How to Help More People
Eben Pagan explains why systematic follow-up is crucial for business success, revealing that 90-95% of prospects aren't ready to buy when they first discover you. He teaches how to build follow-up systems that convert prospects who become ready to buy months later.
Teachings 5
Most people are not ready to buy when they first realize they have a need - they require systematic follow-up over months
90-95% of people who get on your email list, watch your videos, or click on ads are not ready to buy immediately, but will convert 3+ months later when their situation changes
The biggest mistake even experienced marketers make is not following up with prospects who aren't ready to buy immediately
New and experienced marketers consistently fail at follow-up despite it being essential for converting the 90%+ of prospects who need time to become ready to purchase
People go through a research and awareness phase before becoming ready to purchase, during which they will engage with free content but not buy
Someone who realizes they're out of shape or having relationship problems will watch videos, get on email lists, and consume content for months before hiring a coach
The internet makes follow-up systems virtually free to implement, requiring only time and energy investment
You can send videos and email newsletters at minimal cost, making systematic follow-up accessible for any entrepreneur willing to invest the time
Prospects' situations change over months, transforming them from browsers into urgent buyers who need immediate solutions
Someone who worried about job security 3 months ago becomes ready to start a business when they realize they will actually lose their job
Perspectives 1
World 1.0 employees didn't need follow-up systems because they had guaranteed roles, but entrepreneurs must build systematic follow-up to succeed
Traditional employees just showed up daily to existing jobs, while salespeople and marketers in companies had follow-up systems built for them, but entrepreneurs must create their own
Quotable Moments 2
“the biggest mistake I would say that new marketers make not even new even experienced marketers the biggest mistake that people make with sales and marketing is not following up”
— Eben Pagan“most 90% plus probably 95% 99% I mean a lot of them 90 plus percent are not ready to buy something right then but they will get on your list”
— Eben Pagan
How to Build Follow-Up Systems for Prospects Not Ready to Buy
Create systems to convert the 90-95% of prospects who need months before they're ready to purchase
- 1
Capture prospects during research phase
Get people on your email list, social media follows, and video subscriptions when they're just starting to realize they have a problem
- 2
Provide consistent valuable content
Send regular videos and email newsletters that keep you top of mind during their research phase
- 3
Maintain contact over months
Follow up systematically for 3+ months as prospects' situations evolve from awareness to urgency
- 4
Be present when urgency hits
Ensure your follow-up system positions you as the solution when prospects finally realize they need to take action
Questions Answered
Why don't most prospects buy immediately when they find my business?
“most people that start to realize oh out of shape and I need to get into shape they're not ready to hire a coach that day they just started realizing it”
— Eben Pagan▶ 1:01
According to Eben Pagan, 90-95% of prospects aren't ready to buy when they first discover their need. They're in a research phase, consuming content and learning before they're ready to invest in solutions.
What's the biggest mistake marketers make with follow-up?
“the biggest mistake I would say that new marketers make not even new even experienced marketers the biggest mistake that people make with sales and marketing is not following up”
— Eben Pagan▶ 3:02
Eben Pagan identifies not following up as the biggest mistake both new and experienced marketers make. Most fail to stay connected with the 90%+ of prospects who aren't ready to buy immediately.
How long does it take prospects to become ready to buy?
“three months from now when they finally realize oh man you know I am actually going to lose my job you know three months ago my company got acquired I started worrying about it but then three months later they realize oh I am going to lose my job”
— Eben Pagan▶ 2:32
Eben Pagan explains that prospects typically need about three months to move from problem awareness to purchase readiness. Their situations evolve, making them urgent buyers when circumstances change.
How much does it cost to set up follow-up systems?
“the best thing is the internet makes it almost free to do it just takes your time and energy send out a video once in a while send an email newsletter follow up”
— Eben Pagan▶ 3:03
Eben Pagan teaches that the internet makes follow-up systems virtually free to implement. The main investment is your time and energy to send videos and email newsletters.
Why do people engage with free content but not buy immediately?
“they will get on your list they will follow you on social media they will watch your video they will they will click on an ad they will sign up for your email newsletter or your podcast because now they're starting to get interested”
— Eben Pagan▶ 2:02
Eben Pagan explains that people in the research phase will watch videos, join email lists, and consume content because they're starting to get interested, but they need time to fully recognize the urgency of their situation.
Summary
The World 1.0 vs Entrepreneurship Follow-Up Reality
Eben contrasts traditional employment where follow-up systems weren't needed with entrepreneurship where systematic follow-up is essential. He explains why employees could just show up while entrepreneurs must continuously attract and convert prospects.
The 90% Rule: Why Most Prospects Aren't Ready to Buy
The core teaching reveals that 90-95% of prospects who discover your business aren't ready to purchase immediately. They're in a research phase, consuming content and learning before they're willing to invest in solutions.
The Three-Month Transformation Window
Eben illustrates how prospects' situations evolve over months, using the example of someone going from worrying about job security to urgently needing business-building help. This demonstrates why systematic follow-up is crucial for capturing conversions when urgency finally hits.
The Internet Advantage for Follow-Up Systems
The episode concludes with the empowering reality that modern technology makes follow-up systems virtually free to implement. Entrepreneurs only need to invest time and energy in sending videos and newsletters to stay connected with prospects.
Counterpoint
Claim: “Prospects should buy immediately when they discover they have a need”
Reframe: 90-95% of prospects need months of follow-up before they're ready to purchase, even when they recognize their problem
People who realize they're out of shape or having relationship problems will research and consume content for months before hiring a coach
Claim: “Follow-up is only necessary for dedicated sales roles”
Reframe: Every entrepreneur must build systematic follow-up because they don't have the guaranteed roles that World 1.0 employees had
Traditional employees just showed up to existing jobs, while entrepreneurs must continuously attract and convert new clients
Key Points 6
Most people are not ready to buy when they first realize they have a need - they require systematic follow-up over months
▶ 1:01The biggest mistake even experienced marketers make is not following up with prospects who aren't ready to buy immediately
▶ 3:02World 1.0 employees didn't need follow-up systems because they had guaranteed roles, but entrepreneurs must build systematic follow-up to succeed
People go through a research and awareness phase before becoming ready to purchase, during which they will engage with free content but not buy
▶ 1:31The internet makes follow-up systems virtually free to implement, requiring only time and energy investment
▶ 3:03Prospects' situations change over months, transforming them from browsers into urgent buyers who need immediate solutions
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Topics
Coaching Strategies
Common Mistakes