When new Opulence members have their first business coaching session with me, I ask them what their most urgent problem is.
“The business needs to make more money, Barry.”
At least 90% of them say this. Fair enough.
But when we explore the problem a bit deeper, things start to go wonky…
“We need to generate more leads so we make more revenue.”
Nope. In most cases, this simply isn’t true.
Because unless you have a system for converting a high percentage of those leads, generating more leads will actually cost you MORE money instead of showering you with riches.
Simply throwing more volume at a problem isn’t going to solve it.
It’s just going to create more work for little result.
In order for your business to grow and scale quickly, you need to know how to attract and convert high quality leads.
In our Opulence program, we teach our membersa 5 step process for maximising conversions.
1. Map your sales process
Draw out each specific step involved in closing a client.
Yours might look like: Facebook ad, opt-in, appointment setting, appointment show up, the sales call, following up.
When you have each stage of your sales process mapped out, you can then experiment with doing something different at each step to see if it increases your success rate.
You’ll find that tweaking better results at any stage is easier than reinventing the wheel, and can result in huge cumulative benefits down the line.
2. Offer a guarantee or warranty
This step is all about risk reversal. Your prospects need to feel safe in their decision to invest with you, and guarantees are a great way of giving them that peace of mind.
Look at what your competition are doing, and offer a far better guarantee than them.
If they’re offering 30 days money-back, offer 90 days.
If they’re offering a month free, offer a month free PLUS a bunch of incredible bonuses.
See what I mean?
People are buying certainty. These extra reassurances are often the tipping point when it comes to choosing you over your competition.
3. Offer a sample or free trial
How can you offer prospective clients an experience of your business without them needing to put money down?
For us at The Game Changers, we sometimes offer for people to attend one day of our member-only events.
Or we might book them in for a half hour free coaching session.
Anything to give them the experience of what we’re about with no risk on their part.
For a digital product, you could offer a $1 trial for the first 14 days of membership.
Think of how to invite them into your world, then wow the pants off them.
4. Script your booking and sales process
This one’s changed the game in my business, and it’s pushed results through the roof for many of my clients.
Pre-qualifying clients and selling to them should never be done on-the-fly.
Sales are part art, part science and you need to move your leads through a series of steps towards the sale.
Knowing what these steps are, and having a mapped out system to take your leads down that path, means you can do two important things -
+ You can close more sales (because you get better with repetition)
+ You can hire sales staff to sell for you (and step out of that role)
Once you have a script written, you can start to test it.
A few months ago, we changed one section of our sales script and split tested it with our leads.
Half still got our standard script (this was our experiment’s control), and half experienced the updated version.
We closed more sales with the updated version, so we’ve now incorporated that new section into our usual routine. Next month, we’ll update another section of the script, and see how we go. It’s a process of continuous improvement.