#232: How to Nurture New Leads to Take Action

Welcome back to another edition of the course Creation Incubator podcast. I’m your host, Gina Onativia, here to get you excited about putting yourself out there in a different way. Maybe it’s an online course or workshop, a live cohort group coaching, whatever it looks like.

I’m here for you to encourage you to inspire you to take action and today we’re talking about what do you do when you start to feel. And today we’re talking about what do you do when you start to see traffic to your site or a spike in traffic, a spike in interest? Because I just got to talk to a great virtual group via Bo and Dawn Eason and a lot of people in there.

How do I see a lot of people in there? Okay. From the top, we’re today we’re talking about what do you do when you see a spike in traffic when all your efforts are amazingly paying off and you’ve got an audience coming to your website, to your landing page? How do you really maximize those new leads to take action?

Because I’m just coming off a virtual event via Bo and Don Eason, and in this event I teach a little bit about marketing funnels. How do you get leads? How do you nurture those leads? And then finally, how do you make a really juicy paid offer? And several of the people in the room, we’re talking about how they’re seeing nice traffic, they’re getting audiences coming to their website, but then not quite knowing how to nurture to the next step.

So you and I are going to chat about it today because I want all of your efforts to pay off in a big way because I see you. I see when you’re putting out content, I see you’re spending money on ads, I see you’re doing media, whatever it looks like, and I want you to be able to take them to the next step to conversion.

So we’re going to talk more about that today. We’re going to break it down a little bit before we dive in. This episode is brought to you from our Done for You course creation and marketing. If you want high touch custom course creation, marketing, website development, we are your people. We only take a few clients a quarter. Check out course creation boutique ecom slash course or apply Check out course creation boutique ecom slash course to learn more, book a call with me.

Let’s chat. Okay, so you’ve got traffic and interest. Now what? Now, I’ve already teased out a few of the ways that you could have gotten traffic from your site. First and foremost, you could be running ads. So maybe you’ve been running ads for a while and you’re running legion ads or traffic ads to your website and you’re starting to see a spike.

Or maybe you have an audience opportunity. You are doing a partnership. Like I talked about webinar promotion last episode. Maybe you’re partnered with somebody with a bigger audience and you’re seeing a pop, right? You’re seeing a flood of traffic to your site. Maybe you got some media. We just had an author who did a morning show, which was fantastic.

I also talked to somebody who was interested. This was a few months ago. She is a communications expert and she’s constantly booking out on these morning talk shows and she sees traffic to her site and then she gets the leads, but then she needs to nurture them to the next step, whatever it looks like for you, Maybe you’re going to be in a magazine, maybe you’re going to be on a series of podcasts.

You’ve hired somebody to help you book out media and book out podcasts. And as a guest, whatever it looks like, I want you to maximize it. So we work with a lot of authors, a lot of book authors, so we work with a lot of authors. And for the first time they’re really building up their brand. They got a publishing deal for some reason, right?

They do have a nice audience and they hire us. Sometimes I’m a consultant to help them take their brand even further, so they might be seeing a lot of traffic because they’re doing different multichannel, so they might be seeing a lot of traffic because they’re doing a lot of multichannel marketing efforts that they had never done before. So what I want you to think about, though, is when these leads come in, they’re hot, hot, hot, hot.

And when leads are hot, we want to talk to them. Now, I know if I want to go there, it’s like when you first start dating someone, you meet someone and you want to ask for the first date and you want to keep it going. You want to ask for the second date, right?

You do want to go see them. You don’t want to, like, walk away for weeks at a time and then a month and a half later. Text them. That is not good dating etiquette. We want to take care of our leads and get them in the moment. I had a client who had say, 30 or 40 leads out of 100 in a room, and then we didn’t follow up correctly.

We didn’t follow up right away and say five of them only converted because we weren’t Johnny on the spot. We didn’t follow up in the right way. So we want to get there. We want to follow up. You’ve got you’ve we want to follow up. You’ve done the tough part of getting their attention. Now it’s time to love on them and nurture them into the next step.

So what does that mean? That means that we need to give them maybe a little bit of context. So I’m thinking about that woman who is booking out the morning shows. She sees what I’m thinking about. That woman, for example, who books out the morning shows. So you see her as this communications expert. Maybe she’s giving advice for couples, for example.

But really, her bread and butter of what she offers is one on one for individuals. So we need to educate people that that’s what you do. Your coaching one on one is really a great place to start. You oftentimes will show up in public and talk about couples, but really your bread and butter is one on one or it’s group coaching or whatever it is.

We need to give people context one around who you are. Remind people like, Oh, they might have heard you on a podcast, but they’re not quite sure people are busy. I’m always rattling my brain like, Oh my gosh, that person looks so familiar. That name sounds so familiar. How do I know them? Make it easy for people. Hey, you might have seen me on this show.

You might have seen me on this podcast. I was talking about X. I love helping people with Y and telling them and giving them context. And I hit the nail on the head there too. How can you help them? That’s the next thing, because a lot of times people might love your approach or your coaching. Like I was doing this virtual talk and I was doing this virtual talk about funnels of the customer journey, but that’s not all I do.

