Being Clear About Your Prospects ‘Next Step’

Jun 28, 2017


Prospects next step includes consistency

We seem to always want to know what is next? What’s happening tomorrow? What am I expected to do after a certain project? What is the natural next step for me to take after I buy X, Y, Z? Our prospects and our leads in our e-mails also need to be told what to do next. If they’re not clear, then they’re not going to buy. So when people come onto your eList, you can’t just hope and wish that they call you up for a strategy call or that they happen to see something on social media about your upcoming event or just hope that they’ll say, “I need your coaching” because that’s just not going to happen.

So I made up just a really quick document to give you an idea of where you need to lead your prospects into, like a 101 of sales funnels (a really basic version). Once you have prospects in your lead magnet you want to nurture them. You want to inform them and provide value. You’re going to do this the whole way through consistently with them, not just for the first week, and then hit them up with a whack of promos. That is not the way to nurture and bring them into your sales funnel.

Once you’re nurturing your prospects for a while, you’re informing them, the natural next step is for them to buy maybe a small book or a guide or an info product. So you can let them know what’s available to them. I’m sure you’ve heard the dating analogy. Once you’re on that first date, you’re not going to ask them to marry you within that first week, right?

The natural next step after they buy a book or an info product is maybe offer an eCourse at a higher price or group coaching or a one-day event. Don’t forget that you’re nurturing them the whole way through and providing value and engaging with them. Then it isn’t until after they get this group coaching or the one-day event that the natural next step is to inform them and ask them if they’d like to go to your bigger program or your bigger event or invest or be part of a joint venture that you have.

Whatever your product is, you always want to make sure that you know where your prospects are going, and you know what the natural next step is for them once they say yes to your lead magnet or your webinar or what ever you are offering. But you also need to make it clear for them and what the natural next step is. That kind of goes into what your ascension ladder is, what your product ladder is, whatever you want to call it, but that’s the groundwork that you need to lay out before you even create all these campaigns in Infusionsoft, create these sales funnels. You need to have a clear idea of what those next steps are.

Now, if you do need help strategizing those steps and creating the content for those strategies to implement it, we are definitely the company to help you. So that’s  where you can check out more resources, blogs, I’ve got my podcast show, videos, and so forth. Love to serve you in any way I can.


Until next time, folks, have a profitable and productive week,

and may the winds always be at your back.