When your sales feel… sleepy, where do you poke first? In this episode, we crack open how to tell if you have a speed problem, a standard problem, or a signal problem — and what to tweak so conversions wake up again.

We'll also dig into why “funnel problems” aren’t always problems at all — sometimes they’re just the market maturing, your buyer awareness shifting, or your traffic source drying up. Think of it like running lab work on your sales process: you’ll discover whether you actually have something broken, or if you just need to adjust your expectations, your lead intent, or the way you’re measuring success.

🌟 Have a specific question you want me to workshop on the show?

I set up this voice-note line so you can send context-rich questions I can answer for everyone’s benefit — and I can’t wait to hear what you’re building!

What’s inside this episode

The awareness spectrum and how courting highly solution-aware humans changes your conversions drastically
A simple lens for saturated markets: why buyers are taking longer, and what that means for your expectations and your strategy
Why your fastest buyers are typically “unicorns,” and how to ethically attract more of them without leaning on manipulative triggers
The quiet moneymaker that recovers impulse buys with or without discounting everything
When to stop tweaking the sales page and start rebuilding intent upstream (lead source, lead magnet, and messaging)
Internal vs. external marketing ecosystems and why many funnels stall after the first follow-up sequence
The #1 thing that everything comes back to when attracting the highest quality leads

Connect with Adriane and Visionaries!

Let's be friends on the 'gram – @visionariesonline or @adrianegalea
Connect on Linkedin – with Adriane or Visionaries
Visit us on the web at visionaries.co
Come network with us in The Visionaries Collective

Speaker: 00:00:00

What do you do when your sales stop

coming in the way that you want them to?

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Or when you look at your sales and you

go, I know that this could be converting

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better than it is, how can you start

to figure out what the diagnosis is for

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how you can actually make more sales,

either the level of sales that you used

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to be generating, or as your business

has grown, you know, to catch up the

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conversion rate that you used to have.

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So this was a question that

was specifically asked of me.

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It's not a voice question.

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It was something that was written into me

a long time ago and I'm repurposing it.

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But I wanna get into the different things

that you would maybe want to look at

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if you are experiencing this yourself.

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So let's get to it.

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So the question that I received,

I'm just gonna read this verbatim.

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So the question that I received

said, what's your go-to fix when a

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funnel is technically working but not

converting as well as it should be?

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You've got traffic, leads are flowing,

but conversions happen really slowly.

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Or you're converting way

below industry average.

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What's your first move When the data looks

quote unquote fine, but results don't

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match messaging, offer sequence timing.

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So, I mean, my first thing here would be

just to sort of point out like a funnel is

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technically working, but not converting as

well as it should be, means that a funnel

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is technically not working like a funnel.

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So also, I know a lot of people

are completely allergic to

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the word funnel, but a funnel.

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At its core, the only thing a

funnel is, is your sales process.

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It is a visual representation

of your sales process.

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So how do people find you?

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How do they convert to a lead?

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And then how do they

make a purchase from you?

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Is it on a sales page?

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Is it on sales call?

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Is it like, how is, how are

all of these things happening?

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What are all the different

moving pieces along the way?

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Where are they getting emails?

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Where are they?

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What are the starting points?

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What are the exit points?

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What's happening after this?

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You know, all of that stuff.

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That's all a funnel is.

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It does not matter.

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It does not matter.

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It's, it doesn't have to be like one

of those click funnely kind of funnels

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where you are just thinking of like

countdown timers and really gross, spammy

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bro marketing tactics and whatever.

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Like it's not, it's not that

it's just your process, it's

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just your sales process.

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It may or may not be intentional.

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It may or may not be working well,

it may or may not be automated.

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So many things.

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So, but a funnel is a sales

process, the key word being.

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Sales or the operative word being sales.

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So if it is not converting sales,

your funnel is not actually working.

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So come off that point.

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I also want to just for my first

note, say that there is a difference

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between converting slowly and

converting be below industry average.

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'cause that was the question asked.

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You've got traffic, you've got

leads flowing, but conversions are

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happening really slowly or you're

converting way below industry average.

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Those are two really different

things, so slow conversions.

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I also want to add, before I get into

this, this is all the context I have here.

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So you know, like there's, it's

linked in the show notes where

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you can leave me a voice note.

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Where you can ask me a

specific strategic question.

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If you ask a question like this,

I'm gonna, I can find a way to give

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you an answer, but I'm not gonna

be able to give you any type of.

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I think substantive answer because

there's no context offered.

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Like, I mean, my first question

here is, well what are you selling?

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At what price point?

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What is your, what are

your sales mechanisms like?

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Are you selling on a sales call?

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Do you have a sales page?

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Do you, what's your

calendar link look like?

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Like there are so many different

things where I'm like, I don't know.

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What are you doing?

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There are so many different

things to look at here.

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So context is, context is key,

but you know, to do the best

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that I can with what I got.

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So slow conversions are not necessarily

a sign that something is off.

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I think that there is this,

there is this notion that we

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have that, that you know, oh.

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Like, there's so many people that

have messaging around like, I'm

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gonna help you make faster sales.

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Uh, like there's something wrong if

you don't have sales happening at the

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speed of, at the, at the speed of light.

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And that is simply not the case.

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I think that it is also, also, we

are coming off of the golden age

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of a lot of people making sales.

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I think this is exceptionally true if

you are in a knowledge based field.

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So if you're a coach or you're

a course creator, sales.

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Have slowed way down by nature,

and there's nothing wrong with it.

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It's just the nature of the market.

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The market has rapidly sophisticated,

the market has rapidly evolved, or

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maybe I should say devolved because

there're just, there's a lot to it.

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And so sales slowing down or

sales converting more slowly

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may be just a sign of the time.

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It may be.

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Just sort of the nature of your

industry, but it doesn't necessarily

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mean that there's something

wrong or that something is off.

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So.

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The other thing that I would

want to add here on this is

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that people who buy quickly are

people who I call unicorn buyers.

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There are, I have, don't be shocked

here or anything, but I have a framework

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around all the different buyer types.

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I'm not gonna get into that right now.

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I'd be.

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Really happy to speak on that if

it's, it's of interest to someone.

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But there are seven different buyer types.

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I have unique personas and avatars

that I've created around each of these

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seven types of people, and what I would

call your unicorn buyer is someone

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who moves really, really quickly.

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This unicorn buyer for

me is a decisive buyer.

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I think the avatar that I have

for this person is, I think at one

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point I called her decisive Desi.

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Or Decisive Destiny or

something like that.

