By Sakshi Dhamija
Imagine this, you are nurturing your audience for 10 days and preparing them for your upcoming launch, and by the time you reach your 11th day to open the cart, you have already sold out 7 out of 10 slots of your program.
How insanely wild would that be! Right?
This is what happened with one of my clients in Sales Accelerator Academy (SAA), let’s call her Pearl.
In SAA, I teach a fully organic system of generating leads and this system typically generates a flood of ideal clients really quickly.
If you don’t follow up with leads, build connections with them, you literally miss the whole point of generating leads, which was exactly the case of Pearl.
She used my “big splash” strategy to create a post. This time this post was an email to her entire list.
Intention behind this post : To get the conversations started and pre-sell her course.
This strategy exploded her inbox. She got replies from both types of people : who were her ideal clients and who weren’t. But, she couldn’t reply to all because of hundreds of tasks on her list, and managing her leads became an issue.
Super common! Right?
Some fixes to never miss a lead :
• Filter your leads with tags so you know who you are sending emails too,
• Email automations for follow ups
• For Facebook, use tools like Pepper or Many Chats to keep a track of your leads
So whether it’s email or Facebook Messenger or it’s chats in a group, it’s really important that you handle them really well.
Now that we are clear on the importance of generating leads, tracking and nurturing them, I want to give you some insights on the numbers you should track for your upcoming launch and some sales psychology patterns you can follow to prepare your audience for the launch.
Let’s Talk Numbers First
Let’s say your 3 month high ticket 1:1 program is $2000 per month. You need to sell 5 slots to secure $10K consistently for the next 3 months coming to your bank account without lifting a figure.
Let’s assume your combined audience (email list, Facebook group, Instagram etc) is 1000
You create a highly valuable program focused freebie and 40% of your audience grabs that freebie.
So that says, 400 people out of your combined audience who would be interested in your program.
You also promote that freebie on socials (because why not! Freebies are not just to nurture your existing leads but also to attract more leads). Say, you attract 200 leads more with that program focused freebie.
Now you have 600 ideal prospects as your course leads and you continue to nurture them via email marketing.
You announce your program and give an option to your ideal clients to book a call with you /or you close leads via sell by chat.
Based on your current sales call system, you close 1% of your 600 leads i.e. you have now welcomed 6 new students in your program and secured $12K (surprise! you’ve just exceeded your goals).
Need a backup plan?
Here’s it : You take one juicy training straight out of your program, and give a sneak peak experience to your hot leads to get them a quick win and show them how it looks like to work with you.
Let the emails do the heavy lifting.
My favourite type of emails in this part of launch is myth busting, clients transformations : the before and after stories, and the emails that connect the invisible bridge.
Here’s a prompt to help you write the emails that connect the invisible bridge for your clients.
Answer this question : What does my ideal client need to understand, be aware or believe in, to enrol in the program?
Let’s talk sales psychology
How you show up in the pre-launch phase is more important as compared to your launch phase, especially when you are launching a high ticket program.
Your messaging and how you promote your offer, plays a vital role in the success of your launch.
If your messaging is backed by psychology, your offer has a higher chance of standing out of the noise and gets the attention of your ideal client.
Here are a few prompts to get you started and uniquely talk about your offer that speaks directly to your ideal clients :
1. Talk about the *oops* moments of your business
When you talk vulnerably with your audience it builds trust. Take your audience behind the scenes, and share a story of something that went wrong in your business, and how you fixed it or something that you wish you could go back and handle differently.
2. Your business/personal life rituals
Stop being a script, and start being a human. Period. You are the physical personification of the transformation your clients want. You need to fully embody your messages at all times. Your ideal clients wants to know more of you, how you are in your life/business when you are not online. Show more of that.
Example : On Sundays, I do weekly reflection of my business and every Sunday I share with my audience on Instagram stories with what worked and what needs to be improved.
On the personal side, they see me eating pancakes every Sunday morning.
3. Break your virginity
Hop on your stories and share stories about something you’ve never shared before.
Hack to make it even more interesting : Start with “I’ve never shared this before”. It creates curiosity and FOMO which entices your audience to stick around so you can share your key message at the end.
Want to get out of the content hamster wheel?
Want to finally celebrate your first 5-figure or multiple 5-figure launch?
What if you had all of the knowledge, tools, and strategies to completely sell out a program or course?
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