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The Buying Cycle Of Cold, Warm and Referral Leads - Episode 114
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Understanding different types of leads and what to do about them is a game-changer for growing your business. In her latest episode of the Unstoppable Eventrepreneur Podcast, May Yeo Silvers delves into the nuances of managing different types of leads in your business. She categorizes leads into three groups: cold, warm, and referral, each requiring a unique approach so you can effectively move them closer to conversion.
May defines cold leads as those who have minimal awareness of your business, whereas warm leads have engaged with your content and are considering your services. The most valuable referral leads, come from past clients or those familiar with your brand, bringing a level of trust and familiarity to the table.
Highlighting the significance of referral leads, May advises allocating about half of your sales efforts to strengthening relationships with past and current clients, as well as brand enthusiasts. This group, while not directly using your services, can act as powerful advocates.
In terms of sales outreach, May recommends a balanced approach. Spend a quarter of your time creating authoritative content that demonstrates your expertise. This establishes your brand's credibility and attracts warm leads, who should receive the remaining 25% of your effort, guiding them towards feeling safe to engage further.
Moving leads through the buying cycle is another key focus. May outlines clear strategies for each lead type: providing solution clarity and results for cold leads, offering evidence and testimonials to warm leads, and giving reassurance and a sense of safety to referral leads to encourage their buying decision.
Wrapping up the episode, May introduces an exciting opportunity for listeners: her upcoming in-person event on vision and strategic planning for 2024. Attendees will be equipped with the tools to set intentional goals and craft a comprehensive roadmap for success. Don't miss this chance to turn your aspirations into actionable plans. Secure your spot now and get ready to transform your approach to business in the coming year. Join May and other like-minded professionals for a day of learning, growth, and strategic planning!
Quotes:
• “Just say, ‘Hey, I saw you post about this problem that you are facing or that you have a question about how to plan this particular event. Here, this is the content that I've created to help my clients, to help my followers. So watch this”. Send it to them. so now they'll be like ‘Oh wow, they really are seeing me, they see that I have a problem and they're actually taking the time to send me this information.’ Now you've got their attention.” (14:14 | May Silvers)
• “After having some form of communication in terms of sending them the content, and then maybe follow up to say, ‘Hey, did you enjoy the content? Did you get a chance to watch this?’ But don't stalk them. When they follow you on your social media, you follow them back on their social media. You want to be able to see what they're doing. You want to hit the like and the love button and give some form of a comment. So the whole goal here is to let them be familiar with your name, you peak their curiosity, and then they research you.” (14:53 | May Silvers)
• “Share an event that has a similar challenge to the client. Tell them your process, so you're making them feel comfortable. So they know what it's like if they were to work with you. Now you are making them feel safe.” (16:59 | May Silvers)
Links
Join me at our last in-person event for 2023 at Fort Lauderdale, Florida on Dec 2 2023!
This impactful and life changing event starts at 8am-5pm and there is a virtual and in-person option. Click on this link to get more details: Virtual Ticket, In-Person Ticket
Click here to see what the attendees who attended our Vision & Strategic Planning 2023 had to say about the event!
Connect with me at: may@events4anyone.com
Website: www.mayyeosilvers.com.
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