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I don't remember what her avatar

name is, but she's decisive, and

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that's a unicorn buyer because.

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They are your most rare types of buyers.

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They are really, really,

really highly solution aware.

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What do I mean by solution Aware?

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So, so problem and solution

awareness exists on a spectrum.

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So at the one end of the spectrum, if

you are imagining a line on the, on

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the left side of the line, so at the

very end, the one end of the spectrum,

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you've got people who are problem

unaware all the way on the other side.

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Are people who are most aware.

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It's kind of a silly, silly name for it.

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This is not my framework.

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This is just the way that

problem awareness, like if you

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went into a marketing textbook,

this is what it would say.

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So most aware means that they're like,

here's my credit card sale is made.

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I'm like, I'm, I'm ready.

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And the sale is basically done.

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So along that spectrum, there are,

you've got problem unaware, you've got

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problem aware, then solution unaware.

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Solution aware.

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Um, product unaware.

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Product aware, and then most aware.

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And so your problem, unaware people are

the ones who, uh, you know, like the

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example that I really love to give here

because I think it makes a lot of sense,

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is if you are someone who is selling

products for a person with diabetes.

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A person who has really elevated sugar,

their A1C is elevated blood sugar

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rather, their A1C is elevated, et cetera.

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If that person, if you are selling

to a person who is like, I don't

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have diabetes, they are problem

unaware, you are never going to

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be able to sell them a darn thing.

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Even if you can show them their blood

work and be like, Hey, do you see this?

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Do you see that?

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Do you see your A1C level?

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Do you see this?

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Do you see the other thing

like you are diabetic.

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If they're like, no, I'm not.

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You are never going to sell

them anything because they

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don't think they have a problem.

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So, but then from there, and we're

gonna stick with this analogy for

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just a second, if they are, um, once

they become problem aware is when

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they go, okay, yes, I admit I have,

I, I'm a diabetic, I have diabetes.

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You're right.

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Well, great.

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Now they're problem aware.

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But then we, when we move into

solution awareness, there are a

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lot of different ways to solve the

problem of being diabetic and having

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blood sugar that needs to be managed

in a more intentional way, right?

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So if you're at a doctor's office, there's

a solid chance that they're going to

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say something like, you need medication.

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But there are many people out there who

say, I, I understand that I have diabetes,

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but I do not want some type of chemical

intervention if it can be avoided.

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In any way, shape, or form.

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I would rather look for something

that is more natural, more holistic,

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and you as the listener might be

like, I totally agree with that.

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That's totally aligned with what I think.

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Or you as the listener might

be like, absolutely not.

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That's awful.

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No one should seek a solution like that.

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Like it's medication that

doesn't what whatever.

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Like everyone has a different

feeling on this and that's why

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solution awareness matters.

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You know, as you start to move

on, if, when they're solution

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unaware, it means they understand.

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They recognize that they have the

problem, but they're not sure how

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they want to solve it yet because

there are so many different options.

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But once they're solution aware,

they've decided, I want to solve

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this problem through nutrition.

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I want to solve this problem

through lifestyle changes.

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I want to solve this problem.

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Through, like just give

me the easy way out.

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Like if I can take a shot or just gimme

my insulin pumper, you know what I mean?

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Like everyone's going to have a different

style of, or everyone's going to have

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a different approach to the way in

which they want to solve their problem.

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This is different if you are selling

sleep coaching, this is going to be

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different if you are selling, um, like

wor non-slip work shoes, like someone

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would, would get in a restaurant.

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If someone doesn't work in a restaurant,

they don't realize that they have

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a problem of where, you know, they

don't, they don't understand why

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they would need non-slip shoes if

someone gets hired in a restaurant.

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Their place of employment says

you are required to get non-slip

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shoes, which I don't know if it's

mandated by law in every state.

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I don't know, but it like,

they might be like, I'm fine.

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I have good balance.

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Like I'm pretty coordinated.

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I don't need non-slip shoes.

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I don't need to go buy

another pair of shoes.

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I'm not gonna go buy those non-slip

shoes until they get to the point where

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they realize they get in the back of

the house and they're sliding all over

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the place from the floors are greasy

and they're wet and they take their

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first spill and they're like, okay,

well I guess I do have a problem.

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I do need your non-slip shoes.

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So this is applicable to, it doesn't

matter what you sell, there's always

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going to be some level of problem,

solution awareness, and how do

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they want to solve the problem?

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So, you know, and then going

from there, then product awares.

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Once they understand the way in which

they want the problem solved, then

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they go and look for a product that

actually offers the solution in the

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way that they are, are desiring it, and

then they make a purchase from there.

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Okay, so that was a really long

winded way to get to your unicorn.

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Buyers are really, really, really

solution aware and they are

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actively looking for a product.

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That can take them from product

unaware to pro to product aware.

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They're not thinking about it in those

terms, but that's essentially what

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they're doing, their radar is on.

220

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For, I know that I'm looking

for that pair of non-slip shoes.

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I know that I'm looking for

this specific, uh, you know, I'm

222

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looking for something that I can

do that I'm, I'm already a runner.

223

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Like what can I do that

incorporates cardio?

224

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And daily, daily movement.

225

00:11:00,628 --> 00:11:04,288

InCorp, you know, that integrates some

nutritional changes that I'm gonna

226

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be able to manage my diabetes better.

227

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Like whatever that thing is their, their

radar is on looking for that thing.

228

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Those people become your unicorn buyers.

229

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So if you want faster conversions.

230

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You need to target higher solution

awareness and mix that in with

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a bunch of activation triggers.

232

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Like that's, well, you don't have to

mix them in with activation triggers,

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but you can, if you are in an industry

where your solution, where your market

234

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is really, really saturated and or

really, really highly sophisticated, so.

235

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A lot of coaches find

themselves in this place.

236

00:11:34,633 --> 00:11:37,333

A lot of knowledge-based businesses

find themselves in this place.

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And the thing about activation triggers

is that's when you get into like things

238

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that really start to touch into desire

and you can start to get into more of like

239

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the agitating the pain points of things.

240

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But then that's where you can start to

cross into manipulative sales tactics.

241

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And I don't go there.

242

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I don't teach those things.

243

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So you can speed up.

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Buying processes outside of simply

like really targeting very, very,

245

00:12:04,243 --> 00:12:06,523

very high solution awareness.

246

00:12:06,613 --> 00:12:11,623

Um, but the, I, without like, that's

its own episode in and of itself,

247

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so I'm gonna skip that for a second.

