How to stop chasing leads every month

I think you already know the hassle of chasing leads every month and how tiring and bad it is.

And the biggest problem? There are very few cases where this approach actually works and gets you clients.

The reason is pretty simple: you don’t control the game. Doing X, doing Y, and hoping for the best.

You can’t win with this approach. It’s almost impossible.

What’s the alternative?

A simple 3-step process I tested on my business and clients businesses for years:

1. Create opportunities
2. Turn opportunities into clients
3. Upgrade clients to increase revenue

With an approach like this you become 100% in control.

It’s not a ‘spray-and-pray method’. It’s a powerful system with a clear input and clear output.

I’ll dive deeper into each of these steps:

1. Create opportunities

This is the first and most important step. Because if you can’t do this, you’ll always be captive in the ‘client chasing process’.

It’s a mindset and approach shift.

So instead of sending me a cold email with your offer, invite me to a Pre-Buy Experience.

What’s a Pre-Buy Experience?

Well, in short, it’s a way to let people experiment and ‘feel’ what they should pay for.

Imagine this like a test drive for a brand-new Mercedes.

It’s a Pre-Buy Experience where I as a potential buyer can see ‘the product in action’.

Create a Pre-Buy Experience tailored to your business and you’ll see how easily you can create opportunities.

And of course… stop chasing leads.

2. Turn opportunities into clients

While step no. 1 was about creating opportunities, step no. 2 is about turning opportunities into clients.

Do you know how everyone says it’s much easier to sell to a ‘warm prospect’?

Well, this is exactly what you have here if you create opportunities instead of chasing people and treating them as leads.

They already experienced ‘the product’ and if it’s what they want and like, might really want it.

But the thing is, often there are a lot of ‘blockers’ between what people want and end up actually having.

To remove these blockers, you could use one of the following:

1. An Onboarding Offer
2. A 1-Time Offer

The Onboarding Offer is about reducing the friction to minimum while delivering value to the client.

They might be really interested in your offer but not 100% ready to commit yet to ‘the whole thing’.

The Onboarding Offer fixes this and makes it easier for them to say ‘YES’ to your offer.

Then, we have the 1-Time Offer which is a special deal they can get only at or after the Pre-Buy Experience.

Going further with the Mercedes example, there might be a deal where you can buy the car with 20% off the price in the next 5 days.

And right now you just introduced FOMO to your offer which is so powerful. And it’s a real FOMO, not a fake one.

Now depending on the business there could be situations where an Onboarding Offer is better than a 1-Time Offer. Or vice versa.

That’s why I call them ‘Conversion Offers’ (because their goal is to convert) and use in certain situations.

3. Upgrade clients to increase revenue

At this stage you already managed to get the client and start delivering value. But it’s just half of the road.

I said above it’s much easier to sell to a warm prospect. But do you know what’s even easier?

To sell to an existing client. Simply because they already trusted you (and gave you their money).

So you could easily increase revenue by upgrading your clients. But for this, you need an Enhanced Offer.

Again, it depends on the type of business how the Enhanced Offer will look like, but here’s an example:

Going even further with the Mercedes example, after the car is already yours and you’re happy with it, you know it will need maintenance.

So here’s where the dealer can come up with the Enhanced Offer to sell 2 years of maintenance for the car for {X} amount.

Or whatever their offer is. I just wrote this as an example.

The thing is when the client is happy with your service they’ll be even happier to give you extra money if you can deliver more (or faster, or whatever else).

And kind of this is the playbook.

You stop chasing leads, you create opportunities.
You stop chasing leads, you turn opportunities into clients.
You stop chasing leads, you upgrade clients to increase revenue.

It’s a playbook I applied to my business and worked. It’s a playbook I apply with my clients and works there too.

Do you know why?

Because each step is designed having in mind the client and how they buy. Nothing is left behind.

So if you’re gonna apply this, you’ll never chase leads every month anymore.

Wouldn’t that be nice?

Anyway, to make this work like a well-oiled engine, please consider this:

You need a solid offer. Otherwise, nobody will be interested in the Pre-Buy Experiences, in the 1-Time Offers, etc.

If the offer is bad, no matter what tactics or strategies you try, it will never work as expected.

That’s why my process is called ‘High-Demand Offer™’. Because the offer itself is what makes it work or not.

Build the right offer and sell it with a system. You can’t go wrong with this and you will never chase leads again.