Why You Need A Good Application Process

I recently spoke with an info product company that books around 200 sales calls monthly.

Last month, they booked 100 qualified calls.

When asked about their show-up rate, they revealed only 50% attended.

This meant that only around 50 calls happened.

Out of those, they closed one or two sales, resulting in a 10% close rate.

This is below the industry standard.

For context, I usually close at a 20-50% rate, even though I’m not great at sales.

For cold traffic, I typically close around 10-25%.

For this client to close at only 10%, indicates a need to book more calls to reach high revenue targets.

They’re selling a $2.5K product and made about $3K last month.

I suggested they run ads that lead to a VSL to warm up prospects and filter out unqualified ones.

This would then redirect them to a Typeform application with conditional logic.

This way, the client would have fewer but more qualified calls.

I also recommended a pre-call sequence to send over assets that would warm up prospects and prepare them for the call.

This would increase their close rates.

Additionally, I advised raising the ticket price to $5K.

This would allow them to scale to $20K, $30K, or even $50K easily with these tweaks.

Although we didn’t end up working together, I’m confident that implementing these strategies could scale them past $50K per month.

The key takeaway is that if you don't have a Typeform application process with conditional logic, you may struggle with your close rate.

Having an effective pre-call sequence can also increase your qualified lead percentage and show-up rate.

Ciao,
Tyler