248

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What I would add here is if you are

in e-comm or you are selling low cost

249

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digital products, I would check to

see if you have an abandoned cart

250

00:12:22,038 --> 00:12:25,063

sequence to recover sales because.

251

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That is going to be something if

you're like, well, sales feel slow

252

00:12:30,358 --> 00:12:33,178

and I'm generating a whole lot

of leads, but like, why am I not

253

00:12:33,178 --> 00:12:34,648

making sales faster than I am?

254

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There's a really solid chance that

you are getting people who are

255

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initiating the checkout process, and

sometimes those people are getting

256

00:12:42,478 --> 00:12:44,938

moved to your email list depending

on the way you've got that set up.

257

00:12:45,388 --> 00:12:47,998

Um, sometimes they're not,

it just, it just depends.

258

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But there's very little, I can't think

of a single checkout software, a cart

259

00:12:53,608 --> 00:12:57,928

checkout software that doesn't have

the ability to, to trigger some type

260

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of abandoned cart sequence, even if you

need a third party integration, uh, like

261

00:13:01,498 --> 00:13:03,628

Zapier to in, in order to complete it.

262

00:13:04,078 --> 00:13:09,058

So with those low cost products, because

they're more impulse buy type things, and

263

00:13:09,058 --> 00:13:10,918

you know, e-comm, unless you're selling.

264

00:13:11,623 --> 00:13:14,893

You know, if you're an artist and

you're selling $5,000 paintings, or

265

00:13:14,893 --> 00:13:20,023

you're selling, you know, $250 prints

of your, of your work or whatever,

266

00:13:20,023 --> 00:13:23,803

like it's a higher ticket item If you

are selling things that, you know, if

267

00:13:23,803 --> 00:13:27,493

you're selling shirts, if you're selling

candles, if you're selling bath soaps

268

00:13:27,493 --> 00:13:31,298

or things like that, or any type of low

cost digital products, especially if

269

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you're selling digital products that,

that are like under the 11 to $15 mark.

270

00:13:37,568 --> 00:13:41,048

I would say like abandoned cart

sequences are if you don't already

271

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have them, get them immediately and.

272

00:13:45,073 --> 00:13:47,203

You know, they're like

two or three emails.

273

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I would recommend three.

274

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I think more email is always the

better strategy, to be honest,

275

00:13:51,343 --> 00:13:53,833

where you just remind them, Hey,

you were looking at this thing.

276

00:13:54,073 --> 00:13:57,703

A lot of people will start to

initiate checkout, expecting there

277

00:13:57,703 --> 00:14:00,853

to be an abandoned cart sequence

that follows up with them and offers

278

00:14:00,853 --> 00:14:04,183

them a coupon code, and you may

or may not be on board with that.

279

00:14:04,213 --> 00:14:07,393

If I were running an e-commerce store,

I wouldn't typically wanna do that.

280

00:14:07,633 --> 00:14:11,623

I would be more inclined to give

them a coupon code to get their

281

00:14:11,623 --> 00:14:16,333

email address simply upon entering

the website, like having it trigger

282

00:14:16,603 --> 00:14:21,463

when they enter the actual website

and or enter the, the product page or

283

00:14:21,463 --> 00:14:23,353

whatever, or both or all of the above.

284

00:14:23,803 --> 00:14:26,653

Um, and then offer them like, Hey, if

you give me your email address, I'll

285

00:14:26,653 --> 00:14:30,343

send you a coupon code, or you can

like, spin the wheel to win a specific

286

00:14:30,343 --> 00:14:32,143

discount or whatever that would look like.

287

00:14:32,383 --> 00:14:36,133

But a lot of people know they've been

conditioned to know that when they start

288

00:14:36,523 --> 00:14:41,083

a, especially in e-comm, if, if they

start to check, check out somewhere.

289

00:14:41,393 --> 00:14:44,933

The retailer is going to wind up

sending them some type of discount.

290

00:14:45,473 --> 00:14:47,933

So a lot of times they'll just wait.

291

00:14:48,503 --> 00:14:50,573

They'll just initiate the

checkout and then wait.

292

00:14:50,573 --> 00:14:53,333

And if you don't follow up with them,

then they've forgotten about it.

293

00:14:53,693 --> 00:14:56,333

But even if you're not gonna offer them

a coupon code, they may or not may not

294

00:14:56,333 --> 00:14:57,953

come, come back if you don't do that.

295

00:14:57,953 --> 00:15:00,953

If like they were specifically looking

to see if they could get a discount.

296

00:15:01,343 --> 00:15:02,813

But regardless.

297

00:15:03,208 --> 00:15:03,988

Follow up with them.

298

00:15:03,988 --> 00:15:05,698

That's what an abandoned

cart sequence does.

299

00:15:06,058 --> 00:15:08,968

So you know, you just remind them,

Hey, this is what you were looking for.

300

00:15:08,968 --> 00:15:11,878

Hey here, here's how you

can go back to checkout.

301

00:15:11,878 --> 00:15:12,808

And there you go.

302

00:15:13,648 --> 00:15:16,558

So if you're selling higher ticket,

I think it's important to understand

303

00:15:16,558 --> 00:15:19,858

sometimes that conversions just

take longer and that is okay.

304

00:15:20,188 --> 00:15:23,368

It might not be ideal, but people

are, you know, people are gonna be

305

00:15:23,368 --> 00:15:27,178

ready when they're ready and like

that's just kind of the nature of it.

306

00:15:28,058 --> 00:15:32,528

People are ready when they're

ready and you can get better at

307

00:15:32,528 --> 00:15:34,838

speaking at the most ready people.

308

00:15:35,168 --> 00:15:36,998

But that is a specific

skill in and of itself.

309

00:15:36,998 --> 00:15:40,178

I would argue that if you are earlier

in business, that is one of the most

310

00:15:40,178 --> 00:15:44,348

important skills that you can learn once

you are further on in your business.

311

00:15:44,903 --> 00:15:48,143

I would argue that realistically the

bigger your business gets, the more

312

00:15:48,143 --> 00:15:52,073

you want to look at starting to capture

lead at a more broad awareness level.

313

00:15:52,223 --> 00:15:55,313

So you can start to take the, I would

never speak to people who are problem

314

00:15:55,313 --> 00:15:58,043

unaware, unless you are like way,

way, way, way far in your business

315

00:15:58,043 --> 00:16:00,933

and you're wanting to grow more of

an audience than necessarily ha like.

