How to get your next couple of clients with a Pre-Buy Experience

Chasing leads is exhausting.

It feels like an endless cycle of tiring activities and wasted time on prospects who were never really interested in the first place.

Even if we like it or not, that’s how traditional lead generation feels like. A way that most of the time leaves people drained and frustrated.

That’s why a few years ago I believed something should and could change. So I started to keep myself away from the playbook and focus more on who matters: the prospect.

I did several experiments and I understood 1 key thing:

What happens before someone pays a single dollar is crucial. And there are usually 2 factors: trust and expertise.

If you are able to build trust and demonstrate your expertise then sales becomes easier.

That’s where the Pre-Buy Experience comes in.

Instead of chasing leads, you create an environment where the right clients come to you so you can build trust and demonstrate your expertise.

It’s one thing to force a conversation and another to be invited to one.

Here are 4 key things about a good Pre-Buy Experience that will convert people almost every time:

1. Build trust and demonstrate expertise

Before someone says “Yes” they need to feel confident you’re the right choice. And this doesn’t happen through bold claims or endless ads.

It happens when they see proof of your expertise. So find a way of doing that without being salesy and you’ll get closer to the goal.

2. Involvement matters

The more involved someone is in your Pre-Buy Experience, the more likely they are to buy. Liking a LinkedIn post is one thing and attending a live workshop is another one.

The higher their involvement is, the higher your conversion rates will be.

3. Align it with your offer

Your Pre-Buy Experience should naturally lead to your offer. Everything should connect to what you ultimately sell.

So don’t make your Pre-Buy Experience about X and then introduce Y. Make your offer the next logical step for the people looking to get.

4. Use Conversion Offers to stimulate action

A strong Pre-Buy Experience doesn’t mean someone will automatically become a client. There are several things that could “slow the deal”.

The way you could “accelerate” it is through what I call – Conversion Offers. A good reason why they should say “Yes” right there without even thinking more.

If you consider these and create a Pre-Buy Experience for the client, not for you, you’ll see how everything changes.

Getting leads becomes easier because you don’t pitch, you invite.
Sales become easier because people start to trust you.

So, no more chasing leads.

This simple framework allows you to:

Create opportunities. Turn opportunities into clients. Upgrade clients for increased revenues.

1 simple strategy that impacts 3 key areas for any expertise-based business.