Eric Knam and Greg Sutmiller dive deep into one of the most critical topics for every business owner: Conversion Rate. You work hard to get a prospect into your funnel—now it's time to make them commit!

In this episode, Eric and Greg break down the conversion process, from the initial conversation to long-term client success. Learn the difference between a warm and a cold lead, why being available is a non-negotiable step, and how you can eliminate a client's fear of buying using a clever guarantee. Plus, hear Greg's personal story of how Eric's multi-step value process turned him from a curious visitor into a long-term coaching client!

They also stress the often-neglected importance of tracking and measuring your conversion rate to maximize your efforts and stop leaving money on the table.

Key Takeaways You'll Get:

• How to structure a sales process that leads directly to commitment.
• The essential first question to ask every potential client.
• The difference between a transactional conversion and true long-term success.
• Why the simple act of answering your phone can be your biggest competitive advantage.
• Creative ways to use guarantees to eliminate the fear of investment.
• How to test and measure your funnel to pinpoint where you are losing prospects.

⏱️ Episode Timestamps:

0:00 - 0:29: Introduction: From Lead to Commitment (The Conversion)

0:29 - 1:53: Understanding Conversion Rate & The Sales Process

1:53 - 2:38: Starting the Conversion: Asking "Why are you here?"

2:38 - 3:45: Readiness to Commit & The Logistical Barriers

3:45 - 5:29: The Two Types of Conversion: Initial vs. Long-Term Success

5:29 - 8:44: Cold Leads vs. Warm Leads & Multi-Step Conversion Funnels

8:44 - 10:29: Key Conversion Factor: Answering the Phone & Availability

10:29 - 12:00: Following Up on Bids (Open Bids) and Sales System Gaps

12:00 - 15:47: The Power of Providing Value for Free (The Lunch Offer Example)

15:47 - 18:03: Defining Your Unique Selling Proposition (USP) & Weaknesses

18:03 - 19:43: Creating a Confident Guarantee to Eliminate Fear of Buying

19:43 - 22:42: The Importance of Tracking & Measuring Your Conversion Rate

22:42 - 23:40: Final Takeaways & Conclusion