I once built a funnel that was converting like crazy—but it ended up creating massive headaches because it attracted low-quality, low-value leads.
Here’s how it worked: I had an opt-in page where I’d give something away for free, and on the next page, I’d offer people access to my calendar for a strategy call.
Sounds great, right?
Well, not so much.
These were 45-minute calls, and I was running them with people who had no money, no goals, and sometimes, no intention of even showing up.
Our show-up rate was terrible, and when people did show, they often just wanted free coaching.
I was spending hours on calls with potential clients who were anything but.
The funnel was converting well, but the quality of the leads was so poor that we were wasting time on calls that led nowhere.
Here’s how I fixed it.
First, I cut the call time to 10 minutes.
If I was going to be stuck on these calls, I figured I might as well run six in an hour, back-to-back, to quickly qualify people.
Then, I realised the real problem was qualification.
So, I added a form before the call booking, requiring prospects to meet certain criteria before they could schedule.
If they didn’t meet the marks, I’d politely tell them our calendar was full and point them to a different product.
Finally, we improved our show-up rate by sending a series of reminders—texts and emails as soon as they booked, a day before, and again 15 minutes before.
With these tweaks, everything changed.
The quality of the leads improved, and our show-up rate skyrocketed.
Plus, by limiting the call to 10 minutes, I managed expectations, so people knew they wouldn’t get much unless they were serious.
The quick audit I offered on the call was enough to hook the right prospects and weed out the rest.
That’s how I turned around a funnel that was generating too many low-quality leads and turned it into a much more effective system.
Have you ever had a funnel that needed a major fix?
