Here’s an interesting case study about a client of mine who was in the event business. He was delivering trainings, retreats, and personal development and business development programs. We built out four multi-million dollar funnels for him over a period of three years and within the first month, I said to him, “Hey, I’ve got this back end sales funnel that I want to build for you, where we follow up with the people outside of the live events, and make more sales.” He said to me, “No, no, I don’t want to do that. I’ve tried that before. It really didn’t work for me. It cost me a lot of money. I don’t want to do that.”
Now, as obvious as it may seem that people who don’t purchase at a live event may want to purchase afterwards, he was resistant to that, and that was fine, so instead, we built a number of other funnels and made multiple millions of dollars through that, which was great. I kept tapping on him, saying, “Hey, let’s get back to doing this. Let’s get back to building that funnel, that one funnel, the back-end funnel.” Eventually, he agreed.
We hired and trained three sales people. We actually hired a sales manager too. Then this was the sequence: People went to a live event. There was a group of people that purchased, and a group of people that didn’t purchase. Three days after the live event, we would mail the people that hadn’t purchased. We want to give them three days, because they go home, they might want to talk to their spouse, they might let the idea percolate of things they want to do.
Anyway, we decided to leave it three days, and then we’d hit them with a sequence of emails – four specific emails to drive them to request a conversation. Once they request a conversation, we take them through a qualification page. The qualification page would screen and find out who were the most viable leads that we could potentially sell to, and then those leads went to the sales team. In that particular time, and that particular company, we just drove straight to the sales team, they booked their own appointments, and everything worked.
We positioned this conversation as an unannounced bonus to the event that they had been to, so it was very inviting for them to get back on the phone. As you took them through the qualification process, we knew who was probably the most viable clients within that pool.
We went from $0 to $200,000 a month in just 4 short months!
Then we continued to dip back into the existing database of previous events over time, and kept bringing more and more people back to the sales team, and continued to grow and expand there, which is just a phenomenal way to grow.
Now, the reason I bring this case study to you is because most people overlook some things in their company that are so obvious, and sometimes, they’re just chasing the new business, when there’s existing business already there, already waiting to be harvested, and there’s a way to tap into that and literally drive revenue in a heartbeat. It’s amazing.
I’m going to bring other case studies to you, just like this, where we’ve done exactly the same thing. If you got value from this video, please hit the Like button. Share it, and give me a comment below, telling me what you learned from this specifically, and how else I might be able to help you.
If you’d like to see how much revenue is waiting to be harvested in your company, then let me know more about your business and if I feel I can help you we’ll chat.
Look forward to speaking to you soon.
