Note: at this time transcripts are automated and unedited, which means errors may occur. But we hope you find them helpful!
[00:00:00] Viv: Welcome back to another episode of Marketing Without Social Media. Now, before we dive in, I wanted to let you know that if you are a service based business, thank coaches, consultants, therapists, who wants to get to $7,000 plus recurring months, yes, every month, but needs help with growing your audience, maybe with generating regular leads or landing paying clients, then I’d like to invite you to a free.
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[00:00:48] We’re gonna uncover the number one. That is restricting your growth and holding you back right now. And finally, we are gonna develop a three step action plan. [00:01:00] Yes, three step action plan that will get you results in your business. A s p. Now the session is, Free. It’s 15 minutes and all you have to do is head on over to viv guide.com/game plan.
[00:01:15] Yes, that’s viv guy.com/game Plan right now. Pick a day, pick a time that suits you and let’s chat. Speaking to the right people. How do we ensure that we are hopping on sales calls or getting into chats if you’re doing sell by chats and things with the right people? Well guys, that’s what we are diving into today, how to qualify people so we are not wasting their time and our time so that we can make more sales within our business.
[00:01:49] So let’s dive.
[00:01:56] You’re listening to Marketing Without Social Media with me, [00:02:00] Viv Guy, the podcast for people who want more clarity, connections, and cash in their business. I’ll be sharing with you proven techniques from leading entrepreneurs and experts from across the globe to help you to market without social media.
[00:02:16] And to grow your business in a way that actually feels good to you.
[00:02:30] Something that came up in my group coaching call this week was a conversation around how do we ensure we are speaking to the right people. Actually, it was around how the sales calls were going for, uh, one of my clients, but actually the deeper issue he was. Are you getting the right people onto those calls in the first place?
[00:02:50] And how are you qualifying those people before you get them on a call? Because you don’t wanna waste your time. Your time is one of your most precious [00:03:00] commodities or your most precious commodity as as business owner, but it’s also respecting and valuing the time of your perspective clients. So we want to respect.
[00:03:13] Each other’s time by ensuring that we own the get on calls with people who are qualified. That does not mean yes, they’re absolutely going to buy from you because calls, sales calls, those kind of calls should be around seeing if it’s the right fit. And of course, it will not be the right fit for everybody.
[00:03:31] So we should never be having a hundred percent close rate because that’s not where we’re at. So as much as possible, we want to be inviting and having. Book onto calls with us, or ha getting to our inboxes, have conversations with us who are already qualified as the right fit. Okay? You won’t close a hundred percent of them, of course, but what we do want is to ensure that they are as close to being a best fit as possible for you and for [00:04:00] them.
[00:04:00] As I said, it’s a two way thing. This, it’s got to be respectful of one another’s. Okay, so how do we actually do this? Well, a lot of people think it’s just in that, um, questionnaire or whatever it is that you do as part of your, uh, appointment booking system. And of course, yes, for sure. Ask some questions on that pro, uh, as part of that process.
[00:04:25] On that form, but I want you to be qualifying people way before that point. So when does the qualification process start? Well, it starts first and foremost with your niche. So we’ve talked about niche, or niche, depending where in the world you are, that we want to be really clear on who we are serving and what our position is within that community.
[00:04:52] Okay? So this is gonna be really important to us. You know, who are we really out there to serve? So, [00:05:00] getting specific on this, okay. So are we connecting with the right people is the first question because heck, that’s the first qualifier if you are reaching out and connecting with people who are not your ideal client.
[00:05:15] So, you know, I hear from people saying, I’ve got an email list of a thousand people, but they never engage with me, or they never raise their hand to have a conversational buy from me. Well, there’s. Few reasons that can happen. One is that when you start to build that audience and you were kind of attracting those people, you had a different offer and you have now changed what you do.
[00:05:37] You may have changed your, your niche, or niche to some extent. Okay? Or you may have changed, you know, the, the transformation that you help people a achieve. So, so your offer, okay, so that can be one of the reasons, the, the big reasons there. That you are struggling. So we wanna make sure our niche, our niche, um, is [00:06:00] really clear from the, from the get go.
[00:06:03] So we’re bringing the right people or we, we are kind of getting in front of the right people. The second thing is, and I say it so many times, messaging, messaging, messaging, it is such a fundamental part. And when you get this right, everything else within your business will flow with so much. Okay. Your messaging is, is your marketing.
