How to turn curious leads into high-ticket customers

You create a lead magnet and a traffic strategy, but no matter how strategic they are, one thing is certain: they'll attract “curious leads.” For many digital creators, these leads are a real nightmare. After all, on top of not buying, they cost money. And they're not cheap.

Beyond acquisition, there's also the cost of keeping them in your CRM.

That's why it's important to use strategies that help you reach a low CPL and also to think of ways to get the curious ones to buy. And yes, they exist.

Curious leads can even buy your high-ticket offer! And Cademí's specialists will explain how in this article. To get there, you need to understand:

• What curious leads are
• A curious lead's buying behavior
• How to warm up cold leads
• From curious lead to high-ticket customer

What curious leads are

In short, a curious lead is someone who only wants what you offer as a lead magnet.

They download your e-book but never open your emails. They sign up for the webinar but leave as soon as the pitch starts… In other words, they're the user who's always around but never gets anywhere near converting.

Many digital product creators fill their lists with this kind of curious lead and, because of that, believe lead magnets don't work. That's not true. Lead magnets are still one of the most efficient ways to get leads. But you need to know how to offer them (which we've already explained here).

+ Irresistible lead magnet: how to convert far more leads

By now, though, your list is probably already full of contacts who don't respond. So let's focus on how to convert these curious leads.

A curious lead's buying behavior

A curious lead usually has a real pain point, but either doesn't yet realize how big it is or doesn't trust the solution you offer. It's also common for them not to trust paying for digital products, so they keep jumping from one free lead magnet to the next in search of the solution they need.

They don't build a relationship.

They don't perceive value either.

They're looking for quick answers.

They often click on impulse.

ROAS vs. ROI: what's the difference between these metrics?

In short, the “problem” isn't necessarily your content. It's the fact that the lead isn't yet committed to their own journey of change. So it's up to you to be their guide on that journey and help them understand that they need this change and that your product is the best way to get there.

How to warm up cold leads

Cademí, Brazil's first member hub, has one main mission: making sure its customers sell more and more. Countless features, frameworks and technologies were designed with that goal. That's how the Diamond Funnel came about, for example.

The strategy, which is exclusive, is built on converting a cold audience. That's why we can use the concept as a foundation when thinking about how to sell to curious leads.

“The diamond funnel is a strategy focused on ascension, meaning the customer comes in through the free product, then buys a front-end or back-end offer and keeps climbing the value ladder,” explains Cademí's CEO, Matheus Benatti.

According to him, front-end and back-end offers also work for curious leads, because these products don't take much effort to sell or to buy. You don't need to build awareness. And since the price is more affordable, people don't have to think as hard about the investment.

Continuing the parallel with the diamond funnel strategy, which has already been tested and proven, your lead's journey needs three transformations:

• They need to know you;
• Like you;
• Trust you.

In the diamond funnel there are three lessons, in which your lead goes through all of these stages thanks to the structure of the content and the environment where the lessons are presented.

“We spent two years testing and validating the strategy, and the results prove it works really well.”

Just one of the customers who tested the strategy got 3,600 leads in two months, and many of them converted straight into the R$ 5,000 mentorship.

To implement the diamond funnel, you need to have your online business on Cademí. Besides the exclusive technology, you also need to put all your leads inside the member area. That's only possible if you're not charged per user, which is the case at Cademí. You can learn more by clicking here.

But don't worry, you can turn your curious leads into customers using this logic and other strategies.

From curious lead to high-ticket customer

If you're not on Cademí yet, you can either use the same logic presented in this article (offer entry-level products and build a relationship) or invest in getting to know these people better.

First of all, find out what your lead really wants.

Is your offer what they want, or what you think they need? To answer that, do an analysis and map out:

• What is this lead's underlying pain point?
• What is the deepest desire behind their search?
• What do they lose (in time, money, energy) if they don't solve it soon?

+ Funnels that will transform your online business

Based on those answers, educate this audience so they see value in your offer. You can do this, for example, with in-depth content and success stories (your customers' or your own).

And break down objections and limiting beliefs in your content, your offers and anywhere else you can.