29. Make Them Apply Or Let Them Buy?

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Today I’m tackling one of the most common (and misunderstood) decisions entrepreneurs face when selling coaching or high-ticket offers: should you make people apply or just let them buy?

Spoiler alert: the answer is—it depends. But by the end of this episode, you’ll know exactly how to choose the right model for your offer, your audience, and your sanity.

We dig into the real reasons applications exist (hint: it’s not just to look fancy), the pros and cons of both approaches, and how to make the process friction-free for both you and your potential clients. Whether you're selling a $27 mini-course or a $4,000 DFY experience, this episode will help you clarify your sales flow so you're attracting the right people without draining your time.

What We Cover in This Episode:

• The real reason to use an application (and why it’s not about exclusivity)
• Why a “Buy Now” button could be costing—or making—you money
• How to filter out red-flag clients before they suck up your energy
• What to ask on your application (and what to never ask)
• Smart automation strategies to streamline your sales process
• Why manual review might actually convert better than instant booking

Key Takeaways:

• Applications protect your time and your vibe—but they can also slow down sales
• “Buy Now” works best for warm audiences, low-ticket offers, and simple sales
• You can (and should) test different flows to see what actually works for your business
• A thoughtful application process can boost conversions—not just prequalify
• Always tell applicants what happens after they hit submit

Thrive in 5: If you’re stuck deciding how to structure your offer flow, here are five quick steps to get clarity:

1. Audit your offer – Is it high-ticket, high-touch, or something people can confidently buy without talking to you?
2. Write 3 sharp application questions – Ask for contact info, current struggles, and desired results. Bonus: include pricing to filter out the truly-not-ready.
3. Decide the next step – Will they book a call immediately? Wait for a manual review? Or get an email follow-up? Make it clear.
4. Review your sales page – If you’re using “Buy Now,” make sure your page handles all the common objections without needing a sales call.
5. Test your process – Go through the flow yourself (or ask a biz friend to). Make sure every step works and makes sense.

Ready to streamline your sales flow without losing the personal touch?

If you want to peek at my own application for The Shortcut (and steal the structure), you can find it at marcirossi.com.

And hey, if this episode helped you rethink your sales strategy, would you do me a favor? Hit subscribe, send it to your biz bestie, or leave a review. Every bit helps me help more people just like you!

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