[00:06:26] It is what you’re putting out there in terms of, of your content and what you’re saying. So it’s so important that we are clear within our messaging, who we help and the transformation we help people achieve. Okay? But we want that messaging to do more than that. We want it to filter, okay? We want it to filter people out who aren’t right.
[00:06:47] So, of course, you know, you’re gonna start with the initial. R like referability tests. So can they self refer or can they, Do they know someone who they could refer? So is your message clear enough in that, So for [00:07:00] example, it the, the qualified initial qualifier could be, Raise your hand if you’re a woman of 40 who is struggling with.
[00:07:08] Uh, her weight. So I’d be like, Okay, that’s me. So that’s an initial high level qualifier and I want you to think about this as as a funnel shape. Okay? So what we wanna do is bring in kind of interest at this top level. Okay? So people might come into your will because you attract them at that point, okay?
[00:07:26] You’ve kind of pricked their interest and they’re going, Oh, that’s me. But what we want you to do, if you think about kind of scrolling down your homepage of. Site. You know, what I want you to think about is as people move through, okay? So through the journey, through your homepage, through a message, it helps filter them out.
[00:07:48] Okay? So if you think of a lead magnet landing page that says, for example, Do you wanna market without social media? Which is what I would have. Then it wants to say kind of [00:08:00] three big qualifiers. So it again, qualifiers, eliminates those people. So this is for you if you’ve built your business on referrals.
[00:08:07] Um, this is for you if you are looking to scale to eight to 10 K months. Okay? So people can already be like, No, that’s not for me. This is for you if you are an extrover. Okay, so all the introverts there are like, I’m out, so I’m already filtering further so that before anyone even clicks, yes, hell I’m in.
[00:08:26] Give me a copy of that. I’ve done some initial filtering, so I’m not bringing the wrong people into my world so we can qualify. At every stage of our marketing journey from initially sort of getting in front of people, bringing in people with our lead magnets, our optins, our freebies, whatever you like to call them.
[00:08:46] Okay? So we can be already filtering. Then when they go to our thank you page that says, Hey, thanks, you’ve just said you wanna download this thing, or you’ve just taken this quiz. Um, if [00:09:00] you want. And what is the thing they want, the thing that you offer. So if you wanna get more clients, just watch this short video.
[00:09:07] And again, it’s gonna be more qualifiers, okay? This is for you if this is going to be great for you if qualifying, qualifying, qualifying. So you can see here where we are filtering at all stages. So our marketing, every stage of our marketing should be a filter. And especially at the start, because we don’t wanna just grow big email lists.
[00:09:30] Of people who are never gonna buy from us because they’re not the right people. We want to be, you know, have a smaller but healthier list rather than, you know, getting stuck in vanity metrics. So I want you to filter, filter, filter. Um, again, thinking about, as I said, your homepage of your website, you know, at the top, you know what a market without social media, but as you scroll, people scroll down.
[00:09:54] It’s gonna be saying, Hey, this is for you if you know. They get to kind of tick off. Yeah, [00:10:00] that’s me, That’s me, That’s me. This is probably not for you. And this is something I learned from Ted Hargrave, which is fantastic. So, you know, actually spell it out. This is for you if we’d probably be a good fit, if you know, working together, if, uh, we probably wouldn’t be a good fit if, Yeah, So for me it would be, we probably wanna be a good fit if you wanna be marketing across.
[00:10:21] Social media, multiple social media platforms, um, we probably wouldn’t be a good fit if you know, and think about what those things are. Okay. We probably wouldn’t be a good fit. One thing that’s, that’s become apparent for me with my audience, if you are, um, an introvert, And you do not like making kind connections with people, cuz that is fundamentally how I, uh, help people build their businesses.
[00:10:47] So really starting to think about, you know, what are those qualifiers. So we are filtering, filtering, filtering. So this is going to be a key stage. And then at this point, you know, where [00:11:00] we get to inviting people for a, a call or a conversation or a chat, a game filter, spell out, put in your emails, put in your content.
[00:11:07] You know, this is for you if, what are those qualifiers? So this is for you if you meet like three out of these five criteria. Okay? Filtering. At every step of the way. And then finally, when you get them, um, or not finally before this, then we obviously have our, our short like three questions as part of our booking system.
[00:11:30] We’re then using the first stage of contact with people. To qualify them further. Okay, so filtering is just qualifying. So if you hear this term qualifying, which I use a lot, it’s filtering. We wanna filter out those people. So now we’ve got them on a call, an initial short call, which is what my 15 minute game plan calls are all about.
