009 - How To Attract & Convert Leads

Today, I'm going to reveal five KEYS that will take you closer to 100% conversion rate than any other model (or funnel) I've ever come across.

But, first a question...

How hard do you think it is to lose 100 lbs in a year?

It would seem almost impossible, right?

I mean, losing 10 lbs is rough.

Well, there's a local guy that beat the odds and did exactly that a couple years ago.

Here's the story of WHY it worked.

You see, it all starts with a father-in-law who doesn't want his grandchildren to grow up with a dad that can't do things with them because of his weight.

This father-in-law was also doing quite well financially.

So, he made a bet with his son-in-law.

"If you lose 100 lbs. from now until this date a year from today, I'll give you $10,000."

Now, the son-in-law had a motive to lose weight.

If he didn't, he'd lose out on $10,000.

Quickly, people in the community heard the story. With every interaction, people would ask how he's doing with the bet.

This accountability gave him even more motivation.

Then, started the actual weight-loss journey.

As the son-in-law started seeing progress in his journey, he started believing that it's really possible.

It became a game to him.

How much could he lose?

Could he do the full 100 lbs in a year?

All these elements together made it happen.

At the end of the year, he had lost 100 lbs and gained $10,000.

In the same way, when we tap into the principles and psychology that made this work, we can create a MORE powerful funnel. One that can convert 3-5x more leads into customers.

You see, a couple years ago, I started asking myself the following question:

"What would need to happen to convert as close to 100% of leads into life-long customers as possible?"

Naturally, due to human nature, 100% is basically impossible.

However, I'm convinced with the following five "KEYS", we can get stack the deck in our favor.

KEY #1: The key of "Desire"

Before the opt-in, it's important that each lead has an EMOTIONAL and LOGICAL buy-in into your process.

Without that, what you teach will only seem like a "good idea", not something they fully desire.

That's what the problem was with my client Drew.

When he came to me, he was super discouraged because his stuff wasn't selling.

However, by simply tweaking his MESSAGE, he was able to create a multiple 6-figure business within 2-3 years.

Here's what we tweaked.

1. We connected to the true EMOTIONS (pains, desires, & deepest fears) that the men he was serving were really feeling and thinking about.

2. We called out a "hidden" enemy that they didn't realize was keeping them stuck, but once they saw it, it gave them massive hope.

3. We gave them a taste of their future state by breaking down the process LOGICALLY and simply. This created belief that they could do it.

These caused people to be FULLY bought-in on his process. It created a belief that this was actually going to work.

This leads into the next key.

KEY #2: The key of "Commitment"

After people have bought in emotionally and logically, we want to create a true COMMITMENT to the process.

We do this by how we present the offer.

In the story above, the offer had a cost of inaction ($10,000) with a deadline (1 year).

Your offer needs to be the same.

Here's two ways to do it:

1. "Use it or Lose it" Offer: This is where you invite people on a short journey helping them get a clear easy win.

This journey needs a clear deadline (7-days or so) with a clear cost of "if you don't complete the journey by the deadline, you lose access to the journey completely."

We did this with Drew in a virtual workshop he was doing. If people completed their worksheet for the event, they could keep access to all of the recordings. If not, they couldn't.

This resulted in massive engagement, adding over $7,000 in monthly recurring revenue to his business.

However, there is an even more powerful offer you can provide.

2. The Deposit Offer: This is where you have people pay a deposit as a "bet" on themselves that they'll show up. If they complete the journey, they can get the deposit back.

I learned this from marketer Alex Hormozi.

When he was helping gyms launch, his offer to get people to start coming to the gym was deposit based.

New member's would put down $500 as a commitment to show up and follow the nutrition plan for 6 weeks. If they did, they'd could get the $500 back.

However, after people experienced a result from showing up, MOST of them wanted to put the $500 toward a gym membership instead of getting it back.

Again, we want to provide a deadline (7-21 days) for showing up and a cost of inaction (they lose their deposit).

This creates massive commitment.

