Congratulations on getting your business up and running. Getting that idea out f your head and manifesting it into something real and tangible is no easy feat. But now the real, hard work begins, getting people to find you, get to know you so they trust you and then buy from you. That’s no easy feat as well, however, just as making your business a reality is an accomplishable task, so is marketing to get leads that convert into sales and multiply into more sales. By creating a sales funnel that converts, you’re setting yourself up for success.
In this post, I’ll share with you how to create a sales funnel that continually brings in clients step-by-step.
But first, let’s get to the heart of the matter, your website, or business hub, has to be on point. Your website needs to be prepared to receive the traffic that this sales funnel will create. To do this, your website needs to be a WOW! Website.
Your website offers your audience the opportunity to:
- Get to KNOW you
- Figure out if they LIKE you
- Start to TRUST you
- Then DECIDE to buy from you
But the key factor in all their decisions is your website. Prospects expect you to have a website. But what they don’t expect or even know that what they are looking at is a WOW! Website.
Your WOW! Website
- Looks awesome and is branded with your colors, logo and concepts
- Answers questions and provides the right information
- To the right audience
- In the right form
- At the right time
- Captures the name and email addresses of visitors so you can connect with them on a deeper level
- Showcases your awesome solutions to their problems
- Is up-to-date
- Presents YOU as the ONLY solution to take away your audience’s major pain point
Download this free ebook that gives you the keys to getting your website in tip-top shape to get more clients. Don’t worry, it won’t take long, you can go through the report and get your website ready to receive traffic and convert them leads and then clients in no time.
Now, let’s get back to the sales funnel creation.
STEP ONE: Get to Know Your Audience
The very first step in creating your sales funnel is to figure out exactly who you’re talking to. You can’t market to the plant and you really don’t want to because that would cost you so much money and time and energy! Besides, you wouldn’t get the results you hoped for because your marketing would have to be so broad so it could appeal to anyone, which means that it would actually reach no one.
Instead, let’s figure out the exact one person that you’ll use to represent your audience.
I know what you’re thinking, “If I only talk to one person, I’m missing sales, right?” Absolutely not! In actuality, buy only talking to one specific, researched person or avatar that represents the audience you want to reach, you make each individual person you come in contact with feel special. That person feels that you know them, really know them, which makes them feel trust towards you. Trust means that they’re more apt to buy from you. See how that works?
Your Clarity Journey
Let’s embark on Your Clarity Journey. This journey involves you getting to know your avatar as intimately as possible so that when she (I will use “she” because that’s who my avatar represents) finds you, she knows she’s in the right place.
Get some paper so you can fill in the following information:
- Give Your Avatar a Name:
- Hair color:
- Eye color:
- Marital Status:
- Where do they live? (suburb, city, country, etc.):
- Annual Income:
- TV Shows:
- Conferences, Workshops, Seminars they attend:
- Who do they follow?
- Guilty Pleasures:
- Employee: Type of Job:
- Entrepreneur: Type of Business:
Tip: Look at the magazine, website, shopping site your Avatar would most likely visit and grab a picture to use that represents them to you in real life.
From this information, you now have a real representation of the people who will eventually become your clients.
Short on time? Download a PDF version of this blog post and go through it at your own pace.
STEP TWO: What Do They Want?
Here’s an excerpt from my book, UN-Market Your Business: 10 Ways for Savvy Entrepreneurs to Stand Out, Stop Struggling, and Start Profiting
My mentor, Rob Schultz, is a business coach, speaker, and on-line strategist. He says that, to be successful, you have to sell your ideal prospects what they want, and then when they purchase, give them what they need.
That may sound counterintuitive, but it isn’t, and here’s why. Buying is an emotional decision; people buy what they want, not what they need. For example, your ideal prospects may wish they had more time in the day to do what needs to be done, but have no idea how to accomplish this. Since you classify yourself as a productivity coach, you create a product that will help them.
Look at these two examples of marketing copy. Which one do you think would appeal to your ideal prospects in solving their problem?
- How would you like to free up 2 hours in your day?
- This scheduling software is easy to use.
Which example would grab your attention faster?
As the expert, you know that your prospects need your scheduling software, but they want to free up time in their day. If there’s a disconnect in how you communicate to your audience about solving their problem, they’ll never see you as their solution provider.
To be successful at providing your ideal prospects what they really want, you have to know what keeps them up at night. Or better yet, what wakes them up at 2:00 a.m. and has them so frazzled they don’t even consider going back to sleep.
