You might not realize this because most coaches don’t talk about their “failed” sales funnels as much as their profitable ones…
But trying to get a brand new lead to convert from a free lead magnet straight into a $200 or $300 program isn’t always as easy as people make it sound — especially if you’re not a household name or a major influencer yet. (Notice I said YET!)
The reality is, if people aren’t familiar with you or your approach, it’s common for them to hesitate when you ask them to jump straight from a freebie into spending a few hundred dollars…
Even if you’ve warmed them up with a few strategic emails or DMs.
This is where a marketing and psychological concept called “Commitment and Consistency” comes into play…
According to Robert Cialdini, the author of Influence: The Psychology of Persuasion, once people commit to something, even in a small way, they’re more likely to follow through with bigger commitments.
So, instead of going straight for the big ask…
Consider offering an “easy yes” offer — something low-cost but high-value that aligns with what they were initially interested in.
This could be a “light” intro program, a short-term challenge, or a low-cost trial of your signature program.
For example, if a lead opts in for a free list of naturally detoxifying foods, you might invite them to a no-brainer 10-Day Detox next (like the one I’ve already created for you here!) for $47 before inviting them into your signature coaching program for $297/month.
By saying “yes” to this smaller commitment, they’re more likely to say “yes” again when you present your main offer.
It’s a way to warm them up and build trust, so when the time comes to make a bigger investment, they’re already on board with your approach and see your value.
And if they’re not ready to take the leap even after your “easy yes” offer?
It might be time to invite them to a discovery call.
In fact, if you don’t have an “easy yes” offer to put in between your freebie and your signature program or don’t want to, offering a discovery call is a great alternative!
This can help you understand your prospects’ hesitations and tailor your pitch to their specific needs and objections.
Remember, the goal is to make the transition from free to paid as smooth and natural as possible.
Next up?
We’ll talk about how to position your “easy yes” offer so your follow-up into your signature program feels like the next logical step.
Make it an amazing day,
Alicia
