Master the art of relationship-building in your coaching business with this proven 4-step framework
Are you trying to sell to someone the moment they join your email list, a community, or a group?
STOP RIGHT THERE!
You’re making the biggest mistake of your business life.
Prefer listening? Check out our podcast episode on Spotify below. Or, if you’d rather watch, scroll down to catch the YouTube.
What Is a Lead Anyway?
Let me break this down super simply. A lead is someone who shows interest in what you offer.
In today’s internet world, this happens when people see your content on YouTube, Instagram, Facebook, LinkedIn, or your blog.
Then they take action on your call-to-action (CTA) like:
- Joining your email list
- Signing up for your free course
- Joining your WhatsApp group
- Entering your community
But here’s the thing – because they joined doesn’t mean they’re ready to buy!
If you want to dive deeper into building a successful digital business, I have resources that can help:
- Free Community: Join the Digital Chai Club for ongoing discussions about these topics
- Paid Course: Seven Days to Digital Business (under $10) – a step-by-step guide to get started
The 3 Types of Leads (And Why This Matters)
Think of leads like a thermometer:
1. Cold Leads
These people discovered you. They have:
- Watched one YouTube video
- Clicked on your Facebook ad
- Joined your email list yesterday
- Heard about you from a friend
Important: A cold lead has NO relationship with you yet. They may not even remember why they signed up!
2. Warm Leads
These people are getting to know you. They’ve:
- Watched several of your videos
- Read many emails from you
- Engaged with your community
- Started to trust you
3. Hot Leads
These people are ready to buy! They’ve:
- Consumed lots of your content
- Built a relationship with you
- Trust your advice
- Are looking for solutions
The Magic Number: 7 Touch Points
Here’s a fact that will blow your mind: People need to “meet” you 7 times before they’re ready to buy.
This means they need to:
- Watch 7 videos
- Read 7 emails
- See 7 posts
- Or any combination that adds up to 7 interactions
Avoid trying to sell at touch point #1. You’ll scare them away!
If you want to dive deeper into building a successful digital business, I have resources that can help:
- Free Community: Join the Digital Chai Club for ongoing discussions about these topics
- Paid Course: Seven Days to Digital Business (under $10) – a step-by-step guide to get started
My Personal Story (This Works!)
Let me tell you about Brajesh Gautam, a YouTube creator I discovered. Here’s exactly how the lead process worked on me:
Touch Point 1: Someone recommended his channel. I watched my first video. (I was COLD)
Touch Points 2-3: I watched more videos and started liking his content. (Getting WARM)
Touch Point 4: I felt ready to invest. I booked a 2,000 INR consultation call, approximately $30. (Now HOT!)
The Result: After that call, I drove from Uttarakhand to Delhi to meet him in person. I even asked a friend to join the live workshop! We ended up considering a 2 lakh solution. I did not move further, but I was ready to be billed.
Total Journey: From free YouTube viewer to serious customer – all because he didn’t try to sell me on day one!
Why YouTube Is Perfect for This Process
YouTube creates this warm-up process:
- Video 1: Person discovers you (COLD)
- Videos 2-3: They start binging your content (WARMING UP)
- Videos 4-7: They subscribe and trust you (HOT!)
- Video 8+: They’re ready to buy (CONVERTED!)
This is why YouTube is such a powerful lead machine. It builds relationships!
The Deadly 24-Hour Rule (And Why I Disagree)
Many experts say, “Contact a lead within 24 hours or they’re dead.”
I say: Contact them, but don’t try to SELL them!
Instead:
- Send a welcome email
- Give them a freebie
- Let them explore your community
- Share valuable content
Build the relationship FIRST.
Your Step-by-Step Lead Warming Process
Step 1: Welcome Your Cold Leads
- Send a friendly welcome message
- Give them something valuable for free
- Set expectations about what’s coming
- DON’T pitch anything yet!
Step 2: Warm Them Up
- Share helpful content regularly
- Tell stories (like I did!)
- Show your personality
- Let them get to know you
Step 3: Recognize When They’re Hot
Hot leads will:
- Reply to your emails
- Comment on your posts
- Ask questions
- Request more information
Step 4: Now You Can Sell
When someone is HOT, they’re ready to hear your offers. They trust you now!
The Biggest Learning
Never try to convert a cold lead! It’s like asking someone to marry you on the first date. Weird, right?
Instead:
- Welcome them warmly
- Build a relationship
- Provide massive value
- Wait for them to get HOT
- THEN make your offer
Ready to Learn More?
🎧 Prefer to listen? Get the full audio version of this guide on Spotify → Listen Now
This lead-nurturing process has worked for countless coaches, trainers, and content creators. It’s working for me, and it can work for you too.
If you want to dive deeper into building a successful digital business, I have resources that can help:
- Free Community: Join the Digital Chai Club for ongoing discussions about these topics
- Paid Course: Seven Days to Digital Business (under $10) – a step-by-step guide to get started
Remember: I’m committed to your success. Whether you join my programs or not, please stop trying to sell to cold leads. Your bank account will thank you!
Questions? Connect with me on social media or LinkedIn. Let’s work together on your digital business journey.
The key to success isn’t finding more leads – it’s warming up the ones you already have!