These are emotional items related to how your prospects feel, not tactical, how-to issues. People lie awake at night due to worries, fears, excitement, or anxieties. They don’t wake up wondering how they’re going to learn something or what new product to buy. They’re concerned about the end result they’ll have, the feeling they want to experience.
STEP THREE: Get Leads Coming In
In order to convert leads into clients, you have to get leads coming in. There are 3 ways that I’ve found that works consistently to get leads continually coming in so I then present them the opportunity to work with me and then make their first purchase.
Speaking gives you the opportunity to get in front of your ideal prospects so they get to know, like, and trust you, and then start buying from you with smiles in their hearts and credit cards in their hands.Speaking from the stage or from the front of the room is one of the best ways to get up close and personal with your audience. Giving live presentations allows your audience to see you as a knowledgeable business leader, expert, and authority.In this age of instant messaging, email, and selfies, people crave a personal connection. Sure, you can connect through social media, blogging, articles, ebooks, podcasts, and videos. But the true connection—the personal connection offered through a live visual and auditory experience—only comes when you connect with them through a talk or speech that you give live and in person.
Whether you’re writing blog posts for your website or creating articles for publications, your audience gets to know how you think and if they resonate with you. Future clients can glean the importance of your product of service being in their lives from the articles and blogs you create.The best part is that at the end of the post or article, you can include a link to connect with you to get more information. Make this link lead to a landing page that offers them an “ethical bribe” or Opt-in so they can give you their contact details in exchange for that freebie.
With the explosion of livestreaming, you have almost an unlimited source for getting in front of your audience. You can livestream on your own platforms of course, but by collaborating with other entrepreneurs, you can livestream to their audience as a guest and get in front of a new group of potential clients.You can use the same principle to guest post on other blogs and be a guest on podcasts and radio shows.
Speaking, Writing, and Guesting gives you the opportunity to get in front of your avatar so they get to know you, figure out that they like you, and then start to trust you so they can buy from you with a smile in their heart and a credit card in their hand.
Short on time? Download a PDF version of this blog post and go through it at your own pace.
STEP FOUR: Strategically Engage Your Peeps
Now that you’ve piqued their interest and converted the lead into a subscriber, it’s time to engage them. Engaging is not only emailing them with your promotional offer, it also means educating them as to how you can help them.
Remember people want to trust you so they feel good buying from someone they like. The more you educate them on how you can help them and how your products and services are a necessity for them to have, without to “sell” them, the more they’ll want to buy from you.
Here are some ways to engage them and drive home the fact that what you provide is necessary for their lives”
- Facebook live training
- Livestreaming educational sessions
- Emails that include teaching
- Informative social media posts
You see, you’re not just creating content to have content out there, you are creating EPIC, educational, action-inducing content that showcases your expertise and solidly promotes your authority status.
And, you’re not selling – as in “Buy this!” or “Buy Now!” – although you will include a CTA (call to action) in all your content. But, you’ve educated them, given them hope, or solved an initial problem for free. Now, they’re wondering, “If she does this for free, what do I get when I pay?” Of you’ve solidified that the product you’re selling is exactly what they need and have been searching for.
STEP FIVE: Let the Buying Begin
The logical next step after educating your audience is to invite them to work with you. It seems so simple, buy many entrepreneurs forget this one step – asking for the business. For some reason, they feel that their audience knows what to do. However, most people need to be led, and are begging for direction.
They may not know the next step to take. You are the leader, expert, and the one with the answers, so you have to tell them, lead them.
If their online, a simple, “click this link,” “buy now,” or “enroll today” suffices. But if you’re in a strategy or “Get to know you” call, you have to ask for the sale. I find that “which card would you like to use?” works best.
STEP SIX: Nurture
Now that they’ve purchased, what’s next? Of course there’s fulfillment of the order or carrying out the service, but the most important part is to nurture them as a client or customer. This is the part where you make them feel wonderful about their purchase so they want to purchase again and again.
STEP SEVEN: Wash, Rinse, Repeat
This is the final and best step in your sales funnel. Look at what you’ve accomplished, make any necessary tweaks and then do it over again and again.
You’ve built it and promoted it, and now watch it work.
Ready to do this? Maybe you have questions about how it all works, well, I have answers. Schedule your Online WOW! Assessment with me. Together, we’ll look at your website, social media presence, and figure out how your sales funnel will work and where it doesn’t so you don’t miss any more client opportunities.