Classify & Engage - Predictable Growth

guide you through steps one and two of the lead conversion process which step one is to classify and step two is to engage with prospects and so just speaking at a high level it's really important that you understand logically the process that you are to follow for the conversion so again after a lead is qualified immediately what

we want to do is classify their response and so their response is going to be either an objection and so i would say about 1 to 10 percent of responses are objections then about 40 to 80 percent of the time there's going to be a request information response and then about one to ten percent of the time

prospects are going to show interest and then another one to ten percent give or take a few uh of the time is going to be a small talk or a neutral response okay and so what we want to do as soon as the prospect responds is classify their response because for each and every campaign we have predefined

response templates that you are going to be using in order to appropriately respond to prospects okay and so again every campaign is going to come with these predefined templates and again if you want to refer to the copy template master document here i will just show you where you can find this information so these are again the

predictable growth copy templates if you scroll down to lead conversion you will again see these buckets right so you're going to see request information you're going to see objection you're going to see convert and so for every campaign we're going to customize these so you don't have to guess all you need to do is just classify this

information and so again all of these are going to be customized for each campaign that you're working on and so all you need to do is just first classify that response and to help you with classification you're going to have access to a google document like this where here are common responses and then over here on the

left are the buckets that you'll be able to classify the responses as all right so again all you need to do is just classify these responses and we'll provide you with everything that you need to do in order to copy paste and personalize responses to prospects depending on their type of response alright so that again is the

first step which is classify responses all right so after you have classified the responses and just to kind of talk you through at a high level what this looks like you know objections or things like oh this isn't right for me or you know i don't have the budget or this isn't the right time that's an objection

and again we'll have a predefined response for each one of those objections next is a request for information something like hey tell me more about your process tell me about your pricing tell me about who you work with tell me about your case studies that kind of thing showing interest is very easy to recognize that's something like

all right tell me more i'm interested and again if you're not sure we're going to give you this google doc with all of these pre-defined uh or these most common responses and then all you need to do is just match the current response to what you have in the spreadsheet here and and this will all be provided

to you right and so show interest and then finally is small talk and neutral and so this is a very common response because a lot of times with our campaigns the first message that we send out especially on linkedin is something like hey would love to connect or hey i had a question let's connect right and so

a lot of the times prospects are just going to say something like okay sounds good or hey that's cool and so that's what we would classify as a small talk or a neutral response and so it's important that you understand how to action these types of responses so let's let's get into that right now so all you

need to do when you identify a response as a neutral or a small talk response is first share a quick and friendly complement and then click to resume campaign because again it's not worth our time to stop the campaign and you know send out all of the messages all you need to do is just resume the campaign

alright and so let me show you let me show you what this looks like because again step one is to classify right and then step two is to engage and so when it comes to small talk this is the engagement process so let me just go into a live example on a real-time campaign so that you can

see what this looks like all right so let me just make sure my browser is showing properly here all right all right so kenny kim here i said i'm actively or sorry this prospect said i'm actively looking to grow my network with badasses cool to connect kenny says i'm happy to connect debra right so again let's go

back to the process the map here and again our first step is to classify that response and then boom that is a small talk neutral response so what we want to do is again let's just look back at the slide we want to share a quick and friendly compliment and then click to resume campaign so this is

what i'm going to do i'm going to go in i am going to respond to kenny i'm going to say awesome kenny grateful to have you in my network i'm going to send that message and then i'm going to scroll down i'm going to click on the campaign tab and i'm going to hit resume campaign and then

my job is done all right so let's just recap that one more time so it's really simple so the response comes in i classify the response as small talk or neutral and then i share a friendly complement and i hit resume done that's it so let's just do one more example so it's crystal clear all right so

here is sebastian he says ha ha yes great line how could i refuse so again he's responding to my friendly connection message he's not showing any interest in our solution or our our service or anything like that this is just a strictly casual neutral small talk response all right so what i'm going to say is glad you

liked it i hope you're having a great day send that message and then i'm going to scroll down and boom resume campaign all right so that is how you handle all small talk responses all neutral responses that you receive in the campaign just boom very quick friendly compliment and then boom hit resume campaign and then you're done

alright so that is how we engage with small talk so let's get into the other engagements right so again after we've identified a response as an objection or request information or showing interest then we want to engage and if you go again to the copy master the master copy template document here here you have all of the

predefined responses okay and so as you can see here all of these responses end in a question because if we look back at the map the goal of the question is to is for the prospect to show interest because once a prospect shows interest that's when we move into the third step which is convert all right and

so there's basically two elements to the engage step that you want to keep in mind and so let me just zoom in so it's very clear here there's really two things you need to know when it comes to engaging with prospects after you've classified their response all right so the first thing we want to do no matter

what is we want to share a genuine compliment right because nobody's doing that on linkedin we want to separate ourselves from the competition by doing that and why not leave with value make somebody's day and just warm them up a little bit so that we can then get on to you know our service and solution and seeing

if it's a fit right so the first thing we want to do is we want to share a genuine complement and so again let's go to the copy the master copy document let's go down to lead conversion and boom here we have manual complements so all you're going to do is go in pick a relevant compliment probably

is going to take you 30 seconds one minute two minutes maybe you're going to copy this you're going to paste this and you're going to personalize this and that's it and then what we're going to do is depending on the type of response we are going to then go and find the corresponding predefined response template copy paste

and personalize that all right so let's say we we got an objection okay so let's say susie gave us a time objection all right so the first thing i'm going to do i'm going to go in i'm going to copy one of these personal compliments i'm going to paste it into the message box i'm going to personalize

it for susie's profile and then what i'm going to do is i'm going to find the objection templates so here's the time objection all right so again all of these templates will give these to you as part of your onboarding as part of your campaign so you don't have to guess all you need to do is copy

paste and personalize this and then you're done that is it all right so let's just recap step one is to classify responses as objection request information show interest or small talk if the response is a small talk or a neutral response all we're going to do is share a genuine compliment and then hit resume done if the

response is an objection an information request or showing interest all we're going to do is share a genuine compliment and then share the predefined response template with a question which we will provide to you with each and every campaign that you're working on so for both the complement and the predefined response all you're going to do is

copy paste and personalize and let me just show you an example so that it's very very clear all right so for the purposes of the demo let's go in here and let's pretend alan here all right so let's pretend alan has an objection which you know he somewhat does so i'm going to come in here i'm going

to copy paste and lastly i'm going to personalize all right and so this is what a finished predefined response will look like after it's copy pasted and personalized and then if this was you know a real scenario a real-time example i would just hit send and boom i'm done all right so that is how you perform steps

one and two of the lead conversion process step one is classify and step two is engage and so the purpose of the engage step is to generate interest with the prospect because after they show interest that's when we're ready to move on to step three which is to convert the prospect all right and so that's what we'll

cover in another video alright so thanks for tuning in this has been step one and two of the lead conversion process