Let’s say you do a really nice job with Suspects and Prospects. You have your systems built out for your prospect’s journey to becoming a client, you follow it consistently, and you can predictably fill the top of your sales funnel.

A “shopper” is someone who “buys” something from you one time. Think about what “buying” means. All too often you think buying means signing on the dotted line.

Sometimes that purchase is bigger4commitment than your prospects are ready to make. They’re not ready to get married yet – they just want to go on a first date.

So what can they buy from you that’s a micro-commitment? What can they buy that has a high perceived value, that you can put a price tag on. but isn’t marriage?

Scheduling a paid next step is a micro-commitment. Buying phase I of a project with zero obligation to move forward in the process is a micro-commitment. Attending one of your seminars is a micro-commitment. Downloading a free assessment or tool where they have to provide their email address and phone number is a micro-commitment. Brainstorm what your micro-commitments could be. Some pointers:

  • they should be truly valuable to your prospect
  • they should be a true “micro-commitment” – if someone is not seriously looking to buy what you provide, they”ll opt out, not in
  • they are a “first date” commitment. Your prospect can opt out at any time

For example, when a prospect wants to learn more about what we do here at ActionCOACH and how we might help their company, we start with a 15-20 minute phone call. We ask a bunch of questions about your business and where you want to take it, and we’ll both know within 15 min if it makes sense for us to book a 2-hour Business Diagnostic so you can see what your results might be from a coaching program. That 15-minute call is a micro-commitment.

For those people who make it to the Business Diagnostic, there are 2 more micro-commitments; a 4-page Business Background Questionnaire that you have 48 hours to return, so we can start working on your strategies, and then a 2-hour deep dive with one of our coaches to reveal the potential growth for your business using our toolkit.

We used to do that 2-hour deep dive for free. You know what we found out? When we didn’t give it value (ie. we gave it away), the prospect didn’t give it value either. Half the time they wouldn’t show up. So now we charge for that business diagnostic. And you know what? People show up 99% of the time.

The lessons here are three-fold:

  1. the right micro-commitments get your prospects excited and eager to have the next conversation
  2. the right micro-commitments will cause C & D prospects to opt out – they won’t engage when the next step requires that they have some skin in the game
  3. when they opt in, you know you have a motivated prospect. When they opt out, you won’t waste your valuable time chasing someone who doesn’t what to buy what you do

Want to learn more like this? Make a micro-commitment.

Join us for GrowthCLUB as guests of the Benefit Works. GrowthCLUB Quarterly Planning day is coming up on June 23rd at the Park Hotel in Madison, and is a day of networking, professional development, and creating your micro-business plan for the next 90 Days. You’ll leave clear, energized and knowing exactly what to do so that you can grow massively this quarter.

There’s no commitment beyond that day. You can try us out for a day, meet a 100+ other local entrepreneurs, and then either choose to engage or try this on your own. Totally up to you – it’s just a date.

AND, as clients of The Benefit Works, you get some special perks! GrowthCLUB is a 495 day/1980 per year program. The Benefit Works clients can have all of this at the Guest rate of 159 per person. Use Q3GCGUEST as your coupon, and remember to tell us that you are clients of Julie!

About ActionCOACH: Susan Thomson and Mike McKay own ActionCOACH Business & Executive Coaching of Wisconsin. Imagine a team that can take you from the chaos and stress of running your business to making more money, growing your team, and gaining freedom!MakeMoreWorkLess.ActionCOACH.com
608-441-374, SusanThomson@ActionCOACH.com