How to Nurture Leads with Excellence, with Stephen Woessner

Episode 127

Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee.

We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline.

If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place.

Today’s episode is going to be a solocast. If you’ve been listening to the show for a while now – you know that about every 4-6 weeks, I record an episode where it’s just you and me — so we can explore a topic with some real depth.

But you may have noticed that within the last couple of months — I’ve recorded more solocasts than my normal cadence. I’ve done that for a couple of reasons.

First — there have been a lot of biz dev situations, questions, etc., that we’ve helped agency owners in our community work through — and some are helpful examples that turn into specific teachable moments to share.

Second — my Predictive team and I have been running at a breakneck pace with new experiments that we’re putting through our Lab and then sharing the results during our Intensives. If you joined us for our July Intensive — you saw the results of an experiment that included 121,000 repetitions in the data set. Wowza.

We’re kicking off a brand new experiment in the Lab tomorrow that will include at least 50,000 repetitions, and we’ll share the data set in full transparency during our next Intensive on November 6th & 7th.

And Praise God — we’ve had the blessing of onboarding some new clients into the fold here at Predictive.

All of that is to say — my schedule for interviewing guests has been challenging. But thankfully — that is changing. In fact — during our quarterly leadership team meeting — my fellow leaders…Erik, Megan, and Hannah — said, “Okay, Stephen — what needs to come off your plate so you can stay in the biz dev lane.”

Staying in my lane will give me the time and space I need to interview the long list of guests that I have been wanting to invite to the podcast…so stay tuned.

But for today — I’m going to start us off by looping back to the new experiment and the 50,000 repetitions that I mentioned a minute ago.

For years — we’ve taught a nurture and lead gen cadence that we’ve called “The 6:1 Ratio.” It was published back in my second book and focused primarily on social media and how many personal or professional posts ought to be made — 6 — to every 1 “ask” post to create the optimal opportunity for conversion.

One of our core values here at Predictive is “Life is not static,” and we’re always testing, adjusting, testing, adjusting, and testing some more.

So on Thursday — we’re launching a brand new, 4-part nurture email campaign and sharing it with all 50,000 agency owners and their teams inside our community. If you’re on our email list — you’ll receive a new email every Thursday for the next four weeks.

We’re doing this for three reasons:

One — 50,000 repetitions for the November Intensive — the full data set.

Two — nurture matters — it removes friction from the sales process.

Three — to break down and illustrate our “4-part Nurture Methodology.”

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.

What you will learn in this episode is:

• How to use the Transformational Triangle to create the foundation of your content strategy (Episode 124, “No Friction Lead Generation,” breaks down the Triangle in specific detail)
• How to write effective emails to give your audience the impression that you have an inexhaustible stream of helpful content (Episode 116, “Email Writing Workshop,” breaks down our email writing framework and process in specific detail)
• How to design and build your own strategic frameworks. Hannah Roth, our mad scientist and strategist here at Predictive, just authored a new ebook coming on strategic framework design. If you’re part of our community — you’ll receive a copy in your Inbox in mid-to late-September.
• And lastly — why creating a series of Transitional Moments that all work in unison will help nurture your prospects and move them up and down the sales funnel without them ever being made to feel like they’re one of your prospects. You can go here for a specific video training on Transitional Moments.

Download our Free Frameworks to Help You Sell More of What You Do:

Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients.

Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee.

Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals.

Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients.

Resources:

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group
• Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/
• Order your free paperback or Kindle copy of our Book: Sell with Authority