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welcome back to the YouTube today what we're going to do is a little bit of a add-on to the sales video the sales script video on how to actually set up your sales funnel this is a little bit of an extra step that a lot of people do need in order to capture people's data follow up with people who have calls and who potentially don't turn up to calls to maximize the chances of someone turning up to a car with you and actually keep the lead excited from the point where they decide to have the call to actually being on the call because that period realistically is the time where you're more likely going to lose the lead it's when they've already bought the car and the conversation's over and then I think do I really want to jump on the phone you want them to think yes I do want to turn up now the time in the business that you have like your results your Authority with your audience will dictate some of this what we want to do is have a process that maximizes that so that we get as many people on the phone who want to speak to us as possible so that's why we have the sales funnel now the first step of that sales funnel is having some sort of application form again this will depend on how many leads that you get and how good your sales process is if you are very very new name email phone number no more you want to maximize the amount of people who get on a call with you you don't want to make them jump through too many Hoops you want to practice your sales process which means sometimes getting on the phone with people who aren't perfect that will mean sometimes getting on the phone with people who can't afford your service but you will get better at sales clause and I think it's actually good practice in a coaching business to get good at that stuff and to not be overly picky about who you have callers with however as your diary starts getting full and you want to maximize the amount of good leads you get on the call you would want to then bridge out that form a little bit more so that could go from name email phone number to name email phone number what is your reason for reaching out okay why have you decided now is the right time to take action on this and then if you want to take it even a step further and you're getting a lot of people turnips calls about now I can't forward it I was never going to be able to afford that you want to eliminate that this is probably the one that's going to drop off your success rate the most but it will also mean your success rate on calls is higher if you have something that says say for example 200 pound a month by ticking this box I understand that services start from 200 pounds a month you're not asking us to make a commitment and I prefer that than like are you willing to make an investment of 200 criminal because they don't know that yet and some people can interpret that as like are you going to pay this money on the phone whereas if you just say you're taking this box to understand that prices start from that amount you hit one or two things there are many people who tick the box and then it's your job to make them see the value in the program or they're not going to book a call because they can't afford it I don't really like this whole well it's 25 pounds a week or it's x amount per day because then you're just counting on the fact that [ __ ] can't do maths and like people love calculators on the phone the whole time and if you can't do 8x30 like I probably don't want you as a client so I I don't you know imagine trying to uh oh you know maybe they'll get it wrong and then you're trying to get them to calculate the macros like come on come on now this isn't like some remedial sales process like we want people who understand you know that the price point is what it is if you're getting a lot of people that that's dropping off just take it off and handle it on the call until you find a happy medium between the two but that's that's the kind of shortest and longest I would have an application from all right so either name me my phone number or name email phone number why why now and you could potentially even go as far as white us like why have you decided to apply for our coaching program and then some kind of price qualifier I always prefer again there's lots of other ways to do this I prefer by ticking this box you acknowledge that our packages start from whatever it is okay and it would be your smallest payment so if you do split pay monthly pay and paid in full you just put your monthly payment option down and then if people have that in the bank they can get started with you and then it's good the next thing then you want is for that form to automatically save those details and then redirect to your call booking software okay I've I've actually worked with a lot of coaches who have quite big businesses that do this step manually and it boggles me every time because it's just adding time in between the process of like write the forms filled in do not wait to manually then reach out and be like hey I got your application form do you want to book a call in just take it to the call booking stage people are fill in application forms because they're ready and motivated to apply for your service you want them to get that call booked in immediately all right if they don't book a call in then you can follow it up and say like oh you know did you not find the right time um is there an issue like is there a reason why you didn't book a call and you can follow that process up but most people automatically go through that process and book a call okay that's fairly easy tips about call booking try and have a good range of times try and not get them to book a call more than three days in advance so I generally only have my calendar open we have five days so we can handle a weekend and also we book like 30 to 40 calls a week so we need to have