Automated sales funnelHow  To Create A Highly Effective Automated Sales Funnel

 

Last year 2 good friends were working 9 to 5 jobs for the same west coast manufacturing company. Let’s call them Mike and Josh.

They both wanted out of the 9 to 5. They wanted to taste the freedom of starting their own businesses. They had similar educations and similar skills. But neither had been in business before.

Each started their own separate business.

Today Mike’s business is a success. He’s getting leads and making sales on a regular basis and his business is growing.

For Josh business is not so good. Business is slow when it isn’t non-existent. It’s looking like he may have to try and get his old job back.

What’s the difference?

Mike created an automated sales funnel when he started his business. This made it easy for him to bring in new leads, automatically follow up with them and sell them on his high-end offers.

Josh did not.

 

You’ve heard it a million times.

If you’re going to consistently generate leads and sales for your business you’ve got to have a sales funnel in place.

What exactly is a sales funnel?

It’s simply a process you put potential customers to educate and inform them about the benefits of doing business with you.

A great sales funnel also delivers a great deal of value to prospects even before they buy.

According to Harvard Business Review businesses with a process in place like a sales funnel consistently generate more revenue than those without one.

A sales funnel can be simple and straightforward.

It can also be complex and complicated.

The sad truth is that most sales funnels are too overly complicated to even work.

That’s why you should keep your funnel simple.

 

How to create a simple automated sales funnel.

 

Step 1 – Research Your Target Market

Uncover the problems your ideal customers are facing. Find out exactly how they describe their problems and what they have already done to try and solve them.

 

Step 2 – Create A Value Magnet

Create an epic piece of content like a blog post or video that attracts prospects to your business and delivers immediate value for free. This is the entrance to your sales funnel.

 

Step 3 – Create A Lead Magnet

Your lead magnet provides value that builds on your value magnet. It’s technically not free. You provide the lead magnet in exchange for your prospects contact information.

 

Step 4 – Make An Introductory Offer

The introductory is the first small purchase that someone makes. It’s important because it changes the relationship from prospect to customer. And once someone buys from you, even if it is a small purchase, they’re more likely to buy your premium offers.

 

Step 5 – Make A Premium Offer

This is your flagship offer. I high value product or service that you sell for a premium. It’s where your expertise shines. Your premium offer has the power to change someone’s life.

 

Step 6 – Automate Everything

You need to automate lead collection, lead magnet delivery, email follow-up and if possible delivery of your product or service. Automation not only makes your life easier. It gets everything delivered on a timely basis.

 

The most basic sales funnel looks like this:

Sales funnel flow chart

 

 

But I prefer this:Advanced sales funnel flow chartYou Wanna Get Your Sales Funnel Right

Because when you get it right your sales funnel will produce awesome results.

I know that sounds kinda complicated, especially since I was talking about how to keep things simple when it comes to your sales funnel.

But it really is simple when you look at each part of the process individually, and then see how all the moving parts work together. I can show you how. It’ll be like having a sales funnel blueprint that shows you how to create all the individual pieces and then how to make them all work together. That’s what I teach in my course: The Ideal Sales Funnel.

The value of your sales funnel is not just in the leads and sales it delivers to your business.

Yes, that is important.

Sales and leads are the whole point of a sales funnel.

But when you design a sales funnel the right way it also builds trust with your prospects.

It creates credibility in the eye of your ideal customer.

That’s because when you build a sales funnel the right way it creates value for your future customers, whether they buy anything from you or not.

 

Research

Do your research. You need to uncover the exact problem your ideal customer is trying to solve. And you need to know the exact language they are using to describe that problem.

If you don’t have a deep understanding of your potential customer’s problem then putting a sales funnel in place is not going to be very useful.

So how do you uncover those problems?

Start by talking to people who have bought and used your product in the past. Or at least bought and used a similar product.

Don’t assume anything.

Ask about the problems they were facing.

Ask about the struggles they’ve been through.

Then go to Amazon and find books on the subject of your product.

Take a look at the customer reviews.

That’s where you’ll find people opening up about their issues, their struggles and their problems

You’ll also hear the raw unfiltered language they use to describe their problem and how they did or did not solve it.

That’s gold you won’t find in the editorial reviews or even in the book itself.

 

 

Sales funnel research

 

 

The Value Magnet

The value magnet is an epic piece of content that initially attracts your ideal customers and introduces them to your business.

