's going to like a VA or a team member and it still can you just pretend that it's not and that's fine but letting them know that it's okay to apply to ask questions you will dis like you will disclose more sales that way so that's what we do so that's a big Focus again we've rarely do it inside of the DMS but we always do it inside of

email I found email is still you know the best way to close people uh from a conversation point of view second up is cross Channel pollination so typically you know internet marketing dream you run one ad you drive them to a landing page they either opt in or they watch a vssl and then they go and buy and that's it they go from called person on Facebook to customer within like 60 Minutes reality is that doesn't happen as easily anymore it still can work and again that automated funnel will still convert a good percentage of

people can still make money off it but if you want to make more money then you should include cross Channel pollination so think of it like this typically original funnel is just one big line um from start to finish it's very linear they just go through that one process and they close now the funnel really is more like a spider web it's like one big mess honestly they might go to your I should have included some form of writing tool to show this to you so apologies but basically they will go to your funnel they

might not buy then they will go to your website then they might search you up on YouTube then they might look on you on Instagram then they'll open a few of your emails because they opted into your email list and basically they create like a spider web effect where they're going to all these different places across all these different channels until eventually they've got enough trust with you they know like and trust you enough to then convert into a customer so instead of it being a straight line it's like up and down up and down

across across across up and down across across and then eventually they will convert and that's just the way things go there's going to be a percentage of people that just won't close on the first time of asking and now people are so used to basically using YouTube and Google to vet things and search for people that that they will do that now when I first started I don't even know why I bought from the first like first ever course I bought was basically a make money course on how to make money with running Facebook ads

basically it's like affiliate marketing essentially and I saw the ad watched the webinar and I bought a $99 product all I remember I clicked on the Facebook page of this guy and this guy is like a no offense to him but he's a nobody now like he doesn't work in the online marketing space I don't even know what he does honestly but he wasn't like a big marketer or anything like that he was a random guy who had just got started and he was selling like an affiliate marketing course so he just had like a

Facebook page and he didn't even show his face and the Facebook page had about five posts on it and there was just like a few motivational quotes I remember clicking on the Facebook page and being like who the hell is this guy like I don't even know who this kid is but I bought anyway because I didn't have any of a way of like trying to vet him like it wasn't normal back then because I'm old so I bought my first make money online course in 2016 which I know there was people before that but

it's fairly old um and back then it wasn't normal to go and search for some on YouTube or go and search for someone on Instagram Tik Tok obviously wasn't even a thing so we didn't have these ways to like search and vet people and and look at our options I'd never really heard about making on money online before this was like the first person who I'd seen that was teaching it other than you know when you Googled it you'd come up with like quizzes and stuff and polls to fill out for like a two pound

Amazon vouchers whatever anyway the point is is that back then I had no way of like searching this guy so I just just had to go with like good Instinct and be like it I'm going to buy this thing even though this guy looks pretty dodgy he's not even showed his face and there's absolutely nothing about him that I know about now if that happens people will search the name they'll search it on YouTube Tik Tok Instagram so number one is you've got to be present on all of those platforms for the most part right

you don't have to go and start posting a million Tik toks every single day but generally in sophisticated markets especially if you're making you know you're selling like make money offers if you're selling like to the coaches space the online business space even if you're selling to like probably like more of the younger generation that are used to like searching for stuff on Tik Tok and stuff like my girlfriend like if she wants to buy something she'll go and search for it on Tik Tok and just watch the reviews on Tik Tok she won't even

like use Google or YouTube anymore which is nuts to me um but these people now are used to vetting stuff and searching for stuff and check for their options so you need to have at least a little bit some form of presence on the different platforms or some social proof on some platforms especially if you're selling to more sophisticated users of the internet now if you're just like a dirty affiliate who's Shilling you know supplements to 50 plus year old women on Facebook then you probably don't need to do it that much but you know

it is what it is so basically you want to be present on all those platforms so one thing that we do this business and again across client's business and I don't don't abuse this because it's not the best way to use email marketing but we will distribute good content to our email list so we'll build up email lists one of our businesses we have like I think we have maybe like 40 just under 40,000 active people so you know a decent size list it's not huge um and then some of our clients will have like