that volume in so our sales staff can handle it but for most people I think three days five days if it's a weekend um is probably the maximum you want a lead waiting to get a car because again there's just a natural percentage drop off of people who turn up after that point you want people on when they're ready if they don't and they say oh it's because I'm on holiday till X then you can just book them in manually after you follow them up but the automatic procedure you want them to book in within three working days after the call is booked what you would then want is a thank you page you want it to redirect them to a thank you page now we have a very specifically drawn out one with lots of objection handling however that may be a little bit much for somebody in your situation to get right what I would just do is once solid video if I was just starting out I would have one solid video that describes the call that describes where they need to be and how to take the call what we're going to go through on the call and tells them a little bit about the service so they don't turn up clueless all right now to go through all those points it would probably take me a while what I've done is I've actually put it well I say I've done and me and Josh use our copywriter and I've turned it into a little script for you so I'll put the link below you can put in your email and you can get access to that script and get it sent over to you um and then you can use that as a basis we in as part of our coaching program we do a little bit more of in-depth one we have like seven videos and some testimonials and some FAQs and stuff like that I think for most of you just get the video done it'll probably be the first time you've ever filmed a video that you're going to use like this so spend your time getting that one right just put it on a standard web page okay standard web page thanks for booking your call please watch the video you can use click funnels you can use leadpages you could use a Squarespace site like it's you can even use notion if you wanted to do it for free um there's loads of options for you we have our own software that we give our clients and that has all these pre-built in for them um if you're watching this video after January 2023 and you'll be able to get access to that um anyway let's just look on our socials um at Stephen McGrath on Instagram you'll be able to find it on there um if you're watching it preview that it won't be available to public it'll only be for our clients so you'll just have to use one of the other options I've given you but that thank you page and that video will let people know a little bit more about the call it's very professional so it gets a lot of buying from them and you will know at that point whether that leads good all right the final thing you want to do is you want to have a follow-up sequence so whatever call booking software you have again after January 2023 you'll be able to use ours but if you're using something like calendly or a qae or something like that you would want to set follow-up reminders the first follow-up I would send the thank you page again so I would say like hey X whatever your name is hey John and thanks for booking the call just to make sure that you manage to watch this video before the call I'll give you some information about what we're going to speak about looking forward to speaking to you the next one um I would let them know 24 hours before the call like hey just checking the time um it's this time if I don't hear back from either of those two messages I personally my team will ring them 24 hours before the call to confirm okay that they're actually going to take the call at the time that's agreed okay so we'll physically phone their phone and be like hey like so Katie does it for us katie'll be like hey it's Katie from Collective coaching just double checking that you're going to make your time tomorrow we're just making sure that people have confirmed yep great all right well we'll speak to you then um what she'll also do at that point is if they've managed to get through this process and the questions aren't quite right she'll double check the form with them to make sure they're in a position to work with us and if they're not if anything flags up that like there's no point taking the call because it's not going to go forward then we'll just leave the call there but that's quite Advanced I was just throwing that out is that what we do um for you just want to make sure they're taking the call so you're hoping to get responses out of these two you would then want to set a reminder an hour before the call so hey John it's X I'm gonna be on the the this link at this time looking forward to speaking to you chat to you soon all right and that is a full sales funnel top to bottom um that's actually fairly robust a lot of businesses won't have that so if you have that in place very very early in your coaching career your your call booking to call show rate should be very very good um and that'll allow you to obviously maximize the amount of sales calls you actually take which will make you better at sales so it will improve your skill and also it'll just improve the amount sales that you make just because you'll get more people on the phone and so hopefully that was useful for you don't forget to go back and watch the other sales video if you haven't already and then once you've got this in place then you would want to start going through a process of how to advance that and if you want to do that just make sure you watch the rest of the videos you put out come out twice a week I'd probably has it I guess twice or three times a week it depends on how generous I'm being three times a week I've just been told um so if you want to make sure you get those subscribe to the channel that way and press the notification Bell on top to make sure you get told thank you very much