I am sharing a case study of my client - Uday

He came to me a few months back,

When we discussed it for the first time

• He is an Executive Coach and helps people with a personalised coaching programme

• He was posting some amazing content on LinkedIn for the last 6-7 month

• He is getting a very good impression on his post and decent engagements

• When people landed his LinkedIn profile he had a call to action button of Book a call with me

• Which leads to a calendar where people book a call with him

• His Average ticket size is around $3k and monthly revenue was at $6-7K

• A few testimonials and case studies

When we deep-dive into his sales system, we found that -

• Though he is posting some good content and people visited his profile after seeing his content but he didn’t have any backend system to capture leads

• He is also having issues like low show-up rates and for those who show up it was very hard to sell them his offer

• He didn’t have any idea how many people go to his calendar link and didn’t call for any reason

• Because he didn’t have any lead-capturing system he was not able to nurture his prospects who were not ready to book a call at that time because maybe they needed more information

• Lots of people visited his profile but the call booking ratio is very low (Not providing any value before asking to book a call.)

• No proper lead qualification system which leads to getting unqualified appointments

After analysing all the above factors

I helped him set up his VSL funnel for his offer and after implementing all the changes his calendar was filled with qualified warm appointments and revenue reached $25k in the next 37 days which is 4X of his previous revenue.

So here is what we have changed

Uday was solely dependent on Organic traffic to build his coaching business and he wanted to speak with a qualified prospect, he wanted to speak to the prospects who believed that, he could solve their problem.

And he doesn’t wanna speak with tyre kickers, he doesn’t wanna speak with time wasters or energy vampires, who will truly come and ask all the random questions, that lead to nowhere.

And he doesn’t wanna do paid ads because paid ads are really daunting and he is not a big personal brand.

We have set up a VSL funnel at the backend created a killer VSL script for him and called out people who have visited his profile to watch the video.

The VSL was specific. As he is the executive coach executive the hook of the VSL was

“10 secrets to get your resume past the gatekeeper”

Along with the value part, we included a few things in the video

so it’s basically itching the problem and showing that

who does he work,

what kind of problem does he solve,

what kind of transformation he brought

It needs to give them clarity on his entire process or system

Show them why he is different.

And basically results and how you bring transformation by applying your simple process.

Set up his LinkedIn profile as a part of the sales funnel to take them to do the next action which is enter into the sales funnel

We also automate his LinkedIn outreach and integrate it with the sales funnel.

Now when somebody comes to the VSL page they are already added to his email list, that’s number one

and if they don’t even watch the video they just opted in or if they forgot to watch the video

we can use this email sequence to redirect them to the same video page and ask them to watch the video

If somebody watches the video and if he is interested in talking with him. We have placed a button below the video to book a call button and will go through a qualification process.

So instead of sending them directly to the calendar, we set up a Jolt form. Asking some basic qualifying questions like

Basically a qualifier process before even sharing your calendar

One of the biggest problems Uday was facing was the Low show-up rate on the calls

To solve this problem we have introduced 2 revolutionary techniques first one is Pre-Framing and The Warm Up window Technique

when somebody goes through the qualifying process and applies for the call, we redirect them to a Pre-frame page

Basically a thank you page. Instead of thanking people for booking the call we add a free training some case studies and testimonials from the clients.

For the free training, In this case for VSL, we took the example of

“10 secrets to get your resume past the gatekeeper” in the VSL, so in this situation, the free training gonna be

“How to stay confident in the interview”

You see, like the big problem over the VSL and then the next logical problem that’s gonna help them to take one step ahead.

We don’t want to bombard with random values because that really doesn’t matter.

But in their journey, what are the milestones they need to be crossing and then kind of just structure it that way

I have seen that when their prospect books a call call with Uday he sends some automated reminder email with some random values in the emails

we make call booking calendar settings in such a way that there has to be a 24-48 hrs window before jumping on a call with you. Most of the calendar app have that option

During this period we Make them consume 2-3 of the most logical pieces of content before jumping on the call with him

Our goal is to make them consume the next most relevant piece of content not spam them with VALUE! VALUE! VALUE!

But the main problem with the emails is it’s low open rate to solve this issue

We used 2 Email IDs for Uday’s Campaigns, and 1 official email id strictly be used for sharing access to training materials, Lead magnets, information, freebies or any deliverables.

the other one for sharing your stories, your journey, Wins, case studies, testimonials etc. which is his personal email ID.

Believe me, this experiment alone increases the open rate by 50%

So if we see Uday’s funnel now

> If people come to his profile through his content we have a lead magnet in the form of a VSL which has wonders.

> He calls out people to see the video, he provides great value over there and builds trust and asks people to book a call with him

>Now he has a lead qualification system which ensures that he only talks with interested people, not tyre kickers

These things work like magic Uday’s show-up rates increase by 60% and revenue increases by 4X