[00:11:50] This is not an opportunity for someone to buy from me or for me to sell. This is an opportunity for me to go, okay, before we invest more time in having a [00:12:00] conversation. You and I because your time’s precious and so is mine. Um, I want to kind of check that first and foremost, I could help you and that actually we make a connection and that you want to kind of hear more from me.
[00:12:14] And I do that by saying like, Let’s talk about, Okay, and I’ve got questions within there that help me qualify and filter. But it also is a value piece for people up and on that call. So even if they’re not a fit for me, they still walk away with value because I help them identify what those three next steps for them are within their business.
[00:12:35] So it is a win. It is a win for those people regardless. Okay. But for you, it’s an opportunity. To, to have more calls and more conversations with people. Imagine if you had to do 21 hour calls a month. That’s a lot of time. Imagine if you did 20. 15 minute calls a month and then say 10 of those people went to a full call, [00:13:00] you’ve really massively reduced the amount of time you are having to invest in those conversations, and it means your conversions will then be better.
[00:13:09] So when you get to selling, the people that have come in are really the, the, the people that this, your program, your offer, your work is absolutely right. And they are really brought into what you do because you filtered all the way along and they’re like, Yep, yep, yep. I tick these boxes. This is for me, this messaging lens with me.
[00:13:29] So this is where we want to filter all stages. So I really want you to go away and look at the, the content that you’re putting in out there, and to not be afraid to filter and repel those who this is not a fit for, because there is no point attracting people, bringing people into your will, filling their in boxes and asking them to invest time in reading what you do if they are never going to be a fit for what you.
[00:13:59] [00:14:00] Okay, so I just want you to really get on board with that, and that’s a hard thing to do. Kind of thinking, Oh my God, you want me to repel people and set them away? Yes. I really, really do. If they’re not a good fit. And I also want to leave you with this one thing that was a big revelation for one of my awesome clients this week.
[00:14:19] You have the power to. No. So on a call, if you are having a a 15 minute call or even a full call, you have it. It is absolutely within your right, and it’s also, again, a courtesy to the person that you’re speaking to. On call to say no, if something is not the right fit for them or the vibe is, or they’ve shared something that that indicates they’re not going to be a right fit.
[00:14:46] Okay. And they may tick all the boxes, but maybe, you know, in terms of yes, they qualified all the these categories, but maybe they don’t tick the box off energetically. It’s a good fit and it’s [00:15:00] okay, and it’s respectful, to be honest. Okay, please do not fear, honesty. Um, and it’s such, it’s, it’s where, you know, honesty is your integrity and saying, No, this is not feeling like a good fit for me.
[00:15:13] How about you let me refer you, let me signpost you to, to somebody else. So really do not fear. Saying no at every stage, and really this is what we’re trying to say within our marketing or we are saying if we do it well is no, this isn’t for you. If you’ve hit this point and you’re kind of saying no, well then no, this isn’t for you.
[00:15:34] Don’t go any further. Go back, turn back. Okay, So I hope that’s helped. This was a shortie or is a shorty episode, but I just wanted to really come on and talk about this qualification, um, side of, of what you are doing. So there you have it, folks. I hope you’ve enjoyed this episode of marketing Without Social Media today and feel inspired to take action in your business, whatever [00:16:00] that looks like for you.
[00:16:01] And as always, thank. Thank you. Thank you for tuning into another episode of this podcast, and if you haven’t done so already, please do subscribe to the podcast so you don’t miss an episode. Speak to you soon.
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How do you qualify your leads?
Qualifiers and Filtering
Have you ever imagine having a fully booked calendar with hot new leads every week?
Wouldn’t that be freaking amazing?
Although, here’s the thing…. It’s only amazing IF they are your ideal clients!
How are you qualifying those people before you get them on a call? Because you don’t wanna waste your time. Your time is one of your most precious commodities or your most precious commodity as a business owner, but it’s also respecting and valuing the time of your prospective clients.
In this episode, we are diving into how to qualify leads and you will learn:
- Qualify using your niche
- The process of qualifiers and filtering
Connect with Viv
If ‘getting fully booked with 1-1 clients’ is one of your annual goals THIS YEAR and you’re not moving forward on this, that’s your cue to book a call.
Connect with me via email – firstname.lastname@example.org
Here’s a glance at this episode:
04:25 Qualifying with your niche
02:26 Using lead magnet landing page
08:46 Using thank you page
10:47 Invite people for a chat or call
14:00 Why saying no is important
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