Monthly Archives: December 2023

Are you finding it difficult to effectively market high-ticket offers? Are you encountering challenges in generating fresh leads and scheduling strategy sessions for your high-ticket offers?

The success of your business selling high-ticket offers is contingent upon the number of qualified leads and sales calls you have.

I understand the frustration and disappointment that comes with being unable to sell  premium coaching, consulting, and live event offers, but if you read my latest book you will come to understand that there are several other industries that are looking for high ticket closers and appointment setters.

But that’s about to change.

If you’re interested in discovering how to attract a flood of qualified leads and ensure your calendar is filled with well-qualified calls, continue reading.

I have recently written a book that  specialise in guiding youin the world of triage selling high-ticket programs.

There are numerous approaches you can employ to create a sales funnel and sell your high-ticket offers.

However, in this article, we will focus on the Triage Funnel – a straightforward three-step process that delivers an abundance of qualified leads.

In fact, I personally utilised this method recently as well.

Advantages of the Triage Funnel include:

• Streamlined funnel procedures with minimal moving components
• No hassle of implementing an ascension model that requires starting with low-ticket offers and then transitioning to high-ticket ones
• No more struggling to persuade people to make a purchase
• Expedited phone conversations with interested prospects (within 72 hours)

Now, let’s delve into the three-step process of the Triage Funnel.

STEP 1: The right lead magnet: Crucial initial step

The initial stage of this funnel entails achieving two primary objectives through the utilisation of a lead magnet.

Firstly, it serves the purpose of generating leads. Although the objective itself may seem simple, it should be recognised as highly significant. The lead magnet effectively acquires vital contact information, namely the lead’s name and email address. Subsequently, this enables the provision of value-adding content, should it be deemed necessary.

Secondly, the lead magnet plays a crucial role in prospect qualification. It is imperative to avoid wasting precious time on unsuitable clients. Thus, the lead magnet must be meticulously crafted in a manner that only entices prospective clients who are the right fit. By addressing their specific problems within the lead magnet, they will develop a sense of being truly understood. Consequently, this approach will effectively attract individuals who are most likely to invest in your high-ticket programs.

As so wisely stated by Stephen Covey in his renowned literary work, The Seven Habits of Highly Effective People, one must first seek understanding and then aim to be understood.

The provided example presents a landing page featuring a lead magnet.

However, it should be noted that a lead magnet should not be confused with an e-book. While an e-book was previously defined as a downloadable PDF during the early 2000s, this is no longer the case.

In the image below, one can observe the presence of a lead magnet titled “Accelerate Sales Volocity by 25%” This showcases what potential clients you could attract  by using  AI bots and  a good landing page!

STEP 2: Take Advantage of offering Triage-Call on Your Thank You Page

Upon embarking on their journey into the realm of digital marketing, many individuals begin by developing their lead magnet and landing page. Upon the opt-in, they are directed to a “Thank You” page, which, as the name suggests, simply expresses gratitude without offering any additional content.

Upon closer examination, this page can be seen as an opportunity to engage the user.

As users opt-in and anxiously await their desired outcome.

Here’s a proposition:

Take advantage of the “Thank You” page by offering users an opportunity to schedule a brief triage call.

The triage call will only last 9 minutes.

The purpose of this call is to determine if you can effectively assist the prospect.

To accomplish this, incorporate relevant and captivating text onto the thank-you page, along with a video.

This video should cover the following points:

• Firstly, inform users that their lead magnet will be delivered to their email within approximately 15 minutes. This will encourage them to stay on the page and provide them with an opportunity to schedule a Triage Call.
• Discuss what they can expect from the lead magnet.
• Address their issues and explain how this lead magnet will resolve them, ultimately leading them to schedule a triage call.

You may be questioning the decision to offer a 9-minute triage call instead of a 45-minute strategy call.

It is uncertain if you have encountered this scenario, but sometimes, a 45-minute strategy call can be wasted on the wrong prospect.

Time equals money, so why waste it on the wrong prospects?

Utilise a triage call to qualify prospects who are genuinely deserving of a 45-minute strategy call with you.

Implementing a triage call can boost your enrollment rate by 83%.

Consider employing interns or contractors to handle these triage calls.

Ensure that they possess the necessary expertise.

They should possess enough knowledge to determine whether you can solve the prospect’s problems or not. When executed correctly, approximately 40% of individuals will schedule a triage call.

If a strategy call were offered instead, only around 8 individuals would be able to be accommodated.

However, with a 9-minute triage call, you can connect with up to 40 prospects in a single day.

That is the true power of a triage call.

It is possible that 60% of individuals may choose to not schedule a triage call, and that is perfectly acceptable.

A prospect who is willing to schedule a triage call demonstrates enough interest to warrant a 45-minute strategy session.

What about the remaining 60%? Well, some individuals simply disregard them.

You can choose to do the same, or alternatively, you can add additional qualifiers to ensure that the prospect is the right fit and highly likely to make a purchase prior to reaching out to them.

Disable their lead generation until they catch up with you.

So if you generate 100 leads, 40 will book a 9-minute triage call; which is equal to 6 hours.

STEP 3: Follow up

Some individuals may choose not to schedule a triage-call, despite its effectiveness in identifying potential prospects. However, their lack of interest should not be immediately dismissed. There could be various reasons behind their hesitation, such as fear of the unknown or more pressing priorities. It is essential to remember that their circumstances are unknown to us.

Nevertheless, these prospects require careful nurturing. They are not easily convinced and will require additional effort on our part. Consistent communication through valuable content over several days or weeks is necessary. By doing this, we establish ourselves as experts, authoritative figures, and problem solvers. It is important however not to move into harassment mode, executives are busy people and are often juggling several balls in the air.

In some of these nurturing emails, it is advisable to include a Call to Action to prompt them to book a triage-call. When composing these emails, it is crucial to focus on addressing the prospect’s pain points and emphasis that help is readily available. We aim to convey that a different life is just one triage-call away.

On a separate note, it’s interesting to note that 73% of B2B marketers and sales leaders consider webinars as the most effective means of generating high-quality leads.

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