Understanding the Investor Sales Funnel

Shane Liddell: Today, we know from data that if you sell differently and especially when it comes to selling crowdfunding campaigns, but this applies to selling anything, do not sell them on the first point of contact. You need to bring people into a database. We bring them into what we call an investor sales funnel. We nurture them and we educate them about that specific issue. So we start, for example, introducing them through communications to the CEO. This is who he is. He plays golf. He does this. He likes to go boating or whatever it is. And we do the same with the members of the team. We then introduce them to the company, the investment opportunity while we're trying to generate expressions of interest and so on. So what we do in fact is we will not try to sell them probably into contact 0.7 plus, it varies depending on what we see at the time. So as I said, getting back to, to how things are done different today, that is far more effective. Why do I say that? Because the data says that. It's not a personal opinion.