David Woodward of ClickFunnels

Ryan Chapman

Founder at Fix Your Funnel

Ryan Chapman is the Founder of Fix Your Funnel. He has been an entrepreneur all his life, creating a successful business. His current business revolves around helping others improve their funnels.

Expert session

Tactic that has had the biggest impact on Ryan’s success

Automated SMS Sequence

Result if you follow the steps in Ryan’s session

Higher quality sales and build long-lasting relationships

Full session with video, notes, audio and discussion inside EHQ Club. Learn more

Expert session snapshot

Transcript

So in my plan, the first one is we ask a prospect to text a keyword to a phone number. Phone numbers are number, it’s not shared with other people’s number. Two, I’m going to gather contact information from an automated company format. And this does a couple things for us. One is it allows us to know multiple ways to communicate. And we can get personal because we have a name now, just a phone number. And the it opens up the idea, in the mind of the prospect that we can text to communicate.


That’s important because everybody’s heard the statistics, I’m not going to bother with them. Everybody knows that if you get a text message, you’re much more likely to read it or see it than you are if you just get an email, mostly because there’s that promotions tab that you click on archive hall and phone, you can even see the headlines of who it was from or anything. So, you know, emails a very tough game. It’s a good game. It’s tough games.

Then at the end of that automated conversation, there’s an open ended question. And I learned about open ended questions in elementary school because there was this little video project where, you know, interviewing teachers and I was asked the teacher, do you like working here? And that’s a closed ended question because it’s either yes or no. Right?


And it probably puts them on the spot and the teacher that’s supervising says, you don’t ask that kind of question because maybe they don’t like working here. They don’t want to admit it on tape, because they’ll get fired as like, oh, okay. Last couple of questions, you know. So what do you like most about working here? Okay, they can answer that one. Honestly, it’s open ended.


But that’s an open ended question, you want to ask that end of our gathering the name of email address from our automated conversation, so that if they’re interested in continuing that conversation they can with like, a system like ours, that rolls over them into a live chat, and so I’ll get notified on my phone or on my desktop, and I can then carry on a conversation with that prospect.


And guess what? Sales happen in conversation. Sometimes we simulate that conversation to maybe a follow up sequence, right? The drip email campaign or something like that, but sales happen in conversation. And so what’s great about this situation is, if they ask an answer that open ended question, immediately that tells me somebody who’s interested.


I usually use a salesperson because I’m building a team versus me doing everything. I’ll notify my salesperson, they get notified of that message, and then they can carry on the conversation.


The other thing that we do at the end of that automated conversation and this is part four, is we give them an opportunity to start an assessment. And assessment is a three to four, multiple choice question, survey, basically, that’s all mobile focused, because they’re getting it in the text. So they’re going to do it, see it on their phone. And what we do is we have them just answer a few questions.


The first question is intended to categorize. So we want to say, okay, what’s their problem? You probably saw three or four main problems in your business. That’s how most things go. If you’re doing more than that, you probably need to scale back because you’re not going to have success.


So we have three or four main problems that we solve. The first question is to help us to know which of the problems they have so that we can then focus the rest of our follow up and our sales process on helping them get what they want.


The next three or four are to open your mind. So we ask questions, not so much because we need to have the answer but so that we can introduce a concept into their mind.

Hand-picked experts share their #1 tactic

One marketing tactic delivered to your inbox each morning, 5 days a week