Scott Perry coaches Nicki on sales pages and enrollment flows. Pages should answer three questions: Why am I here? Am I in the right place? What do I do next? He recommends a 15-minute call in the enrollment process and a messaging framework: I understand, you're already there, I'm your champion.
The last thing I always try to do when I am putting out a new offer, a new sales page, new checkout page, whatever, is I want to answer— and I think we've talked about this in the past— I need to answer 3 questions and also the bonus question. Why am I here? The client, the person, when the person lands on this page, they have to know why they're here. You have to reassure them. And then the next question is, am I in the right place? I'm here because my company is on fire because the world hates us because, you know, we had this diversity, equity, and inclusion gaffe, or, you know, whatever it is. Am I in the right place? Well, you know, how do you let them know that you have a solution to their specific problem and that it's going to save them time, it's going to save them effort, it's going to save them money, and it's going to reduce the risk that things are going to get worse. And then the third question is, what do I do next? Which comes down to the call to action, click the button, fill out the form. And then the bonus question is, what's going to happen after they do that. Now, with CultureLabs, I think something that will actually help you sell memberships and feel— and, and also be testing for resonance and, and, um, and, and reveal things that are maybe missing, broken, or need work is I would make part of the enrollment process getting on a call with you. I can't remember the pricing, but I mean, the pricing that you— that I remember you speaking about, just would you like— it would be almost an expectation, like, I'm going to get a chance to talk to Nicki, and I'm just talking like 15-minute call. And it could be basic, like the, just your basic, tell me, tell me what's going on. Tell me where you want to be. What do you, what do you see as the primary challenges? Let's decide which of these programs is the best, is, is the best fit for you right now.
Scott, you literally just, just fixed a problem for me just with that.
Yeah, well, and that's also an opportunity if you want to include an upsell. You could, you know, if, if, because when someone's talking to you and you see, hear, and understand, like we've talked about this too, but I love this framework from my friend Jeff.
Love this.
The best coaches are always sharing these 3 things with their clients. I understand, like, I get it. I understand because I am you. You are helping someone solve a problem that you've had to solve for yourself. And because you solved it for yourself, you did it the hard way, the effortful way, the long way, the tedious way, the fraught way. But now you have, you can teach someone to do it. In a weekend with just, you know, 3 simple steps and, you know, some accountability or whatever. So I know you because I am you. You're— the second question is you're already there, you just don't know it yet. Because a lot of the— so like, I think in your domain in particular, but in every coaching domain, what we're really doing is we're helping people prune all the bullshit, the bullshit in their thinking, the bullshit in their behavior, the bullshit in all the ways that they're hiding in meaningless learning and activities that's actually not doing anything to help them solve their problem. We clean, we help them prune all the cruft and we shine a bright light on here's the 3 things that you need to do and you need to do these things every day and you need to try to do them a little bit better. You have to raise the floor. And then the last is letting people know that you're their champion. So if when you get on that call, you can speak to those 3 things, you're helping, like, people can land on your page and it can answer those 3 questions and you can tell them what's going to happen next. And after they click the button, they're still going to feel like they, they didn't do it right. They're still going to feel like they didn't understand. They're still going to feel like they're lost. But by getting on the call, you're saying, hey, congratulations, you did everything right so far. And it's not rocket science. I'm just here to hold— to help guide you through a few last steps that are going to make sure that you get started on the right foot right away. Immediate traction so that you can start to build some momentum and make some meaningful, efficient, expedient change in this area that probably feels like it's fraught with all sorts of obstacles and dangers and perils and what have you.
Literally, you fix a problem.
Awesome.
Stoics Don't Suppress Emotions, They Do This Instead #stoicism #emotionalintelligence #mindset