This is where prospects enter your funnel.

The value magnet educates prospects about a problem that they have and tells ways to solve that problem.

It’s okay to mention or hint that you can help solve this problem, but the value magnet is not about selling.

Sales Funnel ValueIt’s about educating and informing. It’s about delivering value and solving a problem.

You bring customers into your sales funnel the same way a huge ship docks into a port.

They don’t tie it down with those huge chains right off the bat.

Instead they throw a small line at first.

Then they use that line to pull a larger line.

Then a larger one.

Eventually they have a line large enough to pull the big chain.

Your sales funnel works the same way.

Start by delivering small chunks of value that you provide for free and soon you’ll be able to deliver huge chunks of value and charge premium prices.

Your value magnet attracts prospects and warms them up for your lead magnet.

A value magnet is an epic piece of content. We’re talking 2,000 words or more or high value and no fluff.

It’s usually a blog post or an article. But it can be video or audio.

 

Creating A Great Headline.

Take the time to create a great headline for your post. The headline sells the click

It’s what attracts values to your content from Google and social media in the first place.

The job of the headline is to attract the value to your content and get them to at least begin reading it.

Start with writing several different headlines and pick the one that stands out.

The Huffington Post typically writes 25 headlines for every article before deciding on one.

I wrote 30 different headlines for this article before settling on A Crash Course In Automated Sales Funnels.

Sales funnel headlines

When creating your headline keep the 4 U’s in mind. Your headline should be:

  • Unique
  • Useful
  • Ultra-specific
  • Creating Urgency

You probably won’t be able to fit all 4 into a single headline. But I or 2 is enough.

 

Being unique: take a risk and stand out. If your headline is like every other headline you’ll be ignored.

Being useful: state a useful benefit and give prospects a reason to continue reading.

Being ultra-specific: don’t be clever. Just be very specific.

Creating urgency: setting a limit will compel people to keep reading.

 

An epic post like this is more likely to be shared by other bloggers and on social media. And it ranks higher and faster on Google.

This post not only sells your lead magnet. It warms prospects up for your introductory offer.

But focus on getting them to sign up for your lead magnet.

Include several calls to action throughout the post to sign up for your lead magnet. And once again at the end below your post.

You should also include a link to to your introductory offer in your post.

When you create an epic value-packed post like this you will automatically stand out.

Don’t try to sell your introductory offer in this post though. Just mention that it’s available, and there’s more information inside.

Be sure to use high quality graphics and images on your post. Big attractive images will make you stand out.

When creating your value magnet start with your flagship offer in mind. The one big thing you’re selling. And work backwards from there.

That’s one of the things I’ll walk you through step-by step inside my course, The Ideal Sales Funnel.

Your value magnet needs to be closely tied to your lead magnet and the offers you are going to be presenting.

Once you’ve got your value magnet out to the world focus on promoting it. You should spend 20% of your time creating your content and 80% of your time promoting it.

 

 

Lead Magnet

A lead magnet is an irresistible offering which delivers a very specific type of value to the person receiving it in exchange for their name and email address.

Lead magnets are also known as:

 

  • Freebie
  • Content upgrade
  • Sign-up incentive
  • Ethical bribe
  • Freemium
  • Sign-up offer
  • Free Report

 

Keep your lead magnet very specific.

Think about one problem and one solution for one very similar group of people.

And focus on delivering an immediate result.

The function of your lead magnet is not just to get the contact information.

Your lead magnet also should pre-sell your introductory offer and your premium offer.

Give away something of real value as your lead magnet. If you’re not telling yourself “I should really be charging for this,” then you haven’t gone far enough.

When you give something of real value you earn trust and respect.

But just giving something away is not all there is to it. You need to make sure your prospect actually consumes your lead magnet.

As your prospect consumes it the level of trust increases.

And as they consume it they start to change the way they see themselves.

So let’s say someone grabs your lead magnet The Tiny House Construction Cheat Sheet. As they consume your content they begin to see themselves more and more as someone who lives in a tiny house.

Perfect for you if you happen to sell tiny house plans.

Focus on giving value right away.

Begin with the end in mind when you create your lead magnet

Look at your premium offer and work back from there and lead them to your premium offer.

When you build trust with a lead magnet and deliver more value in your follow-ups prospects will be more open to your introductory offer and your premium offer.

