OPERATIONS 3: SALES

3.5 - Creating Sales Activities for the Buyer’s Journey -

CREATING RESOURCES FOR NEXT-LEVEL ENGAGEMENTS  (NLE’s) : CONVERTING A PROSPECT TO A LEAD

On the phone call or other next-level interaction, you’ll provide the prospect with a resource that can affirm their readiness / unreadiness to work with you. The resource should also add value to them even if they aren’t ready.

For example, my resource is the Legacy Brand Map. I created this resource to help prospects guide themselves through a series of questions that helps them either a) justify their need for my services or b) disqualify them from my services.After we answer the questions together, I ask “Did this add value to you?” If they say “yes” I go on to invite them to work with me for a price. We then talk about options and set up a second phone call.

DOWNLOAD THE WORKSHEET and answer the questions on it to create your own resource for the LEVEL 2 Engagement.

After you complete the worksheet, you’re ready to start messaging your prospects!

When your prospects become LEADS, record their names in the LEAD tab along with my video below:

After you’ve recorded the names and where you will feed leads, it’s time to create campaigns for leads who do NOT become customers.

A campaign is content that has a set start & end time for driving traffic from Point A (Prospects / Cold audience) to Point B (Customers / Warm Audience / Point of Purchase).

To do this we’re revisiting OPERATIONS 2.5 to make a CONTENT PATH with our Content Planning Table.

Watch the videos below for help:

Next, we will learn what to do with our leads who say YES and become customers.

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