316

00:16:01,368 --> 00:16:05,238

Have the specific intent of always

only ever converting sales, but if you

317

00:16:05,238 --> 00:16:09,738

start to help people understand more

of their problem and why your specific

318

00:16:09,738 --> 00:16:14,628

solution is the thing that makes the

most sense, then you have the unique

319

00:16:14,748 --> 00:16:17,808

ability to capture those people of

once they understand that why your

320

00:16:17,808 --> 00:16:19,278

solution is the best solution, then.

321

00:16:20,923 --> 00:16:22,663

You can move them to that sale.

322

00:16:22,663 --> 00:16:24,013

It's just gonna take longer.

323

00:16:24,223 --> 00:16:25,633

Some of those people will buy right away.

324

00:16:25,633 --> 00:16:27,493

It's gonna click really

quickly with them in a way.

325

00:16:27,493 --> 00:16:30,013

They're gonna go, they're gonna

become solution aware really quickly.

326

00:16:30,103 --> 00:16:31,333

They're gonna wanna know

what your product is.

327

00:16:31,333 --> 00:16:32,173

They're gonna be ready to go.

328

00:16:32,173 --> 00:16:34,273

They've got the credit card, they've

got the means, they've got the

329

00:16:34,273 --> 00:16:36,313

opportunities there and, and that's just.

330

00:16:36,598 --> 00:16:37,978

Then they just make the

sale and that's fine.

331

00:16:38,368 --> 00:16:41,308

But the majority of those people

are gonna sit with it for a while.

332

00:16:41,308 --> 00:16:43,768

They're gonna contemplate, they're

gonna maybe talk to their friends

333

00:16:43,768 --> 00:16:46,888

about it, they're gonna maybe want

to explore more of your content.

334

00:16:46,888 --> 00:16:48,238

It's gonna take them a little bit longer.

335

00:16:48,508 --> 00:16:51,928

But I find for earlier business owners,

I find more people are spending more

336

00:16:51,928 --> 00:16:56,398

time in that place speaking directly to

problem awareness, and convincing people

337

00:16:56,758 --> 00:16:58,768

why their solution is the best solution.

338

00:16:58,888 --> 00:17:02,668

This is why you want to use Pinterest

in order to generate more leads.

339

00:17:02,668 --> 00:17:03,148

And I'm like.

340

00:17:03,248 --> 00:17:04,088

Why are we doing that?

341

00:17:04,088 --> 00:17:06,877

If you are trying to sell someone on

Pinterest, they should already know that

342

00:17:06,877 --> 00:17:11,048

they want Pinterest as the solution in

order to generate more traffic and leads.

343

00:17:11,258 --> 00:17:13,598

If they don't know that, like there

are lots of different ways to generate

344

00:17:13,598 --> 00:17:17,108

traffic and leads and you might believe

that Pinterest is the best way, but

345

00:17:17,108 --> 00:17:20,498

other, a lot of people who think that

starting a podcast sounds way more

346

00:17:20,498 --> 00:17:24,218

fun or way more accessible, or way

more whatever than Pinterest does.

347

00:17:24,397 --> 00:17:26,438

So why are we trying to convince.

348

00:17:26,688 --> 00:17:27,288

Them of anything.

349

00:17:27,288 --> 00:17:30,378

Otherwise, like, I'm not really here to

convince people, but once your business

350

00:17:30,378 --> 00:17:36,768

is further along, you can start looking at

broader visibility strategies and showing

351

00:17:36,768 --> 00:17:42,198

people what's possible for them when they

add Pinterest into, you know, their, their

352

00:17:42,198 --> 00:17:43,788

visibility ecosystem sort of a thing.

353

00:17:43,848 --> 00:17:45,018

So there's that.

354

00:17:45,378 --> 00:17:47,418

But then switching into

below industry average.

355

00:17:47,418 --> 00:17:49,998

Now this is a different, this

is a different animal, so.

356

00:17:51,253 --> 00:17:54,043

Looking at below industry average,

which again, because I have no

357

00:17:54,043 --> 00:17:57,673

idea what you sell, I don't know

what this looks like, right?

358

00:17:57,673 --> 00:17:58,723

Like it's really different.

359

00:17:58,723 --> 00:18:02,113

So below industry average if, if

you are selling low cost digital

360

00:18:02,113 --> 00:18:05,493

products, so if you've got like

a $7 thing or you've got a.

361

00:18:05,728 --> 00:18:10,138

$27, even a $7 versus a $27

thing converts quite differently.

362

00:18:10,288 --> 00:18:13,678

The conversion rate we're gonna be looking

for is gonna be differently if you, it's

363

00:18:13,678 --> 00:18:17,248

going to be different if you're selling

it to warm traffic versus cold traffic,

364

00:18:17,458 --> 00:18:20,728

especially if you're selling directly

to ads, like your average conversion

365

00:18:20,728 --> 00:18:22,318

rate is going to drastically change.

366

00:18:22,678 --> 00:18:26,068

So there's nothing to go on

here on, like what does industry

367

00:18:26,068 --> 00:18:27,218

average even mean to you?

368

00:18:27,293 --> 00:18:27,533

I don't.

369

00:18:28,213 --> 00:18:28,813

I don't know.

370

00:18:28,813 --> 00:18:30,163

I don't have anything to go on here.

371

00:18:30,523 --> 00:18:33,373

So in general, what I can offer

here is you're generally going

372

00:18:33,373 --> 00:18:37,933

to work back from what you want,

which is ultimately sales, right?

373

00:18:37,933 --> 00:18:40,903

So you're working your way

backwards from what is the only

374

00:18:40,903 --> 00:18:41,953

thing you need to make sales.

375

00:18:41,953 --> 00:18:42,763

It is TLC.

376

00:18:43,003 --> 00:18:46,003

If you've listened to the other epi, the

first couple episodes of this podcast,

377

00:18:46,003 --> 00:18:50,323

you'll know that I love to make the joke

about TLC, that it stands for traffic

378

00:18:50,323 --> 00:18:53,593

leads conversions, that the TLC that you

need is not the waterfall chasing kind.

379

00:18:54,133 --> 00:18:56,773

Um, and so you know, if you're not

getting the conversions you want.

380

00:18:57,008 --> 00:18:59,168

You take one step

backwards and go to leads.

381

00:18:59,258 --> 00:19:01,358

So are you generating enough leads?

382

00:19:01,898 --> 00:19:05,288

Now that is really subjective, right?

383

00:19:05,498 --> 00:19:08,858

So if you are a business

that is already generating.