KEY #3: The key of "Momentum"

After people have bought in and committed themselves to the journey, we want to start building momentum immediately.

We do this by having a simple system of "Asks & Rewards".

This is where we ask people to take some sort of action (small at first), then reward them for that action (again, small at first).

These asks and rewards build on themselves to create unstoppable momentum, helping to ensure that people take massive action.

Here are 3 kinds of rewards you want to use:

1. Micro Rewards:

This is where you can use a points system where people get constant micro rewards through every action they take. The bigger the action, the more points they earn.

2. Delightful Rewards:

This is where you celebrate wins (through text, email, and on the screen) and give "secret" bonuses to people as they start taking action. This makes them feel seen and builds a desire to see what other "secrets" you have for them.

3. Personalized Rewards:

This is where they get a specific reward at the end of the journey based on the results they were able to achieve during the journey.

An easy way to do this is to tie a discount and/or different levels of bonuses to the amount of points that people achieve during the journey.

For example, if you earn 25 points during this experience, you get a 25% discount. 50 points will get you a 50% discount... and so on.

KEY #4: The key of "Curiosity"

If you've ever binged a TV show on Netflix, you understand this key.

Curiosity of what is about to happen pulls you in and keeps you going, even when the show isn't that great.

We also want to build massive curiosity throughout the journey to keep people engaged.

Here's how:

1. Mysterious Climax:

Have you ever watched a movie trailer and it seemed like you saw the whole movie?

It ruined the climax of the movie by leaving nothing to mystery. Therefore, you probably didn't go watch that movie.

In our journey, we want to have a core action (the climax of the journey) that we allude to, but keep hidden. This gets people excited for the climax because there is a sense of mystery attached to it.

2. Hooks:

The only way to catch a fish is to bait the hook with something the fish is hungry for. In the beginning of every day of the journey, you want to start with a hook.

This hook should connect to the audience's true desires, fears, and conversations already happening in their minds... ensuring that they show up for that day.

3. Open-Loops:

Open loops are what a good TV show does. At the beginning it alludes to what is to come without spoiling it. And at the end of every episode, it leaves you in such a state of curiosity that you HAVE TO watch the next episode.

In the same way, each lesson should tease the climax (without spoiling it) and create an open loop for the next lesson (so people don't want to miss it).

KEY #5: The key of "Accountability"

I used to have a life coach I worked with that had me declare to him what I was going to complete every week. Then, he'd simply keep me accountable to my word.

This accountability to him had me be more intentional about my commitments while also making sure I actually did what I said I would.

In the same way, we have to position ourselves as a guide that keeps people accountable for their commitment of showing up in the journey.

We can do this through:

1. Identity:

This is where, in the beginning, you give people who join the journey an identity that is sure to accomplish the journey.

For myself, to be able to do business successfully, I had to FIRST see myself as a successful business person.

A good guide will help establish that and then keep people accountable to it, reminding them consistently.

2. Limiting Beliefs:

Throughout the journey, there may be limiting beliefs that people have that keep them from taking the actions you're asking them to take.

They either don't believe in your process and that it will actually help them, or they don't believe that they'll be able to actually accomplish this.

A good guide takes time to identify these beliefs and address them throughout the journey.

3. Deadline Reminders:

One of the most powerful things we can do is simply remind people of the deadline and cost of inaction.

In a challenge I did recently, people had to earn 100 points to keep access to the challenge.

By simply reminding people of this deadline on the final day, we had over 20 people complete the actions they needed to earn the 100 points.

The deadline and the cost of losing access to the challenge recordings, had them take more action than they were used to.

The Conclusion

By using these 5 keys, you'll end of creating an experience that will have people ADDICTED to taking action.

This addiction will produce more engagement and more results.

In return, people are WAY more likely to buy your next step offer (as long as it makes sense as the next step) and WAY more likely to tell others of the experience they had with you.

I call this journey a Gamified Experience.

And, it's what I'll help you build out in 6 weeks in the Gamified XP Bootcamp.

Join the Bootcamp here - starting July 3rd.