If you hit them with a premium offer right away you’ll just drive them away.

 

Ideas for Your Lead Magnet.

When you’re coming up with ideas for a lead magnet look at what your ideal customer would find impossible to resist.

But keep it simple and focus on value. A lead magnet that is too long or complex will hurt your sales.

 

Sales funnel lead magnet

Here are 7 basic types of lead magnets:

1. Free Report/ How-to Guide

2. Educational Video

3. Cheat Sheet/ Hot Sheet/ Handout

4. Tools or Resources

5. Quiz or Survey

6. Test or Assessment

7. Hidden Sales information

 

And here are some more advanced types of lead magnets:

 

  • Video course
  • Infographic
  • Calendar
  • How-to book
  • One on one consultation
  • Access to membership site
  • Access to Facebook group
  • Webinar
  • Plug-in
  • Swipe file
  • Low priced offer ($10 or less)
  • Content upgrade
  • PDF version of the post
  • Q&A video
  • Transcripts

 

Whichever one you choose remember that the main goal is to have it consumed. That’s why I don’t recommend eBooks and 30 day courses. People just lose interest.

Look for something you could actually charge for and give it away for free. Something your ideal customer would find useful.

Think about this when choosing your topic:

What questions are you most often asked?

What pain points does your ideal customer face?

What do they want to know?

Then consider your knowledge and expertise.

Make sure your lead magnet is visually appealing.

Use graphics and white space to break up text.

Once you’ve got your lead magnet in place you need to automate delivery so that your prospect receives it right away, while they’re still hot for the information. And so that you’re not sending out lead magnets one at a time. That’s something I cover in The Ideal Sales Funnel Course.

Your lead magnet naturally leads prospects to the next step which is the introductory offer.

 

Introductory Offer

The introductory offer is also known as the welcome mat or tripwire.

It’s the first small purchase a customer makes from you, and it’s intended to lead customers to your premium offer.

It won’t be a major source of revenue.

The real purpose of the introductory offer is to change the relationship from prospect to customer.

That, and to pre-sell your premium offer.

As leads move through your funnel present hem with free, then inexpensive, then premium offers. Just make sure that everything is relevant.

Your introductory offer should offer so much value and be at such a ridiculously low price that your ideal customer would have a hard time saying no.

Offer something in the $5 to $20 range.

Once someone buys from you they will be more likely to buy again. Even if the first sale was only $20.

And when they pay they value it more than if it was free.

Remember, if people don’t pay, they don’t pay attention.

That first purchase changes their mindset.

And as long as you deliver what you promised in the introductory offer your trust and credibility factor goes up.

Your lead magnet should leave prospects wanting more. And your introductory offer should deliver it.

Let people know your introductory offer is available in your value magnet. Then when someone signs up for your lead magnet present it directly.

Offer it as soon as someone signs up.

Right on the Thank You page.

Just make sure it’s closely related to your premium flagship offer you’re going to present next.

Your introductory offer should solve a very specific problem and it should naturally lead to your premium offer.

The easiest way to create the product or service for your introductory offer is break out a part of your premium offer and offer it as a standalone product.

 

Here are some ideas for what you can offer as an introductory offer:

 

  • Audit/ check-up (brand audit, copywriting audit, mindset audit and so forth)
  • Initial process assessment (an initial consulting session)
  • Quick coaching call
  • 7/ 30 day trial
  • Group coaching sessions
  • Webinar
  • Whitepaper
  • Report
  • Audio or video recording of a live event
  • E-book
  • Tickets to a live event
  • Mini-course
  • Physical product
  • Perform a service

 

Get highly specific with your introductory offer. Make it about one specific solution to one specific problem.

Give immense value and price it so low that price is not an issue.

The key to maximizing sales of your introductory offer is to place limits on it.

 

Sales funnel urgency

 

You need to create real urgency or scarcity.

You can do this by limiting the number of spots available.

Or by limiting the time it’s available, or the time a set price is good for.

But please be authentic.

Never use fake urgency!

If you say the price is only good for 15 minutes you need to stand by that.

Fortunately, I came across a great tool for managing and automating scarcity in your offers. I’ll show you exactly how it works inside The Ideal Sales Funnel course.

Your introductory offer doesn’t just turn leads into customers, though.