384

00:19:09,643 --> 00:19:13,243

You know, a hundred grand a month,

the number of leads that you would

385

00:19:13,243 --> 00:19:17,533

consider adequate is going to be very,

very different from a business that's

386

00:19:17,533 --> 00:19:21,733

generating 50,000 a month than it

is for a business that's generating

387

00:19:21,733 --> 00:19:25,063

10,000 a month versus a business

that is generating 1000 per month.

388

00:19:25,483 --> 00:19:29,983

So you really want to look at, are

you getting the volume of leads needed

389

00:19:30,373 --> 00:19:33,823

in order to reach your sales targets

based on what industry averages

390

00:19:34,063 --> 00:19:36,283

like conversions are so often.

391

00:19:36,648 --> 00:19:38,568

It's just very simple math.

392

00:19:38,868 --> 00:19:44,508

Like if you tell me I'm selling a product

that is this much money and this is

393

00:19:44,508 --> 00:19:47,688

the way in which I'm selling it, I'm

selling it, versus I'm selling it with

394

00:19:47,688 --> 00:19:51,348

a webinar, I'm selling it with a sales

page, I'm selling it with a sales call.

395

00:19:51,528 --> 00:19:53,748

However you're doing it, I can work out.

396

00:19:53,748 --> 00:19:57,168

Well, this is the, this is the

average conversion rate based on that.

397

00:19:57,348 --> 00:20:00,108

So if you wanna be making X amount

of dollars per month, we can just

398

00:20:00,108 --> 00:20:02,178

work backwards and we go from there.

399

00:20:02,178 --> 00:20:04,438

And I can tell you, this is

exactly how many leads you need.

400

00:20:05,113 --> 00:20:08,833

Every month to be generating or

between this and this and that, right?

401

00:20:08,833 --> 00:20:13,213

Like your, your low, your mid, and

your high target range for how many

402

00:20:13,213 --> 00:20:14,503

leads you would wanna be generating.

403

00:20:14,863 --> 00:20:17,413

Then there are all different

other things that come into play.

404

00:20:17,413 --> 00:20:20,443

If you're generating, let's just

say the mid number, let's say I say,

405

00:20:20,443 --> 00:20:23,053

well, you need to generate between

50 and a hundred leads per month.

406

00:20:23,233 --> 00:20:26,173

Your middle number is

like 75 would be ideal.

407

00:20:26,173 --> 00:20:28,783

That's gonna get you exactly where

you need to be if you convert at

408

00:20:28,783 --> 00:20:32,953

the exact average rate of conversion

based on industry averages.

409

00:20:33,763 --> 00:20:37,273

And if you say, well, I'm generating

75 leads and I'm missing my

410

00:20:37,273 --> 00:20:40,848

sales target by half, that's

when I would start to look at.

411

00:20:41,713 --> 00:20:43,633

Okay, where's your messaging off?

412

00:20:43,693 --> 00:20:45,283

How are you communicating with them?

413

00:20:45,463 --> 00:20:48,853

Where are we, like, how are, how

are we communicating with them?

414

00:20:48,913 --> 00:20:51,163

What's the frequency at which

we're communicating with them?

415

00:20:51,493 --> 00:20:53,533

What are your, what are all

of your different visibility

416

00:20:53,533 --> 00:20:55,183

mechanisms that happen internally?

417

00:20:55,183 --> 00:20:59,383

So you have internal versus

external, um, marketing ecosystem

418

00:20:59,383 --> 00:21:00,523

that you have in your business.

419

00:21:00,553 --> 00:21:03,943

So your external marketing ecosystem

is everything that you think

420

00:21:03,943 --> 00:21:07,843

about for like general visibility,

your social media channels, your.

421

00:21:08,308 --> 00:21:11,818

Um, your podcast, your, your

YouTube channels, things like that.

422

00:21:11,818 --> 00:21:16,408

Your internal marketing ecosystem is where

once someone's on the inside, how do they

423

00:21:16,408 --> 00:21:18,538

continue to build onto things with you?

424

00:21:18,868 --> 00:21:23,818

So once they enter your lead, your

lead pool, once they activate as a

425

00:21:23,818 --> 00:21:25,498

lead, what's happening after that?

426

00:21:25,498 --> 00:21:26,578

Where are you sending them?

427

00:21:26,788 --> 00:21:29,158

Because if all it is is like,

Hey, go watch this webinar.

428

00:21:29,693 --> 00:21:32,693

And or, Hey, here's the coupon, or here's

the thing, and then you never email

429

00:21:32,693 --> 00:21:34,733

them again, or they watch the webinar.

430

00:21:34,733 --> 00:21:37,913

You send them maybe, you know, three or

four follow-up emails, and then that's it.

431

00:21:37,943 --> 00:21:40,883

Then I would like, that's a huge missed

opportunity, especially if you're in

432

00:21:40,883 --> 00:21:42,563

a really highly sophisticated market.

433

00:21:42,743 --> 00:21:43,823

It's not enough time.

434

00:21:43,823 --> 00:21:48,053

You're not honoring enough of the

buyer cycle for the people who maybe

435

00:21:48,053 --> 00:21:52,613

would've been ready after day 10 or

day 14, and a lot of industries are

436

00:21:52,613 --> 00:21:54,323

working in this way at this point.

437

00:21:54,323 --> 00:21:54,893

You know what I mean?

438

00:21:55,168 --> 00:21:58,978

So it's again, without having more

context around what's actually going

439

00:21:58,978 --> 00:22:02,668

on, it's hard for me to venture a

guess as to how you can start to.

440

00:22:03,358 --> 00:22:06,718

Um, sort of triage this, but that's, you

know, what you wanna be thinking about.

441

00:22:06,718 --> 00:22:10,468

So are, first of all, are you even

getting enough leads in order to generate

442

00:22:10,738 --> 00:22:11,848

what it is that you're trying to do?

443

00:22:11,848 --> 00:22:14,758

And if you wanna calculate this, if

you know what it is in your, in your

444

00:22:14,758 --> 00:22:18,628

industry, if you know that your industry

converts, like let's say you're just

445

00:22:18,628 --> 00:22:21,598

selling via like a regular sales page, so.

446

00:22:21,803 --> 00:22:27,143

Selling something that's gonna convert at

one or 2% would be great on a sales page.

447

00:22:27,563 --> 00:22:30,143

So if you say, I know that I

just need, like, it's gonna be

448

00:22:30,143 --> 00:22:34,253

an average of 1% conversion and I

wanna make 10 sales per month, then

449

00:22:34,463 --> 00:22:39,263

just do 10 divided by, uh, 0.0.

450

00:22:40,123 --> 00:22:41,443

0.01,

451

00:22:41,833 --> 00:22:42,013

right?