hundreds of thousands of people on the email list um so what we'll do is we will distribute that content um to the email list so if we have a really good YouTube video or we make a great like Instagram post or something like that every week or so like one to two weeks we will distribute some form of different content just so the people on our email list know like hey we have we're visible we are active on all these platforms and then if they're stuck on making a buying decision they will then go and

consume our content on the other platforms that will build more trust with the Prospect and then they will buy and you'll be surprised actually still how you know it kind of probably contradicts my last point where everyone's searching everything but you'll be surprised like people think that just you think that maybe you have a platform that you're visible on that people will know you from that platform if they follow you on another platform and it's just not the case so like for example my business partner she has about 160,000 subscribers on YouTube it's the biggest

platform it's the one she kind of started on and we have 50,000 people on Instagram so when people are in Manny chat and the automation some of the you know we have some automations where we ask them some questions just to figure out like what they're looking for help with and basically in one of the automations it finishes with basically I'll send you some training if I think that's something could be useful for you in the meantime if you checked out my YouTube I have loads of like free content on there and we constantly get

messages back on that automation being like I amum no I didn't know you were on YouTube know what's your channel and we just assumed really in the beginning wrongly that the 50,000 cuz we've got 160 on YouTube that most of that 50,000 people on Instagram came from YouTube or found us from YouTube or like at least knew we were there because we post about it we have like links in the bio and stuff like that but most of the people don't even know so don't assume that just because they're following you on one platform they

are following you on the other so use your Channel to cross distribute content and drive people to the other channels so again they can consume more of you they get to know you more they trust you more especially if you're building your following on the short form platforms like Tik Tok or Instagram reals you want to drive it to your longer form you know YouTube videos podcasts etc etc because that's where they're going to spend more time with you and actually you know build up a relationship so we use that for that another thing as

well that we've started doing is em bedding content so the way like YouTube's algorithm works for example is and you will see it that if I click and watch someone's video then the next time I open up YouTube on my lap on my computer and I go to the home screen typically one of that person's other videos is visible and it's in kind of like the top two rows of the YouTube homepage for me so what you want to do is take um can take your videos that you use in your funnel it could be

a sales video on the sales page it could be like an upsell video and what you want to do is actually upload that to YouTube and put it on the funnel now in the past people like don't do that because they can click the video it'll take them off the funnel page and it'll take them to YouTube and that's bad you just want someone to stay on the funnel I mean I'd question how many people actually do that but it might happen but the good thing about that is that obviously they're watching your video and

it's on YouTube so what does that mean again the percentage of the people that don't buy from your automated funnel straight away they are now locked into that algorithm of YouTube and next time they go on YouTube the likeliness that randomly you have a video that just randomly pots up on the home stream is pretty home screen is pretty high so now you're on the YouTube page they might watch that video they'll watch another one they'll go down the rabbit hole of watching your videos and then they'll be like I like this person I'm going

to go back and buy from them so it's a great way to basically ensure that you continue to follow up and show up across different social media platforms if you can embed those YouTube videos especially if you've obviously got a YouTube channel if you don't have a good YouTube channel and you don't post content on YouTube then probably not going to do that because that would be completely pointless but if you have got a strong YouTube and you want people to watch it more then start upad having your sales videos because someone who doesn't have

a clue who you are they see an ad a random ad they come through the funnel they don't buy then they see you on YouTube it's just going to warm them up and increase the the chances of buying so that's cross Channel pollination and then the final point is don't build a lists of leads so I have built multiple different businesses I've also helped clients build multiple different businesses and by far the worst activity in the world is trying to convert a lead into a sail it's like squeezing blood out of a stone like it's

a complete waste of time it's demoralizing it's long it's boring and you know you just get ghosted all the time and you can like drain all your energy chasing leads following up with leads messaging leads when in reality you could spend you know that two hours that you do that you could spend that time creating like a really great piece of content that could go viral and get you loads of customers anyway so there's always like an opportunity cost of doing this sort of stuff so I'm not a huge fan of spending a lot of

