Purpose

The purpose of this lesson is to help you understand how to convert leads that you generate from your NBO promotions into paying clients.

Process

Step #1: Respond to prospects ASAP after they show interest to get them booked on your calendar

Pro Tip #1: Do not share Calendly or call scheduler link unless the prospect requests it. Instead, share two available times and ask them to pick one, then schedule them into your calendar and send the invite! Manually booking the time will increase conversion rate dramatically.

For social commenters, respond using something like this template:

Great to hear you're interested! I’m going to send you a DM to setup a call when you’re free.

Then send them a message like this template (use this for leads via email as well):

Does {NextAvailableTime1} or {NextAvailableTime2} on {Day} work for you? Please also share your best email and phone number so I can send an invite sent over.

If they do not respond, continue to follow up after 6/12/24/48 hours either by responding to their comments on the original post or via email.

Pro Tip #2: If possible, send over content that pre-sells your prospect on your solution such as your website, case studies, testimonials, tutorials, etc. in a confirmation email and/or inside the calendar invitation. Anything is better than nothing! While you won’t be selling anything yet, you want the prospect to view you as an authority figure and begin to understand your process. Here is a sample sales page and a sample confirmation page.

Pro Tip #3: Confirm the appointment prior to the call

Don’t overthink this, a simple “Hey {Prospect}, hope you’re having a great day, just wanted to make sure that you’re still available at {4PM} for your {insert your NBO ie. web design audit to increase website sales}” works perfectly fine!

Step #2: Conduct your audit to add as much value as humanly possible to your prospect while qualifying and pre-selling them

Bonus: NBO Consultation Script for Value-Driven Sales

https://docs.google.com/document/d/1frH5DevsrTueAtbWLxNsHofTSN6GuYsrXH0gR1uB_Cs/edit?usp=sharing

The more detailed you can be with your audit/analysis/consult the better. A properly conducted NBO call will achieve two things:

Position you as an undisputed expert in what you do
Overwhelm the prospect with value to the point that they rather just hire you to implement everything you recommended (this is most important!)

Step #3: Transition into your offer (assuming prospect is qualified) OR schedule follow up and then sign up the client! $$$

If the prospect has time and is clearly interested in getting your help, dive right into your offer and sign ‘em up baby!

However, if you or the prospect need more information or are running tight on time, no worries and no rush, simply schedule a follow up call and sign them up then.

Converting NBO Consults to Clients