452

00:22:42,013 --> 00:22:43,093

Like you just work your way.

453

00:22:43,273 --> 00:22:44,503

You just work your way backwards from it.

454

00:22:44,503 --> 00:22:45,703

Lemme make sure that actually makes sense.

455

00:22:45,703 --> 00:22:46,873

I know how to do it on a calculator.

456

00:22:47,173 --> 00:22:48,763

10 divided by 0.01.

457

00:22:48,883 --> 00:22:49,063

Yeah.

458

00:22:49,063 --> 00:22:50,113

That gets you exactly what you need.

459

00:22:50,113 --> 00:22:51,613

You need a, you need a thousand leads.

460

00:22:51,613 --> 00:22:52,693

That's what gets you the right number.

461

00:22:53,173 --> 00:22:55,933

So you just take the number

of sales that you want to get.

462

00:22:55,963 --> 00:22:59,113

Divide it by the percentage

is decimal points.

463

00:22:59,188 --> 00:23:01,513

So if it's 30%, it's 0.3.

464

00:23:01,513 --> 00:23:03,103

If it's 3%, it's 0.03.

465

00:23:03,103 --> 00:23:03,613

You know what I mean?

466

00:23:03,943 --> 00:23:06,343

And that gives you the

number you need that many.

467

00:23:06,748 --> 00:23:08,488

Leads or that much traffic.

468

00:23:08,488 --> 00:23:11,248

If it's a sales page, you're really not

getting leads, but that much traffic.

469

00:23:11,578 --> 00:23:15,148

So beyond leads, then you go

a step backwards into traffic.

470

00:23:15,148 --> 00:23:18,028

Are you even generating enough traffic

to be able to get the leads that you

471

00:23:18,028 --> 00:23:20,068

need in order to do the next step?

472

00:23:20,368 --> 00:23:24,598

So if you are not selling direct to sales

page, if you're doing something that has a

473

00:23:24,598 --> 00:23:28,948

webinar, or if you are doing a challenge,

or if you're taking people to a sales

474

00:23:28,948 --> 00:23:32,158

call, typically something that's higher

ticket, that's a more of a multi-step

475

00:23:32,158 --> 00:23:35,593

process, then you really want to be

looking at these things in two different.

476

00:23:35,968 --> 00:23:39,628

Areas you really wanna be looking

at traffic is a separate equation.

477

00:23:40,108 --> 00:23:44,548

And so you're starting to look

at, are you even, you just do

478

00:23:44,548 --> 00:23:46,918

that, that formula in reverse.

479

00:23:46,948 --> 00:23:50,458

So, okay, well if I know that I

need, well, let's do this a little

480

00:23:50,458 --> 00:23:52,648

bit differently because you're not

gonna do that with a sales page.

481

00:23:52,798 --> 00:23:56,878

So let's say you're doing a sales

call and you know that you wanna

482

00:23:56,878 --> 00:23:59,188

make five, five sales per month.

483

00:23:59,458 --> 00:24:05,368

And an industry average for sales calls is

typically somewhere probably between, uh.

484

00:24:06,268 --> 00:24:07,588

30 and 50%.

485

00:24:07,588 --> 00:24:09,988

If you're converting above 50%

on sales calls, you're doing,

486

00:24:10,048 --> 00:24:11,128

you're doing pretty well.

487

00:24:11,578 --> 00:24:14,788

If you're doing below 30% on sales

calls, I would say like it's time to

488

00:24:14,788 --> 00:24:16,138

start looking for your opportunities.

489

00:24:16,138 --> 00:24:18,958

If you've been selling for a really

long time and you had a higher sales

490

00:24:18,958 --> 00:24:23,428

call, close rate, and now it's dropped

to 30% or even 40% like you were

491

00:24:23,428 --> 00:24:27,268

doing 60 or 70, and now it's only

40 like, but anyway, in general.

492

00:24:27,673 --> 00:24:29,983

Somewhere between 30 and

50% is pretty average.

493

00:24:29,983 --> 00:24:33,193

So let's go on the low end of that,

just to be really conservative.

494

00:24:33,223 --> 00:24:35,923

So if you wanna make five sales

per month, five divided by point.

495

00:24:36,838 --> 00:24:39,208

Uh, what did I say, 0.3.

496

00:24:39,448 --> 00:24:43,408

So you would need to get

on sales calls with 16.667

497

00:24:43,408 --> 00:24:44,098

people per month.

498

00:24:44,098 --> 00:24:46,618

So let's say 16 or 17 people per month.

499

00:24:46,918 --> 00:24:50,878

So if you know that you need, let's say,

let's just be conservative and say 17.

500

00:24:50,878 --> 00:24:55,078

If you need 17 people to book sales calls

per month, well, okay, what's an average

501

00:24:55,078 --> 00:24:57,058

that you can reverse engineer that number?

502

00:24:57,448 --> 00:24:58,763

So, 17 sales calls.

503

00:24:59,418 --> 00:25:00,078

Per month.

504

00:25:00,228 --> 00:25:04,458

Typically, if people go to your call

booking page or like whatever your lead

505

00:25:04,458 --> 00:25:08,328

page is, you know this is gonna be really

different depending on what your setup is.

506

00:25:08,328 --> 00:25:12,558

Let's say you get 10% of people,

you're gonna get an average of 10%

507

00:25:12,558 --> 00:25:15,678

of people who view that page to

actually go ahead and book a call.

508

00:25:15,888 --> 00:25:17,868

So you're gonna do 17 divided by point.

509

00:25:18,223 --> 00:25:23,743

One to get that 10% so you know that

you need 170 people hitting that page.

510

00:25:24,193 --> 00:25:28,273

That's not 170 people that view

your story, or 170 people who view

511

00:25:28,273 --> 00:25:34,183

your posts or anything like that,

is you need 170 people on that page.

512

00:25:34,483 --> 00:25:38,593

And if you take that a step back, if

you know that you're having, you know,

513

00:25:38,623 --> 00:25:42,493

DM conversations with people and you're

sending them to that page, like it's all

514

00:25:42,493 --> 00:25:44,113

gonna break, it becomes a numbers game.

515

00:25:44,113 --> 00:25:45,253

You just learn your numbers.

516

00:25:46,003 --> 00:25:46,393

So.

517

00:25:47,428 --> 00:25:48,628

Where are you getting that traffic?

518

00:25:48,868 --> 00:25:51,838

If you're not making the number of sales

that you want, you start to look at,

519

00:25:51,838 --> 00:25:53,488

well, where's my, where are my traffic?

