The Lead Nurturing System

4-Step Lead Nurturing Strategy To Turn Internet Wanderers Into Long-Term Customers.

Recap from the latest Issue.

So far we have gone through:

1. The Irresistible Offer Framework (Part 1 to 3):
2. A step-by-step guide to creating irresistible offers, boost your sales and generate more revenue.
3. The Perfect Headline Framework
4. How to use pain points, numbers, copywriting tactics, and power words to trigger engagement and action from your audience.
5. The Landing Page Copywriting System:
6. Learn how to develop the best-performing Landing Pages in the industry with a system that shows you how to use the exact structure, language, copywriting tactics, and sales strategy that you need to succeed.

With the first framework, you learn how to position your product in the marketplace, how to increase value, and create an offer so good that people feel stupid no.

The next natural problem that you encounter is grabbing the attention of your audience.

It doesn't matter how good is your product/service if no one knows about it.

Then with the third framework, you know exactly what to do after someone already shows interest in what you sell. — You know how to guide them and turn them into a lead.

But…

• What do you do once someone already becomes a lead?
• What is the best way to build a relationship with your potential customer?
• Is there a specific sequence of events that the lead needs to go through?

This is why I developed: The Lead Nurturing System.

With this system, you will learn how to turn a complete stranger into a long-term customer by guiding them through a journey to their dream outcome.

This system is the process in which someone becomes a lead, learns about you, learn about your product, and ultimately a customer.

It is a series of events that happens to your customer once they enter into your world.

The amazing part — is that this is a one-time effort only.

Your systems — not you, will take care of all the heavy lifting while you can focus on high-leverage activities, create content, improve your product, and close more deals.

With this framework, you will be able to:

• Turn complete a stranger into a long-term customer.
• How to correctly educate a prospect so they make a well-informed decision.
• And how to use email and content to place your lead nurturing into autopilot.

Now that being said let’s dive into The Lead Nurturing System.

Warning: This is a very long framework, I recommend sitting down, getting rid of all distractions, and fully focusing on understanding the key principles of what makes a lead nurturing system.

This is all you need to know about Lead Nurturing - the ultimate resource!

Im giving all of this information for free…

So you don't need to pay thousands of dollars for coaching, courses, or digital products.

The Origin of this Framework

I finally got some leads!

If you read last week's story…

My start-up business was struggling to hold its footing.

We had everything in place to do business with people.

We had an amazing service.

A really compelling offer, addressing key pain points of the target market.

And we also had a ton of incredible hooks to grab people's attention.

But the problem was…

We didn't know what to do with that attention.

That is when I discovered Sabri Suby's book "Sell Like Crazy"

With this book, I learned one of his most important frameworks:

The Landing Page Structure

Implementing his strategies revolutionized how I communicated with my customers, leading to an immediate surge in sales and a deeper connection with my audience.

I was saved (sight of relief)

But NOW…

I want to show my second favorite framework of this book.

The Magic Lantern Technique.

In his book, he uses this framework to guide their customer once they become a lead through a series of events that increase sales and conversions.

In this article, I want to share the same framework — but upgraded with my own knowledge and experience I have collected across the years.

I called this framework: The Lead Nurturing System

Introduction

Everything starts with a traffic source.

It could be Facebook, Google Ads, Instagram, or even YouTube.

You attract traffic and send them to an opt-in page.

This is a webpage where a customer gives you their details – email, phone number, etc.

Once they’ve opted-in, they become a prospect, and you can market to them, virtually for free, using email.

Some visitors that come to your website might have an urgent problem that they need to solve.

As a consequence, they head straight to the sales section and make a purchase.

But what about the other visitors who didn't make a purchase but gave you their contact details?

They might be almost ready to buy but just need a little more information.

That's where the lead nurturing system comes in.

It's a follow-up sequence that teaches them something valuable and brings them closer to their desired outcome.

Through this process, they gain the insights they need to make a confident decision.

This is a series of two or three emails that give them pure value.

They’re not selling anything, just pure content, and useful information.

The result of this email sequence is that you turn a good chunk of that disinterested traffic into genuine, eager buyers.

The first step of this process is to understand your target audience on an anatomical level.

What does your dream buyer’s desired outcome look like?

To achieve this, we follow this process.

• Draw out a timeline.
• On one end of the timeline, draw your prospect.
• On the other end, draw a symbol that represents their desired outcome.
• Map out 4 or 5 milestones necessary for your prospect to reach their desired outcome.
• Create a piece of content that gives them a result.
• Create another piece of content that gives them another result.
• Create another piece of content that gives them another result.
• As we give them their advanced results, we move them closer to their desired outcome and simultaneously build goodwill and trust.

