How to instantly increase show rate in a sales call funnel

Summary

In this video, Will shares his strategy for increasing client show rates from 34% to 61% within three weeks. He emphasizes the importance of personalized communication, such as sending a voice note via WhatsApp 24 hours before a call, and leading with value by addressing the prospect's pain points. Will also discusses the counterintuitive approach of reducing reminders and focusing on the value proposition to boost show rates. His insights aim to help entrepreneurs scale their businesses by optimizing their sales funnels.

Takeaways

• 📈 The speaker increased a client's show rate from 34% to 61% in three weeks using specific strategies.
• 🔍 Initially, the speaker's e-learning company had a consistent show rate of around 52% but noticed a decline prompting the need for improvement.
• 📞 A significant factor in improving the show rate was having the sales team send a personalized voice note via WhatsApp to prospects before the scheduled call.
• 🗣️ The voice note was personalized, mentioned the prospect's name, and highlighted the topics to be discussed during the call, making it feel genuine and engaging.
• 📝 The speaker also improved the client's show rate through two main strategies: a personalized WhatsApp message 24 hours before the call and leading with value during the call.
• 💬 The personalized message was direct, mentioned the prospect's name, and referenced specific issues discussed previously, suggesting a tailored solution.
• 💼 The second strategy involved leading with the prospect's problem and positioning the call as an opportunity to reveal a valuable solution.
• 💡 The speaker emphasizes the importance of using the right words and the right order to effectively communicate with prospects and build trust.
• 📉 The script mentions a situation where using the wrong phrasing in a sales message can be offensive and counterproductive.
• 🔑 The key to a successful sales call is to lead with the prospect's pain points and offer value, positioning the call as essential for solving their problems.
• 🤔 The video suggests that sometimes doing the counterintuitive thing, like reducing the number of reminders, can improve show rates by focusing on quality over quantity of communication.

Q & A

What is the main focus of the video?

The main focus of the video is to explain how to increase show rates for sales calls, particularly for those doing cold outreach, by sharing strategies that have successfully increased show rates for the speaker's clients.

What approach did the speaker's e-learning company use to drive growth?

The speaker's e-learning company used a sales call funnel that included YouTube ads, an opt-in page, a VSSL, a calendar with a built-in survey, a thank you page, and then a call with a prospect to close them into the program.

Why did the speaker start paying attention to the show rate?

The speaker began paying attention to the show rate because it started to decline, dropping from 55% to 52%, and eventually down to 47%, which prompted the need to address this metric.

What strategy did the speaker find effective in increasing the show rate?

The speaker found that having the sales team send personalized voice notes via WhatsApp to prospects 24 hours before the call was highly effective in increasing the show rate. The voice notes added a personal touch, making prospects feel valued and more likely to attend the call.

What two key strategies did the speaker use to improve a client's show rate from 34% to 61%?

The two key strategies were sending personalized WhatsApp messages 24 hours before the call and leading with value by highlighting the prospect's problem and hinting at a unique solution that would be discussed during the call.

How did the speaker describe the importance of word choice in communication?

The speaker emphasized that the specific words and phrases used in communication are crucial. Saying the right words in the right way can significantly impact the effectiveness of the message and, consequently, the success of the sales process.

What example did the speaker give to illustrate the importance of framing in communication?

The speaker provided an example of reframing a message for an SMS campaign. Instead of telling a prospect that they couldn't afford the service earlier, the message was reframed to emphasize recent program improvements and new solutions that might be more suitable for the prospect now.

What unconventional advice did the speaker offer about reminders?

The speaker suggested that sometimes reducing the number of reminders, such as cutting back from three to one SMS or email reminder, and simplifying the process can actually increase the show rate. The speaker also mentioned using the survey on the thank you page to sell the prospect on the call.

What is the speaker's overall mission with the YouTube channel?

The speaker's mission with the YouTube channel is to help entrepreneurs and businesses scale to their full potential by sharing insights, strategies, and solutions to common business challenges.

What offer does the speaker make to the viewers at the end of the video?

The speaker invites viewers to comment on the video with any business problems or bottlenecks they are facing. If the speaker has the time and can help, they offer to create a specific video addressing those issues.