Thynkwise

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Lead Generation

YOU WILL START WITH A 100 POINTS SCORE.

For every item that holds true in your business, will deduct 5 points from your score.
We don’t have enough leads to sell to. Or our lead generation is erratic, and we don’t have a consistent lead stream we can count on.*
We don’t have a warm, engaged list. We may have a long list, but it’s full of opt-ins and buyers who have forgotten about us and our products. We are not so sure how to re-engage with them.*
We don’t really know who is on our list. We haven’t done any proper Product and Customer Development to know who is our ideal avatar or we didn’t profile our leads as they came in.*
We don’t have a robust follow-up system to convert leads into buyers. As a result, we don’t consistently follow up with leads in a timely way, and many of our sales opportunities slip between the cracks.*
We don’t have a scalable lead generation process. We are getting a good deal of referrals, and they convert. But we can’t 10X our lead flow tomorrow because we have not cracked any scalable way of bringing more leads*

Lead Conversion

Which of the following lead conversion challenges currently harm your company?
We don’t have a way to differentiate the amount of time and effort we invest in each lead to convert them into customers. Our strategy is just to ‘get them to buy. We are not scoring our lead quality, which makes it difficult to tell which are the better leads.*
We don’t have a repeatable sales process to lead prospects through clear stages to close the sale. We’ve never strategically laid out all the steps in our sales process in a visual way so that we could formalize our sales process and work to optimize it.*
We don’t have a well-trained sales team we can rely on, it all comes down to us. All the essential sales know-how is locked in our head as the business owner (or in the head of a single key employee). If we (or our single key employee) aren’t there, no one else would be able to close business. We have created a salesperson job for ourself.*
We don’t have reliable controls to accurately track, measure, and refine our sales system over time. We don’t know what our crucial conversion rates are at each critical step in our sales process, and as a result, we’re flying blind, not really knowing if a change we make is working as intended*
We don’t have an effective follow-up system to nurture leads that need more time to close. We attempt to sell once, and if they don’t buy, we move on to our next prospect. Or, if we have one, we are converting little to none of those longer-cycle leads.*

Client Ascension - In life
We don’t have a well-designed Value Ladder that makes people ‘ascend’ through our offers addressing each sequential need they have. Because of this, they buy from us today, and they will buy from our competitors the next time. We don’t have an ongoing relationship with their buying process because we are not in complete sync with their long-term buyer journey.*
We don’t gather enough data on initial buyers that can be used to ascend them to our next level of offers. We are not clear about our clients’ current and deeper pains, and neither is our sales team because we didn’t gather that information, and it is not stored anywhere. Then, our sales team finds themselves restarting the same conversation repeatedly with prospective clients, and it gets hard to ascend them*
We don’t have clear metrics to measure our ascension performance. We are aware of our upsell ratio, but that’s where it ends. It’s unclear what actions cause people to move on to the next level in our value ladder and what actions are just a waste of time. We are unsure of the average cost of acquiring a high-ticket client in our business*
We don’t have multiple front-end offers that funnel new customers to our value-tiered offers. Right now, we have a tremendous one-trick pony that is sustaining our business, but if disrupted, it will disturb our lead flow to our higher ticket offers. It also narrows our ability to broaden our reach with different messages on the front end to make our lead flow more consistent*
We don’t talk to enough buyers. We heavily rely on our marketing to convert leads into clients without spending enough time with highly qualified prospects. People who bought something from us or consumed our content rapidly forget about us because there is not a strong connection with us or our sales team.*

Client Retention
We don’t start retention efforts early in our client’s life cycle. We are trying to get people to stick around with us when they are already thinking about leaving us, and what to do with the money they won’t pay us anymore. We are not using the initial excitement of getting started with us to pre-frame a long-term business relationship.*
We don’t make it easy to renew our services with us. Our clients want to stay with us, but we are using our first-mover advantage to be there when they decide to define their future with us. So they go back to square one in determining whether to stay with us or move on with someone else.*
We don’t have a significant percentage of our revenue from monthly/ annual recurring payments. When we look at our income, we are happy to just ‘hit the target’ and believe all revenue is created equal. We are neglecting to favor recurring revenue over one-off purchases. Because of this, we spend a lot of time and money searching for new clients, and our income is not stable.*
We don’t develop connections with our clients’ team (if we work with businesses). We are neglecting to keep strong relationships with our client’s team members. When it comes to renewals, no one is advocating for us from inside their business*
We don’t have a reliable process to renew our clients. There is no clear role definition between our delivery and sales team to transition clients from experiencing our products/programs to continuing their commitment smoothly.*
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