[image] Milestone design

Step 1: Map the Journey.

This step is very straightforward.

In a nutshell…

What you want to do is create a graph and map out each milestone that the target audience needs to go through to achieve their desired outcome.

• What are the things they need to learn
• What do they need to achieve?
• What are the systems or assets that they need to build in order to be successful?

Take your time building the timeline, since everything else will be developed based on this.

Step 2: Create Content

Create a piece of content around each of the milestones.

This could be a checklist, a PDF, or a swipe file – whatever you prefer.

Here is a list of types of content you can use:

• Checklists
• Cheat sheets
• Video Course
• Toolkit
• Swipe file
• Infographic
• Assessment
• White paper
• Ebook
• ‘How-to’ guide
• PDF download
• E-Course

By showcasing how to avoid common pitfalls, you increase your audience's knowledge and understanding of the landscape.

Through this content, you establish yourself as a credible authority and further build trust with your audience.

As a result, their desire to collaborate and engage with you grows significantly.

We’ll be using an email sequence to drip-feed this information to them. Showing pieces of content that solve a milestone to their desired outcome.

Step 3: Create the Email Sequence

You need to create the sequence in which your prospect will go through.

There are a lot of email marketing tools for this.

Here is a list of my favorite email marketing platforms:

• Active Campaign
• Klaviyo
• Flodesk
• Mailchimp

I will not go deep into how to structure an email workflow or how to develop a high-converting email copy — since that is a topic that deserves its own article.

Here we are focusing on the overall strategies of this system.

In the next articles, I will dive deep into the formulas, frameworks, and systems you need to develop these emails.

But here are the tactical parameters you need to follow:

• Develop 1 email for each piece of content you will giveaway.
• Each email needs to feel like the introduction to the next — just like chapters of a story.
• Give time between each email so the person has time to implement the information you are giving them. — ideally 2 to 3 days between each one.
• Make sure to always include a call to action.
• Give away the secrets and sell the implementation.

Step 4: Wrap everything up.

At this stage, we already gave them several pieces of content that move them closer to their desired outcome.

The idea is that if they use your material, they can achieve the same results that you offer.

And you give all of this away for free. Wait what?

Are you telling me to give all of that for free?

Yes, that is exactly what I'm telling you.

A lot of people, will go and use your material and just do it by themselves.

But there will be a huge % of people that rather someone else to do it.

This is because they are more worried about the hidden costs than the money itself.

Let me explain…

The hidden costs are things like:

• Effort
• Sacrifice
• And Time

They need to pay for these things to achieve that result.

They need to invest the time, in understanding the concepts, tactics, and strategies.

Sacrifice the focus of their team so they can build this new venture inside their business.

They need to place effort and sweat to gain the experience to achieve the result.

OR They can just hire you.

And that is the magic of it.

You give away the secrets and sell the implementation

You explain your process and once they understand it and know it works…

They are 100x more likely to choose YOU instead of someone else

Ultimate Action List

Now that you know exactly the essential components that you need to develop a lead nurturing system.

Here is a quick action list you can use at any time:

• Step One: Map the Journey
• Create a graph and map out each milestone your target audience needs to achieve their desired outcome.
• Identify what they need to learn, and achieve, and the systems/assets required for success.
• Step Two: Create Content
• Develop valuable content for each milestone, such as checklists, cheat sheets, video courses, toolkits, and more.
• Showcase how to avoid common pitfalls and establish yourself as a credible authority.
• Step Three: Create the Email Sequence
• Use email marketing tools like Active Campaign, Klaviyo, Flodesk, or Mailchimp.
• Develop one email for each content piece, making each email feel like an introduction to the next.
• Allow 2 to 3 days between emails to give recipients time to implement the information.
• Always include a call to action in each email, and give away secrets while selling the implementation.
• Step Four: Wrap Everything Up
• Provide valuable content for free to move prospects closer to their desired outcome.
• Understand that some people will use your material and achieve results on their own.
• Others will prefer to hire you to avoid hidden costs like effort, sacrifice, and time.
• Bonus Tip: By nurturing leads with valuable content, you turn strangers into long-term customers, educate prospects for informed decisions, and automate the process with email and content strategies.

There you have it, the Lead Nurturing System.

I hope you found these helpful.

Take some time this Monday to begin implementing what I've shared here today, and then hit me up on Linkedin in a few weeks with an update.

Let’s build together!

Sebastian Morino

P.S. Whenever you're ready, there are 3 ways I can help you:

1: Build your clarity, systems, and growth with 1:1 consultations here.

2: Follow me on Twitter, LinkedIn, and Threads for more operating systems, marketing tips, sales funnels, and automation systems.

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