2 builders who never spoke to each other

Put an application between the interest and the call

Route interest through a form you review before agreeing to talk, and score the answers, chasing thin ones with a note saying you cannot yet tell whether you can help. Keep the price out of the pre-call material, and where budget looks doubtful send the number in advance so the call only happens if it works.

The method

1. 01

   Introduce the service with a webinar and route it webinar to application to phone call.

2. 02

   Keep the price off the pre-call material and use the webinar, the thank you page and short videos to teach applicants how to apply and how to prepare for the call.

3. 03

   Score applications and chase thin answers with a follow-up question saying you cannot yet tell whether you can help, which screens out anyone who applied on a whim.

4. 04

   The manual version is a form that lands in your inbox, which you review before deciding whether to book the call, so start there.

5. 05

   When you suspect the budget will not stretch, email the investment and the payment options before the call, so the call only happens if the number works.

What it returned

• 9

  In one December Greg signed 9 new clients and banked 6 deposits against future start dates, which let him forecast the coming months.

Sources

• Marketing Automation: Sell While You Sleep - Double Your FreelancingKurt Elster · doubleyourfreelancing.com · Marketing Automation: Sell While You Sleep · 2015-08-20
• S02 Episode 3: How to Value Your Funnel with Greg Hickman - Double Your FreelancingGreg Hickman · doubleyourfreelancing.com · S02 Episode 3: How to Value Your Funnel with Greg Hickman · 2018-05-01