520

00:25:53,488 --> 00:25:54,298

Where are my leads?

521

00:25:54,328 --> 00:25:58,108

Am I hitting the numbers that I need

to get in order to make a different

522

00:25:58,558 --> 00:26:02,428

in order, in order to start assessing

where something might be off?

523

00:26:03,208 --> 00:26:03,448

Right.

524

00:26:03,448 --> 00:26:08,218

Because if you don't have the volume to

support the conversions that you want,

525

00:26:08,698 --> 00:26:12,628

you aren't gonna have enough data to

be able to tell where things are funky.

526

00:26:13,258 --> 00:26:13,828

You know what I mean?

527

00:26:13,828 --> 00:26:17,848

So beyond that, once you know, if

you know like, oh, I'm getting, I'm

528

00:26:17,848 --> 00:26:20,848

getting the numbers, I'm getting the

number of, I'm getting the number of

529

00:26:20,848 --> 00:26:26,068

views, I'm getting the traffic, I'm

getting leads and still nothing like,

530

00:26:26,068 --> 00:26:29,188

it's not converting the way that I

want, that's when I would go back to.

531

00:26:30,598 --> 00:26:32,698

Problem awareness and solution awareness.

532

00:26:33,238 --> 00:26:33,598

So.

533

00:26:34,333 --> 00:26:38,293

You know, it comes back to are you

generating leads with high buyer intent?

534

00:26:39,013 --> 00:26:42,163

And that's really what you wanna

start looking at is how can I

535

00:26:42,163 --> 00:26:44,503

generate higher intent buyers?

536

00:26:44,923 --> 00:26:47,623

And these are going to be people who

are typically more solution aware.

537

00:26:47,743 --> 00:26:51,073

This gets rolled up into your messaging

and into your offer, which, so this

538

00:26:51,073 --> 00:26:52,453

person said, let me go back and look.

539

00:26:52,783 --> 00:26:56,098

Um, what's the first thing that, what's,

what's your first move when the data

540

00:26:56,098 --> 00:26:57,418

looks fine, but results don't match?

541

00:26:57,418 --> 00:26:58,483

Is it messaging as it offers?

542

00:26:58,483 --> 00:27:01,303

Is it sequence, timing, messaging and

offer are basically the same thing.

543

00:27:02,728 --> 00:27:04,768

Your offer is messaging based.

544

00:27:04,798 --> 00:27:07,618

Your offer is not the thing

that you deliver to people.

545

00:27:07,768 --> 00:27:09,808

So just to make this, um.

546

00:27:10,138 --> 00:27:13,168

Just to make this as a point, I don't

like assuming that people understand

547

00:27:13,168 --> 00:27:16,108

what I'm thinking in my head out

loud, so I'm gonna say it out loud.

548

00:27:16,258 --> 00:27:18,478

I'm not trying to mansplain to

you, but your offer and your

549

00:27:18,478 --> 00:27:19,738

product are different things.

550

00:27:20,098 --> 00:27:21,838

Your product is the

thing that you deliver.

551

00:27:21,838 --> 00:27:23,638

Your offer is the thing that people buy.

552

00:27:23,968 --> 00:27:28,978

So your product is going to be, you're

selling a coaching program that has,

553

00:27:29,278 --> 00:27:34,828

um, two calls per month and offers

outside support on Voxer and does this

554

00:27:34,828 --> 00:27:37,468

and does that, and gives you access to

a resource library, whatever that is.

555

00:27:37,718 --> 00:27:39,158

That's your, that's your product.

556

00:27:39,518 --> 00:27:43,208

Your offer is the transformation that

you are highlighting through your

557

00:27:43,208 --> 00:27:47,798

marketing materials that actually

describes the outcomes and what's in it

558

00:27:47,798 --> 00:27:49,568

for them and why they would want this.

559

00:27:49,568 --> 00:27:51,308

And it's very, very messaging based.

560

00:27:51,758 --> 00:27:56,078

So your messaging and your offer

all get rolled up into buyer intent.

561

00:27:56,768 --> 00:27:59,048

Uh, and you want to look out.

562

00:27:59,048 --> 00:28:02,528

So is my lead magnet

attracting a high intent buyer?

563

00:28:02,888 --> 00:28:06,248

If you are in e-comm,

this is usually coupons.

564

00:28:06,568 --> 00:28:06,868

Right.

565

00:28:06,868 --> 00:28:11,548

Like it's very hard to argue with the fact

that if someone enters their email address

566

00:28:11,938 --> 00:28:16,618

in order to get a 10% off their first,

their first purchase, or 15% off their

567

00:28:16,618 --> 00:28:22,678

next purchase or whatever, you, it's not

super likely that the vast, vast majority

568

00:28:22,678 --> 00:28:26,783

of people are going to be doing that and

have zero intention to ever buy anything.

569

00:28:27,973 --> 00:28:31,693

You are definitely going to have

people who check out and they never,

570

00:28:32,083 --> 00:28:34,543

and when I say checkout, I don't

mean go through the checkout process.

571

00:28:34,543 --> 00:28:38,353

I mean like they mentally check out

and then they don't come back and like,

572

00:28:38,413 --> 00:28:42,373

so not, you're not gonna get a 100%

conversion or even a 50% conversion

573

00:28:42,373 --> 00:28:45,433

from that or anything remotely like

that, but you know what I mean?

574

00:28:45,463 --> 00:28:51,493

Like you're going to have a better

sense of those people are wanting

575

00:28:51,493 --> 00:28:55,513

to make a purchase because why else

would they be thinking about getting

576

00:28:55,513 --> 00:28:57,403

a coupon to make that purchase?

577

00:28:57,463 --> 00:29:00,943

Whereas outside of that, so if you

are in done for you services, way

578

00:29:00,943 --> 00:29:05,623

on the other end of things, don't

do anything informational because

579

00:29:05,623 --> 00:29:08,803

someone who's looking to DIY, their

own trademark, someone who's looking

580

00:29:08,803 --> 00:29:12,613

to DIY, their own website, someone

who's looking to DIY, their own copy is

581

00:29:12,613 --> 00:29:14,708

looking for how to write better copy.

582

00:29:16,048 --> 00:29:21,268

How to navigate the trademark

process, how to, um, how to

583

00:29:21,328 --> 00:29:23,248

design your WordPress website.

584

00:29:23,548 --> 00:29:25,468

Like those are the people who

are looking for those things.

