Nate Tilley explains why you shouldn't push for the sale immediately. Match your nurture funnel to what you're selling: a $10 yoga class needs almost no information, but a $10,000 course needs real time and trust-building.
Just like in the dating analogy, in order for you to get that marriage proposals, there's certain steps that you need to go through. And the biggest sin that I see people committing is ignoring all of those things and going straight for the sale straight out of the gate, when that's just not how people buy. So there's got to be seduction, there's got to be romance in there. You've got to think about where is this prospect? How much information would the average person in this market need to receive in order to make a decision? If we're talking about going to a hot yoga session, you're not going to be spending six weeks researching that. If you can go and do it for 10 bucks or your first class is free. So nurturing that whole lead and making them multiple offers and trying to get them on webinars and VSLs, that doesn't make sense. The unit economics isn't going to stack up. It's a low information sale. That person is not going to invest a huge amount of time in researching that because the stakes of them making a bad decision are very low. I just won't go to the hot yoga class again.
