Reader,

You've heard me say before that most businesses don't need more leads.

And interestingly enough, a lot of business owners I am talking to lately can close sales (at least 50% of the time), when they get people to their launch or on a call.

So, it's not a conversion problem (most of the time).

It’s not conversion either.

It’s a nurture problem.

That in the middle where someone raises their hand...
Engages in a DM...
Maybe even signs up for a workshop or joins your email list…
And then?

Nothing.
No follow-up.
No movement.
No sale.

They sit in the middle.
And most people leave them there. Untouched. Mass marketing to them.

And this comes down to (nope, it's not messaging) a relationship management problem (not a lead generation or sales problem).

You know we LOVE talking about our Dream 1000 strategy (mostly because it keeps getting insane results)...

But I am regularly asked...who goes on the list? How do you organize the list? What do you do once someone is on the list but they aren't super engaged or buying?

So, that's what we are talking about today!

You ready? Let's do this!

Your Dream 1000 is a relationship engine, not an email list to blast.

We teach sales differently.

Yes, of COURSE we believe in mass marketing - duh, you're getting an email newsletter.

But, your Dream 1000 is NOT that.

If you’re using your list just to “keep track of people,” you’re missing the point.

This isn’t about dumping names into a spreadsheet.
It’s about strategically moving people through stages of relationship, aka...from stranger to sale, with intention.

That only works if:

1. You’ve segmented by real relationship stages
2. You’re tracking the right info (tags, notes, follow-up history)
3. You know how to nurture people based on where they are

In other words, everything I am about to share. You're welcome.

Basic Stages of Relationship

This can (and should) be adapted to fit YOUR sales process. But generally speaking, you want your stages of relationship

1. Not Yet in Conversation (but you're working on it)​
They follow you, joined a list, or opted into something, but you haven’t had a real conversation yet. You aren't sure if they are qualified, and they aren't engaged with your brand. BUT, you think they could be and you want to get in touch!
Your job here is to get them to engage.

2. In Conversation / Qualifying​
You’ve exchanged messages, they’ve shown up to part of a live session, maybe they’ve told you about a challenge they are facing that relates to what you do. They are engaging.
Your job here is to qualify and get to a point of hearing the offer. That can be a launch, masterclass, or sales call.

3. Heard the Offer​
They’ve attended a workshop/launch/masterclass, completed a sales call, seen a sales page, and had dialogue about the offer in the DMs.
They’re not cold, they are qualified, and they are considering the offer. Your goal here is to get the yes!

4. Verbal Yes / Follow-Up​
They’ve said yes, but haven't paid. Or they've said a NOT no, but not yes like: “I’m thinking about it,” or some version of “I want this but…”
These are your highest-converting conversations if you track them well. Your goal is to follow up, answer any questions that are said or unsaid about the offer, and hang in there until they make a decision.

5. Clients / Alumni​
Current or former clients who are eligible to renew, upgrade, refer, or reactivate are a major part of your list, that should be nurtured, and walked through the same process of sales.

Here's the thing - with all of these stages, we don't PUSH people into the next stage.

That's why we are managing 1000 relationships. So that there is no pressure on any 1 person to close at a specific time.

We don't pressure people with slick objection handling.

We have conversations. See what the needs are. Explain how we can help. And we let them decide on their time.

Tags for people on your list

While everyone goes into one list, and the appropriate stage of relationship, you are likely using a CRM and have different offers that you are working on.

So, within your Dream 1000, you should be tagging people based on the offer you think they are most qualified for.

You also want to consider tagging based on location (are you connected to them on IG, LI, or via email).

You can use tags for different launches they've attended as well, if you are looking to make an offer to people who have registered for something about a certain topic.

At the end of the day, you are looking to quickly be able to pull people up to invite to your next launch, make direct offers to, follow up, and nurture to the next stage.

How to nurture people in the middle...

New followers: Send a welcome message like this:

Hi [Name], Thanks for following along!

I love to personally welcome new faces and get to know the women in this community!

If balancing your hormones, boosting energy, or feeling more confident in your skin is something you’re working on right now, you're in the right place! What made you want to follow along?

Current followers you haven't engaged with:

Hi [Name],

It looks like you've been following here for a while, but we haven't "Insta-met" yet! First, I want to thank you so much for sticking around! It means the world to me! I just wanted to reach out to say hello and learn a bit more about you! I help women in midlife get in the best shape of their life while managing their hormones. Is that currently a goal you are working towards?

The Subtle Top of Mind Strategy

When you are not being pushy, you have to find ways to stay top of mind, so that when the lead is ready to buy, they come to you first!

That means acting like a normal person, who knows their leads and engages when appropriate.

That means daily touchpoints:

• Reply to their stories
• Comment on their posts with intention
• Connect with them on common ground (tv shows, sports, when you see things that make you think of them)

Pattern Interrupts for the Win

• Send a handwritten note.
• Pick up the phone and call.
• Drop a voice memo or a personal video in the DMs.

When all else fails - give em' a little 👀 emoji for some humor.

It doesn’t need to be fancy. It just needs to feel human and break up the noise.

When you have enough relationships in the works, you can be patient.

You can meet people where they are.

You can nurture for as long as you need.

So, take some time this weekend and organize your Dream 1000. Send some nurture love out.

Danielle

P.S. Want more templates to nurture conversations and make sales? Our new bundle is up to $129, but is worth of $500! The price goes back up to $497 Sunday night.

P.P.S. Yep, I've got one of those - this week, I am going to share something that will give you and your team 1:1 support to get your Dream 1000 up and running. It's going to be epic, but LIMITED (because the last time I sent out something like this you all blew it up so fast I had to end the sale early).