585

00:29:25,468 --> 00:29:30,898

So if you're only a done for you service

provider and you are offering things like

586

00:29:30,898 --> 00:29:35,098

that, and you're sort of like scratching

your chin going, Hmm, I wonder why I

587

00:29:35,098 --> 00:29:39,418

can't get past this level of sales,

it's because you're speaking to someone

588

00:29:39,418 --> 00:29:42,328

who has a very different buyer intent.

589

00:29:43,093 --> 00:29:47,593

They're intending to do the thing

themselves, where if you look at,

590

00:29:48,613 --> 00:29:54,373

you know, how could, how do I wanna,

how do I wanna think about this?

591

00:29:54,433 --> 00:29:57,283

If you, if you are

offering a service guide.

592

00:29:58,168 --> 00:30:02,308

If you have a service guide or if

you have something that someone is

593

00:30:02,338 --> 00:30:05,578

typically like, what foundational

information are you typically getting

594

00:30:05,578 --> 00:30:07,738

from someone when you start a project?

595

00:30:07,948 --> 00:30:10,918

So if you're a web designer, what

are the things that you need from

596

00:30:10,918 --> 00:30:12,208

them before the project can start?

597

00:30:12,508 --> 00:30:15,568

So you need their brand

identity information.

598

00:30:15,718 --> 00:30:19,708

You need all their logos, you need

their, you need the copy for the website.

599

00:30:20,458 --> 00:30:23,608

How many website designers do I know

that would go, yeah, it'd be really nice

600

00:30:23,608 --> 00:30:27,418

to get, be really nice to get copy, be

really nice to not have to rewrite the

601

00:30:27,418 --> 00:30:29,458

copy myself once they give it to me.

602

00:30:29,938 --> 00:30:32,698

And then we talk about scope creep,

and then I tell you how that's not

603

00:30:32,698 --> 00:30:34,228

your, that's not your job to do that.

604

00:30:34,228 --> 00:30:35,158

Anyhow, I digress.

605

00:30:35,488 --> 00:30:39,148

But those things, so it would maybe make

more sense to be like, these are all

606

00:30:39,148 --> 00:30:43,828

of the things you're going to need in

order to start your web design project.

607

00:30:44,319 --> 00:30:45,039

Even better.

608

00:30:45,039 --> 00:30:48,009

These are all the things you're going

to need in order to start working with

609

00:30:48,009 --> 00:30:52,029

a professional web designer, because the

only person who's gonna choose to download

610

00:30:52,029 --> 00:30:57,069

that is going to be someone who's looking

to start a design product project, ideally

611

00:30:57,069 --> 00:31:00,999

with a web designer and get all their

ducks in a row so that they're organized.

612

00:31:01,734 --> 00:31:02,064

Right.

613

00:31:02,064 --> 00:31:03,414

Like it's not the be all end all.

614

00:31:03,414 --> 00:31:05,484

That's not the only way that

you can do a lead magnet.

615

00:31:05,484 --> 00:31:08,304

But if you're gonna do a lead magnet

as a done-for-you service provider, you

616

00:31:08,304 --> 00:31:11,724

really want to not be growing an email

list of people who are just trying to

617

00:31:11,724 --> 00:31:16,044

DIY everything, unless you are trying to

offer DIY products, you know what I mean?

618

00:31:16,044 --> 00:31:18,174

Or done with you products, if

that's something you wanna do.

619

00:31:18,174 --> 00:31:19,914

But that's a totally

different business model.

620

00:31:20,214 --> 00:31:22,974

So just food for thought

and then education based.

621

00:31:23,214 --> 00:31:26,214

This goes back to where are

your most solution aware people.

622

00:31:26,604 --> 00:31:29,784

So as an example, let's talk,

let's say a nutritionist.

623

00:31:30,669 --> 00:31:34,749

So if you were a nutritionist working

with perimenopausal women, it makes a

624

00:31:34,749 --> 00:31:39,309

lot less sense to offer a lead magnet

that's like, here's your family friendly

625

00:31:39,309 --> 00:31:42,309

meal plan, because it's so vague.

626

00:31:42,669 --> 00:31:47,049

Someone who is not in perimenopause

could definitely want that, and not

627

00:31:47,049 --> 00:31:50,649

everyone who is in perimenopause

would identify with someone who

628

00:31:50,649 --> 00:31:52,869

needs family friendly meals, right.

629

00:31:53,964 --> 00:31:56,574

I think that makes sense when you

think about it that way, but it

630

00:31:56,574 --> 00:32:00,084

does make more sense to offer a lead

magnet that's more along the lines

631

00:32:00,084 --> 00:32:04,854

of hormone friendly meals to curb

your, what's a perimenopause symptom?

632

00:32:05,304 --> 00:32:06,324

I don't, I don't actually know.

633

00:32:06,714 --> 00:32:08,004

Uh, hot flashes.

634

00:32:08,334 --> 00:32:09,744

Is that too far into menopause?

635

00:32:09,744 --> 00:32:10,884

I don't, I don't actually know.

636

00:32:11,094 --> 00:32:13,074

Let's just say hot flash,

like insert symptom here.

637

00:32:13,614 --> 00:32:16,374

Hormone friendly meals to curb

hot flashes or whatever other

638

00:32:16,554 --> 00:32:19,464

symptom in 40 plus year old women.

639

00:32:19,884 --> 00:32:23,724

And then if you want to make the note

of, they're also family friendly, great.

640

00:32:24,024 --> 00:32:26,934

So that if they do have a fam, if they

do have a family and they're looking for

641

00:32:26,934 --> 00:32:30,504

quick, simple meals that the entire family

is going to enjoy, then they can know

642

00:32:30,504 --> 00:32:34,314

that not only are they going to get what

they need, but it's going to be easier

643

00:32:34,314 --> 00:32:37,164

on them in the long run because their

family will also get what they need and

644

00:32:37,164 --> 00:32:40,194

they're not having to make a separate meal

for themselves as they are for whatever.

645

00:32:40,764 --> 00:32:41,364

You know what I mean?

646

00:32:41,454 --> 00:32:44,304

It's a, it's just a very, very

different intent behind it.

647

00:32:45,146 --> 00:32:46,856

And that's really the starting point.

648

00:32:47,268 --> 00:32:50,598

This is, again, it's, this was

really unspecific because I didn't

649

00:32:50,598 --> 00:32:53,508

have a ton to go on, but hopefully

this gives you some things to think

650

00:32:53,508 --> 00:32:58,308

about and how can you start to

attract more, more high intent leads?

651

00:32:58,428 --> 00:33:01,578

How can you start to attract

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