“We need to change that question in my funnel, people are emailing me their life stories but they are not converting into my program!”
Here’s the scenario; You are a busy Naturopathic Doctor, booked out for weeks, or even months, in advance for new patients.
You decide to create an online group program to help more people get a solution to their health problem.
You create a great, free, lead magnet and invite people to opt in for your free health guide to grow your prospect email list.
You develop a killer automated email follow up system that is designed to educate and engage your new prospects with the ultimate goal of inviting them to come to a webinar where you will give them the opportunity to learn more and sign up for your online program.
You run an ad to your opt in page and it starts working! People are opting in and downloading your free guide and now they start receiving your automated email series.
If your funnel is set up properly, one of the early questions in the automated series asks them about their symptoms, or how long they’ve been dealing with this health issue? In some cases the prospective patient, delighted someone finally asked them about it, replies with a lengthy email describing their situations, symptoms and health history in detail … I mean paragraphs of information that you don’t have time to read.
They are not your patient yet, so you can’t give them medical advice, they haven’t received the rest of the automated emails or the invitation to the webinar or program yet, so what should you do?
Too often I hear doctor’s tell me “If I have time I thank them for the information and encourage them to follow the steps in the free guide, or I don’t even see their email for days later (because it goes to some unchecked, obscure email address) so I ignore it and let them get through the rest of the emails in the funnel and hopefully they come to the webinar”. Another ND suggested “We need to change that question in the funnel, people are emailing me their life stories but they are not buying my program!”
WHAAAAATTTT?
That lengthy email they sent you wasn’t noise to them, it was a “SCREAM FOR HELP!”. They were saying “Hey Doctor, I have this health concern, I like your free guide, I am engaged in your process and I have all these issues and questions, can you help me?” Those questions and details shared are buying signals… your funnel worked!
Don’t ignore them, convert them! Those people don’t need to go through the rest of your funnel, they don’t need your webinar, they are ready to buy!
Next time that happens, don’t ignore them or tell them to follow the steps in your free guide. Instead answer them. Invite them to have a free 15 minute discovery call with you to find the best next step for them. Or send them to a page with a video that describes your program and encourage them to sign up for the program. If it’s not an evergreen program, let them know when you are starting the next one and sign them up. Whatever your solution to their problem is, sign them up!
I hope that helps you recognize buying signals faster and lets you help more patients with your care and your programs locally and globally!
If you’d like my help to grow your practice locally and/or online, tell me a little about your practice here and let’s talk.
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