The value-first approach is the best strategy to sign more clients in a way that doesn’t feel sales-y. Read on to finally find your way to nurture your leads and potential clients so the best ones will sign on with you.
In Episode 99 of the Marketing Matrix Podcast, Henry Daas of Daas Knowledge shared how to bring old sales tactics into a modern world, take your leads down a funnel, and prioritize your leads so you can book more business.
Here is Henry’s recommended approach for signing more clients:
Nurture Value-First Approach
The internet is like 7.5 billion people screaming, “Look at me, look at me,” simultaneously. In order to stand out, you have to provide familiarity, and you also need to provide value for your audience.
The best way to do this is to connect, offer a few pieces of value, and then try to engage them in a dialogue before you hop into their DM’s.
Don’t try to cold pitch someone; you’re going to get marked as a shark and people won’t want to do business with you.
Double The Strategy Calls
Once you get someone to hop on a live strategy session with you, you have about a 50/50% chance of booking them as a client during this first call.
The chances go up to about a 85% signing rate on a second free strategy call.
The goal here is not to rush your potential client; you’ve got to make them feel comfortable first.
If the first strategy call went well, at the end you could try to book a second strategy call. Or, you could try to gauge their temperature and follow up with them how it feels right.
Flag Your Leads as Hot, Warm, Or Cold
Estimating the temperature of the lead is very helpful: are they a hot lead, a warm lead, or a cold lead?
You’ll know how to categorize a lead not only by thinking about how engaged they are, but also by assessing how well they fit into your ideal client avatar.
From there, you can then nurture the hot and warm leads and stop chasing those colder leads.
By using a slower, nurture-first approach in lead generation, you will be able to spend more time providing value for those leads that will be more likely to sign on with you.