Podcast Summary
Using an attractive offer increases leads and revenue: Offering a free body scan instead of a regular assessment generated 196 leads, 126 of which scheduled, and 100 of which showed up for a consultation, with a double lead cost in ad spend and $9,000 in upfront revenue.
Using an attractive and unique offer, such as a free body scan instead of a regular assessment, can significantly increase the number of leads and ultimately, the revenue for a medical service business. The example given generated 196 leads through a funnel, 126 of which scheduled, and 100 of which showed up for a consultation. The ad spend for these shows was double the lead cost. Additionally, the business was able to make $9,000 upfront from 64 people who paid for in-person visits. This success can be attributed to the allure of the free body scan offer, which likely piqued the interest of potential clients and set the business apart from competitors using a standard assessment offer.
Offering a free scan with perceived value boosts sales: Positioning a free scan as a valuable service and delaying payment can convert more leads into sales, generating a minimum revenue of $8,440.
Separating the cost of a scan and technology from the consultation and visit can significantly increase sales. The company offering this service made the scan free, but positioned it as a $260 value to create more perceived value. They also charged for the first appointment only when the customer arrived, rather than upfront. By doing this, they turned 64 out of 100 phone call leads into $130 sales, creating a minimum revenue of $8,440 from this strategy. This approach not only increased sales but also made each customer a committed client from the start.
Following best practices and separating free offerings leads to business success: Tim earned $9,000 before making any sales by avoiding common pitfalls, maximizing availability through phone calls, and separating free scans from paid assessments, generating 51% more leads and creating value for customers.
Following best practices and separating free offerings from paid services can lead to significant success in business, as demonstrated by Tim's experience in the car industry. Before making any sales or considering the lifetime value of a customer, Tim had already earned $9,000. He achieved this by avoiding common pitfalls, such as driving potential clients to in-person meetings, which often result in lower show rates. Instead, Tim followed the recommended approach of using phone calls to maximize availability. He also avoided using lead ads, opting for a funnel that generated 51% more leads for him. Another crucial factor was Tim's ability to separate the free scan from the paid assessment of the scan. While the scan itself held no value, the professional interpretation and analysis provided by the assessment were essential. By separating these two offerings, Tim was able to generate more revenue and create value for his customers. In summary, following best practices, separating free offerings, and providing valuable assessments or services can lead to substantial business growth.
Maximizing sales through phone consultations: Identifying and focusing on high-value customers through phone consultations can lead to significant sales and revenue growth. By scheduling consultations for interested, investment-ready prospects, businesses save time and resources while generating impressive returns.
Identifying and focusing on potential high-value customers through phone consultations can significantly increase sales and revenue for businesses. By scheduling consultations for those who have shown interest and are willing to invest in higher-priced packages, businesses can save time and resources by filtering out those who are less likely to make a large purchase. In this specific example, a chiropractic clinic was able to generate over 100 phone consultations, resulting in a 84% show rate and an impressive return on investment of nearly 10:1 before even selling the $2,000 packages. To maximize the potential of this strategy, businesses can consider layering additional offers into the consultation process to further increase sales and revenue.
Maximizing Profit with Sales Funnel and Facebook Ads in Professional Services: Improve offer quality, effective copywriting, and optimization for successful sales funnel and Facebook ad campaigns in professional services. Utilize online scheduling tools for businesses with limited availability.
Having a well-designed sales funnel and utilizing platforms like Facebook for advertising can be highly profitable for businesses, especially those in the professional services sector. The success, however, depends on various factors such as the quality of the offer, effective copywriting, and optimization. The speaker emphasized that it's essential to improve these aspects rather than dismissing these marketing tools as ineffective. Furthermore, for businesses that cannot offer full availability for walk-in appointments, using online scheduling tools is a necessity to make the system work effectively. In essence, being a performance partner and suggesting these improvements can significantly benefit the client's business.
Separate free offer from sale for irresistible deals: By separating a free offer from the actual sale, salespeople can pre-qualify customers, increase perceived value, and ultimately close more deals.
Separating the value of a free offer from the actual sale can make the offer irresistible and pre-qualify customers. By following instructions and using a funnel to schedule appointments, a salesperson can ensure maximum availability. However, the back end tweak involves separating the free offer from the sale itself, making it easier to close deals. For instance, offering a free consultation with a later billing, or a discounted initial price, can make the customer feel they are getting a better deal without a hard sell. This approach not only pre-qualifies customers but also increases their perceived value and potential revenue.
Following up with no-shows: Don't give up on leads who didn't show up, reach out to understand why and reschedule if possible for improved sales performance.
Following up with leads who haven't shown up is crucial for success in sales. If you've encountered a "no show" for a meeting, don't give up. Instead, reach out to them to understand why they couldn't make it and reschedule if possible. Tim's experience of doing this led to a significant increase in leads showing up, and it could do the same for you if your numbers are below the desired threshold. Therefore, I strongly recommend modeling this process to improve your sales performance. Keep in mind that persistence and effective communication are key in converting potential leads into actual sales. So, don't let a missed appointment discourage you – instead, use it as an opportunity to build a stronger connection with your prospect.