And then people are interested, right? Like, okay, Gina, I kind of like your vibe. What do you have going for me? What do you how can I hire you? Can you help me with this? And like people would imagine, you’re like, Hey, can you help me with this? I saw you and I liked I liked your approach, but can you help me with X?

You need to tell people how you can help them. Don’t be shy. Like, hit them up. Like, people are looking for help. People are looking for trusted resources. And when you have an opportunity, like you’re borrowing someone’s audience, you’re on media that makes you a trusted resource, that gives you social proof. They’re going to want to know the next step.

Gosh, I feel like I’m really whipping through this, guys, but stay with me or slow me down on the podcast player on YouTube. I won’t talk about a four touch sequence that we are going to email people. We can also SIMEX, I want to talk about a four touch sequence that we can email people. We can also SMS texting, make sure you’re checking the laws in your state.

I heard there’s some updates in terms of who can text and when. So just make sure that you’re following the laws of your state. So if we’re looking at a four touch sequence, email number one or message number one. Hey, it’s blank. Hey, it’s Gina. You might have seen me like I just talked about a minute ago in this show.

You might have seen me on so-and-so’s platform. Like, say you did a summit and online summit. I was the person. I was the guy or gal who talked about storytelling or who talked about better communication with your siblings. And you join this list because X, you downloaded my guide, you took my quiz, you did a video series because there’s so little trust in this world, too, that sometimes if somebody doesn’t remember you and they’re like, Who the heck is this?

Did I sign up for your list? Am I a part of this community? I mean, I’ve done that several times and I don’t sign up for that many lists. But still, sometimes I’m caught off guard like, wait a second, did I sign up for this? And you want to make people feel like, yes, you’re in the right place.

This this email in your inbox has hit home for you for good reason. Then in the second email, Oh no, that’s still in the first email. Next part of the first email, you’re going to give a little bit of an ID frame, right? So, hey, it’s Gina. My background is in this talk about Tony Robbins, about Amy Porterfield and things like that.

Now my mission is to help digital marketers go out there in a bigger way with a course or group coaching or a live cohort or whatever it looks like. This is what I’d love to help you with a Customer Journey website development. So as a next step, we want to give them a next step, right? Whatever. That next step is so critical for you.

So for me, I love people to listen to this podcast because you can get a sense of who I am from this podcast and how fast I talk to, right? So you can get a sense of how I coach, how my brain works, how there’s no fluff, right? We cut right to the chase. If you don’t like that, then we’re probably not going to work together.

If you feel like I talk too fast and I do slow down with clients, I promise, then we’re probably not going to work together if you don’t like my approach. And that’s okay. So it could be a community. You might have a community that you want to invite people to. Maybe you have a paid community, maybe you have a paid subscription and the first 30 days or two weeks or free, whatever, it looks like you’re going to have your gateway, your gateway to love where they’re going to fall in love with you like they already have a sense of you and they like you.

But the gateway really takes them over the edge. So I’m hoping my podcast is the gateway. Well, you know, you got a little taste of me from this talk. Listen to the podcast. I’m in your ear, take me over, takes you over the top. So whatever that is for you, you’re going to mention the next step. You’re going to embed that call to action in that first email.

So again, that first email, you’re going to give them context. This is why you signed up for it. This is why you’re here. I’d frame a little bit about you, my mission, how I could help, and then whatever the next step is. Okay, so that’s email one, then an email too. We’re going to give them some value. We’re going to give them some love.

Hey, I wrote this guide this checklist. I recorded this video. The biggest question I get is X about courses and I just wanted it pricing. I get pricing all the time, right? Or how do I know it’s going to be a bestselling course? So that could be my next video or piece of content that I’m sending out this second email.

Whatever is your biggest question or biggest pain point that you’re answering for? I’d love that to be email number two. Email number three can be a key study result in advance. People want to know, are you going to be the one to cure my pain? Are you going to be the one who’s going to bring me my desire?

Are you going to be the one? Well, yeah, I am going to be the one because I did it for her. I did it for him so I can do it for you. So you’re going to give me a case study as email number three or several case studies and one email. Go for it. Go for it. Then an email.

Number four you’re going to ask for your micro commitment, whatever that looks like. You’re not going to ask for $10,000 to sign up for your program unless you get on the phone. The micro commitment could be get on the phone. It could be a low ticket, like a $97 class. It could be a live workshop that you’re doing whatever it is.

It’s the micro commitment to the next step. That gateway got me hungry. Maybe it’s I’m getting off the free subscription or the free trial and I’m going into the paid subscription, whatever it looks like. Email four. Hopefully I’ve warmed you up enough. You’ve warmed them up enough to ask for that micro commitment. Don’t lose the opportunity to close someone.

You’ve done all the hard work. You’ve spent all that traffic, especially if you spent all those all that money on that, Don’t lose your opportunity. All right. Hopefully this is How do I know I was a little amped today. If I made any kind of impact on you, I would love if you would leave me a review. I would super if I made any kind of impact on you.

I would love if you would leave me a review and until next week, go create, be you and be brilliant and get it done and then we’re going to end it.