Lead Conversion - Predictable Growth

video i am going to give you a high level overview of the lead conversion process and so just so you're aware lead conversion is after a lead is generated qualifying that lead and converting that lead into an appointment okay and so this is really our bread and butter and what separates us in the market and your ability

to do this is going to determine if you can double triple quadruple 10x your income because the more leads that you convert the more money you're going to make and so i hope you're excited by this lesson because i'm really excited to share with you exactly how this process works so let's dive in so as you saw

earlier over here is is the funnel that we are implementing for our clients all right and so the bottom two steps which is qualifying prospects and setting appointments those are the steps involved in the lead conversion process and so depending on the type of campaign we're running that will determine what the actual conversion is for that campaign

and so we're either going to be running a managed lead generation campaign which is in that case a conversion is a qualified lead or we're going to be running managed appointments campaigns and in that case the conversion is an appointment okay and so it's important that you just understand this because some of our clients are going to

be lead gen clients and some of our clients are going to be managed appointments clients and so depending on the type of campaign that is what dictates you know what a conversion is for that campaign and again the bottom two steps are the lead conversion steps okay and so the lead conversion process there are four steps but

step zero which is really a prerequisite for the rest of the steps is to qualify the lead and i'll break that down exactly what that means in just a moment and after step zero which is qualify step one is classify step two is engage step three is convert and step four is confirm so let's dive into exactly

what these steps mean so this is the lead conversion map here i'm just going to get out of the way real quick and so the trigger for this process is a response to a business development campaign which is an outreach campaign over either email or linkedin so as soon as a lead or a prospect responds that is

what starts this process okay and so again the very first step here is to qualify prospects because you know our campaigns they generate hundreds thousands sometimes of responses and so it's really important that we're only spending time talking to qualified leads and and i'll share in a later video like how to tactically do this but for now

it's just important that you understand that step zero again is to qualify leads okay and so now let's get into step one so step one is classify all right and so once that first response comes in your job is to immediately after qualifying that lead is to classify the response okay and so there's really only four buckets

when it comes to the type of response okay and so let's just get into exactly what that looks like so one potential bucket is an objection and so an objection is something like i'm not interested or i don't have the budget for this or this is not a priority for our business right now okay and so that

is one example of a response uh another type of response is requesting information and so this sounds like tell me more about your process or how does it work or what is your pricing like or what market or niche do you specialize in right so those are all examples of information requests and that is the second bucket

here the third bucket which is the best bucket because it's the simplest and it's going to lead to more results is the show interest bucket but after running you know hundreds of these campaigns this is only going to happen about one to maybe five percent of the time whereas request information that's going to be anywhere from 40

percent of the time to of the time you know it really just depends um and then objections are going to be maybe one to 10 percent of the time as well and then the fourth and final bucket is the small talk and neutral bucket and so what this means is a lot of the times on linkedin specifically

um you know our first message that that first connection message is not ever not usually going to have anything to do with our product or service that we're advertising for the campaign and so the small talk neutral response is something like sounds good happy to connect thanks for connecting okay sounds good because usually what we're going to

say in that first message is something like hey had a question let's connect or hey i wanted to connect with you that sort of thing and so in that case the process is very simple we'll get into that in another video but all you do is just resume that campaign and then send those follow-up messages all right

and so the reason that we want to first classify responses is because in the next step what we're going to do is based on the type of response we're going to have a predefined response that we're going to share with the prospect so again once a response comes in we're going to immediately qualify the lead that's step

zero and then step one is to classify the response because once we know what type of response a prospect is shared then we get into step two which is engage okay and so depending on the type of response what we're going to do is we're going to engage with that lead appropriately and so if let's say somebody

says i don't have the budget for this well we have a predefined response for a budget objection or let's say somebody says i don't have time for this well we have a predefined response for a time objection right and then same with request information let's say somebody asked about the process well we'll have a predefined response for

the process and then if somebody's interested we'll have this sequence down here we kind of skip a step there if they're immediately interested but there's a few components of the engage step which i just want to cover so the first thing we want to do is we want to share a genuine complement with the prospect because that's

one of our differentiators in terms of our service because you know we want to be friendly we want to be authentic we want to be genuine with our outreach and just a great way to break the ice is to just provide a genuine compliment and so we open with that the next thing is a predefined response followed

by a question okay so let's say a lead comes in and says tell me more about your process so we would say something like first the compliment john so great to have you in my network i really appreciate you accepting my request and then to answer your question our process works like this step one two three is

that something you would like to learn a bit more about because the question here is designed to sh to get the prospect to show interest because if they show interest then we can move on to the next step okay and so let me just give you another example so let's say uh somebody comes in and says i

don't have time right now for this so we would say something like jane so nice to have you in my network um i understand you're busy but the good thing about our service is it only requires one hour of your time would that change your priorities at all right so we finish with a question and let's say

jane says yes well then we can move to step three so let's do that so step three is to convert and so this step is when we actually start converting that prospect into an appointment okay and so if we are doing a managed appointments campaign this is relevant but if we're doing a managed legion campaign after they

show interest that's when we transfer the lead to the client and we'll get into that in another video let's just stay focused on the lead conversion steps here all right so step three is convert so after we have had some dialogue with the prospect and they have showed interest then that's when we go to step three which

is to convert and then finally step four is to confirm and so what we're doing is we're converting the lead by setting and confirming the appointment and the final step confirm is just confirming a time a date and gathering the contact details from the prospect so that we can set up that appointment and we can transfer that

lead over to our clients who are managed appointment clients all right so let's just recap very uh very quickly here so again the first thing as soon as the lead responds is we want to qualify that prospect to make sure that people are you know that we're not wasting our time with leads that are not qualified right

and then the next step is to classify the response and then the second step is to engage with the prospect depending on the type of response the third step is to convert that prospect into an appointment and the fourth step is to confirm that appointment okay and so that is a high level look at the lead conversion

process and in later videos i'm going to dive in deeper into each specific step and share the exact tactics that are required for each step but this is just a high level overview of the lead conversion process so thanks for watching and i'll catch you in the next video