time following up with leads obviously we do do it like I mentioned in with the unscalable conversations but what I like to do is combine that with building a list of buyers and not leads so for a lot of our like for the conversations that we really focus on and we do follow up with and we spend time replying to them rather than doing like copy paste responses they are typically our customers or at least the very least someone who knows like the price like if someone doesn't know the price I'm not going to spend

like a lot of time following up with that person but the the easy hack to this is don't build a list of leads it's a build a list of buyers so how do you do that it's by offering low ticket products instead of you know offering a free lead magnet I'm not saying offering a free lead magnet is bad I'm not saying building an email list of lead is necessarily bad but I'm not going to spend time following up with those people so I like to build a list of buyers and that's where I focus

a lot of my time focus and energy so to do this effectively and I have tons of videos on this on the channel but the way to do effectively is to not sell a product that selles that solves all types of problems so for example if I was selling if I was helping agency owners grow I wouldn't create like a low ticket C for $20 and be like I'm going to teach you Outreach sales fulfillment operations hiring blah blah blah I'm not going to solve all your problems I'm just going to solve all one very

specific problem in the video that I posted the day I talked about this and the example I gave was um I'd sell like a cold Outreach script and just basically the offer is you know get the exact called Outreach script that signed me 128 clients in the last six months something like that right so the problem I'm solving there is that someone has tried to sign clients who've called Outreach and it's not working for them so I'm solving that problem right so that's the very specific pain Point there's still a ton of different that's that's

going to get in their way to building a successful agency but they're going to have a good called outre Script so when they get that they look at it they're happy with it and they test it and they get replies that's great but now they need to get them on the phone now they need to close them now they need to fulfill now they need to build a team to actually help them fulfill on those clients so what we do then is the backend process will then obviously you know solve the rest of the problems

for them so if we solve one very specific problem for a cheap price we solve it for them and then they're going to need help with everything else and who are they going to go to well they're going to go to the the great people that have already helped them solve one problem because the chances are that you can probably help them solve the rest so just naturally they're going to turn to you versus anyone else and they're going to want to buy buy from you and basically go from lead SL low ticket customer into

a client so obviously that's the key it's making sure that the low ticket offer and the higher ticket offer complement each other very well and one sends into the next right so that's obviously important number two you need to make it easy for them to upgrade so again it comes down to what I mentioned before about just ask people if they' got questions and they're going to come back and ask questions and then you can close them it's the same with ask people if they want to upgrade like some people will be thinking about upgrading

they might like the idea of upgrading but whatever they have beliefs fears holding them back if you just message them and be like hey man I've got this offer it can help you with x y and Zed are you interested or would you like more details they'll be like probably yeah just to even check it out and then if they check out the details they like it more you can close them as a client so make it easy so number one obviously if it's like a low ticket product in a membership area have easy ways

that they can either request information on the upgrade or see certain information again I don't like to do it if you're like selling a $27 product and then you're selling like a 2K coaching offer then I wouldn't necessarily have just like the 2K price in the membership area being like buy me now because that probably won't work but you can entice them like I do with the unscalable conversations and the two-steps say hey I've got this extra thing this is all the cool stuff inside of it if you'd like more details then do do X

Y and Z and it's usually you know send an email or request information here and then you can start the unscalable conversations with them and close them into our client so we do that side in the membership area obviously just follow up with them via email again it doesn't have to be like a big sales email just be again just similar to what I said before hey we got this thing it's going to help you with x y and Zed so that you purchase this thought it might be interested in this in the other thing

just reply back to this with the word yes and I can get you more details and then again you've created that on scalable conversation so you need to ask the question and make it easy for them to request more information on the upgrade rather than just like letting them magally just come to the conclusion themselves that oh yeah I want to purchase from this person again so make it easy for them and I've put here again combine with all of the above so this is and I've just alluded to it there so it's powerful when

you build a list of customers not just leads and you also combine that with unscalable conversations and you've also got the cross Channel pollination as well so these people are seeing more of your content across the channels they know like and trust you when you combine all those free things together then it becomes a lot easier to convert these into clients and like I said you can do this without building a full set of team and the closing team and all that sort of stuff you can build a very streamlined simple business if you just

Implement those things and I think that's it that's that's all I got for you today so hope you enjoyed it thanks for watching and I'll see you on the next one [Music]