Sabri Suby explains why reordering your booking funnel increases show-up rates. Move the questionnaire before the calendar to filter out low-intent people. One person reported a 392% increase after making this change.
$2.3 million
$25,000 per month
Hey guys. This week on HeySubree, I'm going to be answering Azal Javed's question. I hope I'm pronouncing your name correctly. Alright. His question is, hey Sabri. I've spent over $2.3 million on ads so far. I'm using a call booking funnel and spending $25,000 per month. The issue I'm having is no show up and people not filling in the applications. What can I do to increase the follow ups? One, with email and text reminders. Two, we're messaging people and WhatsApp after booking the call. Okay, great question. And I know the exact problem that it is that you're experiencing because I see people use these VSL call funnels all the time and I know what it is that you would be doing that would be dramatically hurting you in that process. So this is quite a nuanced question, but I will give you the best kind of advice that I can give you that will compound over years and you can apply and use this mental model for everything that you do in all of your funnels and ads. Okay. So some of the time when you optimize for a positive first order consequence. Let me say that again, all of the time when you optimize for a first order consequence on the front end, you typically have a negative consequence on the back end, right. I. E. The first order consequences is positive. The second order consequences are negative in the first order consequences are negative then and the second order consequences are usually positive. Now that is not completely and always the truth. I should actually say, because in saying that, you know, some of the times you can make some changes to the front end of your funnel and it does impact the back end. But more specifically with your issue, it sounds like you'd be doing opt in page to a vsl, VSL to a calendar booking page and then an application page off the end of that. Right. And you know, those funnels are, you know, typically broken funnels. I see a lot of people floating around the dark alleys of the Internet doing that. I know the people that prescribe those things and I would say that they haven't tested it to the rigorous state that I have. And what I would urge you to do instead of having your booking page first, stick your questionnaire in there first. Right. Are you going to get less people booking in on the calendar? Definitely. Are your show up rates going to be a lot better? Are the qualities of candidates going to be a lot better? Definitely. Definitely. So the more effort that is required for somebody to book in a call with you, then the more committed of a prospect that you have. So if you were just asking someone, for instance, for their name, email address and phone number and then allowing them to book in a phone call, it's going to be very easy. Your conversion rate is going to shoot up. You're going to have a positive first order consequence and the second order consequence for that is they're going to be the lowest quality candidate you can get, they're going to have a very bad show up rate and they're going to fill your calendar with dead wood, right, because the barriers to entry are so low. So instead what you want to do is go harder on the vsl, reduce the conversion rate of that thing. That is not a mistake I just made. Reduce the conversion rate likely, right, from people that view it to book in an appointment, but improve the overall show up rate and the amount of offers that you make on the telephone that will have a much more profound impact on the overall throughput of your funnel. So the thing that you really want to be testing is the headline on that VSL page that sits above the video. The VSL content itself. Switch around the questionnaire to be before the calendar and the calendar to be after that. So therefore people that book in the calendar, every single one of those people have filled out a survey because there's no other way to get to the calendar page unless they have done that. So I hope that framework helps you and I hope this answer gives you what it is that you need to help you get more bookings and close more deals. Chat to you soon. Hey guys, if you're enjoying these videos, please like subscribe and hit the bell button as we're dropping a video like this every other day on YouTube. And if you've got any questions, just leave a comment below with heysubrey and I will do my best to get to it. Sam.
