Tuesday, May 2, 2017

How to Create Your First Sales Funnel

Whether you realize it or not, you already have a sales funnel.

If you’re thinking, “I do?” then this post is for you.

If you know you have a sales funnel, but you’re not getting the results you want, this post is for you.

If you have no idea what a sales funnel is, but you’re interested in selling, this post is for you.

In this blog, I’m going to show you how to create a basic sales funnel that will convert leads into customers. Then, at the end of the post, I’m going to share with you a special bonus tip for how you can cover much (or even all) of the costs associated with your sales funnel!

But first…

What is a sales funnel?

A sales funnel is essentially the process your customer walks through from the point-of-discovery to point-of-sale (POS). (The sales funnel can also go beyond POS into additional products and services, but we’re going to ignore that for now.)

There are literally an infinite number of ways you can structure a sales funnel.

But for the purpose of this post, we are going to focus on ONE simple, no-frills method for building a sales funnel. Once you master this five-part sales funnel you can consider other funnels and tweak and modify this one. But if you’re new to the game, start here.

Step 1: Create a Landing Page

A landing page is a simple one-page site that has a very clear purpose and call-to-action. While you may be able to build a landing page on your own site, I recommend using www.leadpages.net. This is a fantastic service with tested templates that take care of the design process for you. Plus, your landing page doesn’t have to be connected directly to your website, which means users are less likely to get distracted by all the other content they can click on within your website.

The goal of the landing page is to get people to act. More on that in Step 3. But first… how will people get there?

Step 2: Drive Traffic

Just because you have a landing page doesn’t mean people will show up. You have to drive traffic to it. While there are organic methods to do this (write guest posts, get speaking engagements, etc.), the best method to get traffic is to buy it.

By purchasing traffic, you are in control and you have the ability to scale. You don’t have to wait for an organic Facebook post to “go viral,” which is probably not going to happen. Targeted Facebook ads are some of the most effective and accessible ways to drive traffic.

Trust me on this one… buying traffic is the way to go!

Step 3: Give Something Away

Ok, you’ve got your lead page and you’ve bought the traffic. Now what?

Now you give something away.


Yes. Give.

The lead page is not the place to sell. At this point, you are still a total stranger to the audience you’ve brought to your lead page. They don’t know you, and they don’t have much of a reason to trust you.

The goal at this stage is to get them to trust you. One of the best ways to do this is to give them something that is of tremendous value to them. This can be a PDF, an eBook, a video, a free sampling of your service… anything, as long as it’s something they really want.

There’s just one catch.

They have to give you their email address to get it.

Step 4: Send an Email Drip Campaign

As soon as you collect their email, you send them the free thing. I like using Mail Chimp for auto emails. You can create an email drip campaign within MailChimp that continues to build a relationship and trust with the new “customer.” (I say “customer” in quotes because they still haven’t actually bought anything from you yet.)

Over the course of the drip campaign, which might be anywhere from three to 10 emails over the course of one week to a month, you continue to provide value. You tease out their greatest desires and drill them on their greatest pain points.

Step 5: The Big-Ticket Sale

Finally, you ask in your email drip campaign for the big-ticket sale. Sometimes there might be an additional step between the email and the POS itself. For example, you might send them an invite to a webinar with limited space and then pitch them on the sale at the end of the webinar. However, this isn’t always necessary. Depending on the quality of your lead and the strength of the email drip campaign you may be able to ask for the sale outright.

Bonus: The Upsell

If you’ve read this far, you get a bonus.

This goes between Steps 3 and 4: The Upsell.

After you give away the high-value item for free, you can present your new lead with a special one-time offer (or however you would like to present it to instill a sense of urgency). This special one-time offer is a paid product that is something of a bridge between your free high-value item and your big-ticket product.

You should price this upsell product at a price point that helps you cover the cost of your Facebook ads (or whatever channel you’re using to drive campaign traffic).

A Sample Upsell Scenario…

Let’s say you have a lead acquisition cost of $4.00.

Of those leads that arrive at your landing page, let’s say 25% (one in four) will convert. That makes your total cost of getting a customer on your email list $16.00 (4 x $4.00).

Of the customers who get on your mailing list, another 25% (one in four) will buy the upsell product.

So, in order to break even with your acquisition cost, you would need to sell your upsell product for $64 ($4.00 x 4 x 4).

With those figures, your sales funnel costs would balance out to $0 per email!

Once you hit on the dollars and percentages that work for you, all that’s left is to scale it!

from Business 2 Community http://www.business2community.com/sales-management/create-first-sales-funnel-01830195