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September 10, 2024
Stephen Baker
Watch the full YouTube video here:
Let’s be real: when a lead comes in cold through Google, it’s like stepping into a conversation with someone who knows nothing about you. They might have clicked on your link because your SEO is on point (props to that!), but they’re still not sure if you’re the right fit for them. The beauty is that I’ve built a step-by-step process that warms up these leads and turns them into clients—and I’m about to break it all down for you.
Make sure to check out the photo below of my sales process, where I’ve laid out each step in detail. But first, let me walk you through it!
The moment a lead comes in from a Google search, timing is everything. You can’t afford to sit back and wait for them to follow up—you’ve got to jump on it! I make sure to respond ASAP (like, really fast). Whether it’s a form submission, an email, or a phone call, I always start off with high energy. The goal? Kick off a conversation, not a sales pitch.
Instead of jumping straight into what I do or how I can help, I focus on learning about them. What brought them here? What’s their pain point? By asking these questions, I can understand where they’re at and what they need before I even start talking about solutions.
This is the part where you really start laying the foundation for a good relationship. People can tell when you're just in it for the sale, and nobody likes that. So, after that first contact, I make sure every interaction is authentic and value-driven. I focus on showing them that I understand their problem deeply, and I’m genuinely interested in helping.
By the time we’re ready to discuss the next steps, they already know I’m not here just to push a product or service—I’m here to solve a problem.
At this point, I set up a discovery call to dive deeper into their situation. Again, this isn’t about selling just yet. It’s about asking the right questions and listening closely. What’s the biggest challenge they’re facing? Have they tried to solve it before? What worked and what didn’t?
By fully understanding their pain points, I can tailor my solution to meet their exact needs. It’s all about showing them that I get it, and that I’ve got a specific plan to help them succeed.
Here’s where the magic happens. After I’ve learned everything I can about their situation, I present my offer. And the key here is to make it feel personal. Based on what they’ve told me, I break down how my services are exactly what they need to solve their problem.
It’s not just about saying, “Here’s what I do.” It’s about saying, “Here’s how what I do solves your problem in a way that makes sense for you.”
(And don't forget—take a look at the photo below for the step-by-step sales process I’m talking about!)
At this point, they might have some questions or objections. That’s totally normal! I welcome these objections because it gives me a chance to clarify and reassure. Whether it’s about pricing, timelines, or results, I always listen to their concerns and then provide solutions or adjustments that make them feel more comfortable.
By now, we’ve built enough trust, and they can see the value in working together. This is where I confidently close the deal, making sure everything is clear and easy to move forward with. I don’t rush it, but I also don’t hesitate once I know the client is ready.
And that’s it—my step-by-step process for turning cold SEO leads into warm, happy clients! Be sure to check out the image below, which visually lays out the entire process. Following these steps has been key to my success in closing cold leads, and I hope it gives you some fresh ideas for your own process!