How Advizz doubled close rate and stopped wasting time on unqualified leads

Pierre Chenu runs Advizz. He’s a growth operator: he helps people who already have a community build their info business, coaching or online programs, on the marketing and sales side. He ran webinar funnels with a lot of closers, and is now moving to evergreen VSL. After testing several tools, he settled on iClosed, which he’d first seen running at a big French infopreneur he worked with.

“iClosed is by far the best solution on the market, especially for the sales side.”

The challenge

Before, Pierre was juggling a generalist scheduler and a separate course-hosting platform. The scheduler had no conditional routing, so there was no way to stop unmotivated or unqualified people from booking a call, and his closers burned time on leads that would never sign. The course platform was fine for hosting, but it was never built for sales: no way to follow a lead from setting to closing, no way to compare each closer’s performance. With a lot of closers on his webinars, he was flying blind.

“The biggest issue with Calendly was the conditional routing. You don’t want unmotivated people booking calls.”

The results

On iClosed, conditional routing filters leads by their answers: the unqualified simply can’t book. And closer tracking let Pierre compare performance day by day and cut the weaker closers, keeping only his top ones. Together, that took his team’s overall close rate from around 20% to 35-40%, a doubling, with the booking rate nearly doubling too.

“We went from maybe 20% close rate to almost 35-40% now. The team’s overall close rate. We doubled it.”

Bring back the ones who leave their info. Capture and setting recover the people who leave their details without booking — something his old setup couldn’t do.

How he uses it day to day

• Capture / setting: bringing back the people who leave their info without booking, to follow up — something his old setup couldn’t do

• Funnel reservation: who sees the calendar, how many contacts, how many calls created — full-funnel visibility

• The questionnaire answers: understanding his persona and his leads, to sharpen his ads and content

• Closer ranking: revenue generated per closer against the number of calls

“The analytics I can’t live without: the funnel reservation, the answers on my topics to understand my persona, and the ranking of closers by revenue generated.”

The bottom line

For Pierre it comes down to one thing: it’s the only tool actually built for sales, following every lead from setting to closing, from a single closer up to a few hundred. The tools he used before were never made for that.

“If you want to make money with your business, especially on the sales side, you have to go for it. From one closer up to a few hundred, it’s incredibly useful.”