As an entrepreneur who bootstrapped an e-commerce business and had to learn from scratch how to optimize the back end sales funnel of what is now a multi-million business, I can tell you that fresh leads are seldom ready to become loyal customers.

Your lead offers should be tailored to a specific problem that your prospects are looking to solve.

This requires you to take a more granular approach to the beginning of your sales funnel.

We ll use the fictitious company, Survival Supplies LLC as an example.

If Survival Supplies LLC sends this lead a 90-page e-book that summarizes the different types of Traditional, A-Frame, Hoop, and Tunnel tents, they re not delivering on the immediate benefit they initially promised.

A better approach would be if Survival Supplies directed their new subscribers to a short instructional video that demonstrates how to put together a dome tent.

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