It also lets you segment customers based on what they’re interested in.

Your introductory offer should deliver value. Go for 10X the value of your lead magnet.

But it should also let people see what it’s like working with you in your premium offers.

Once someone buys your low-cost offer they can more easily justify opting for your premium offer.

The introductory offer naturally leads to the premium offer.

There is more trust in a paid offer than in a free offer.

People are suspicious of free offers.

Wondering what the catch is.

With a paid offer there is less suspicion.

When someone buys your introductory offer pitch your premium offer right then and there.

You’ll have some that will upgrade to your premium offer right then and there.

For the rest you can always follow up later with your email sequence or in a webinar.

But not everyone will buy your introductory offer right away no matter how low the price is or how much value you deliver.

Which is fine

Just stay in touch with them via email.

But don’t re-pitch them right away.

Send a daily email for the next 2 to 3 days that delivers value or helps them solve a problem.

Keep these emails related to your introductory offer.

But don’t mention it or even hint about it.

Then send a sales email with a second chance to get your introductory offer.

Just remember to be authentic.

If you say the offer is available for $20 the first time around, but that price was only good for 15 minutes, you can’t offer that price again.

Not and maintain any sort of credibility.

You are rewarding the action takers in the first round.

So this time raise the price.

But still put a time limit on it. Though you will want to go longer than 15 minutes this time.

24 hours to 3 days max.

If they still don’t buy continue with your email sequence still adding value each time.

Then offer your product or service again in another sales email.

For those who still don’t buy continue following up. And continue delivering value.

Then occasionally mention that your offer is still available.

Better yet, add a webinar into the mix and pitch your introductory offer there.

But even if they never buy your introductory offer you should still present your flagship offer.

Which is what we’ll talk about next.

 

Flagship Offer

Your Flagship Offer is your one big thing.

Your premium, high value high priced offer.

It’s what everything else leads up to.

This is where your expertise shines.

Your flagship offer is life-changing for your customers.

It also delivers the results that make your business a success.

 

Sales funnel flagship offer

 

Think big when it comes to your flagship offer.

Big in terms of the product you offer.

Big in terms of the value you deliver.

And big when it comes to the price.

Look for ways to upsize what you’re offering

For you that may be bundling a training course with one on one coaching. Or bundling a software product with consulting. Or bundling physical products with other physical or digital products.

 

Here are some things that can be flagship offers:

  • High-end coaching
  • Consulting
  • Training program
  • Educational course
  • High-end services
  • Seminar
  • Webinar
  • Physical product
  • One on one mentoring
  • Certification system
  • Software/ SaaS
  • Business audit (brand audit, website audit, sales audit etc.)
  • On-site training
  • Membership
  • Package of products or services
  • Teleseminar

 

We’re talking about your flagship offer last here. But really it’s the first thing you should think about. Develop the idea for your flagship offer first and work back from there when creating your introductory offer, your lead magnet and your value magnet.

Not everyone will be a good fit for your flagship offer, and that’s okay.

You should still follow up with them. Your next product or service might be a perfect fit. And you can always ask them what they want and create an offer just for them.

When you present your flagship offer make it irresistible to your ideal customer, But irresistible doesn’t mean low priced. You should be charging a lot for it.

Irresistible means the customer clearly sees they are getting much more value than the price they are paying.

Come up with a unique name for your flagship offer. When you name it you claim it.

Look for what makes you different. How can you put a unique twist or spin on it.

Something you can pull out of your product or service that could be trademarked (you don’t have to actually trademark it.

Just define a key point that makes you unique.

 

Automating Everything

Once you’ve got your sales funnel in place you need to automate everything or you’ll drive yourself crazy trying to keep up

Here’s what you should be automating:

 

  • Lead generation
  • Email follow-up
  • Lead magnet delivery
  • Order confirmation
  • And in some cases delivery

 

When you automate everything you make sure that prospects receive information quickly. Right after they ask for it.

And you’re not running around trying to figure out which email, or which lead magnet goes out when, and to who.

That gets confusing… fast.

Creating an automated sales funnel really simply means moving prospects through your sales process and turning them into customers.

You do that by creating a value magnet to attract prospects, creating a lead magnet in order to get them to identify themselves to you as a prospect. Following up with more valuable content along with an introductory offer. And finally presenting your premium offer.

I cover all this in more detail inside my e-learning program, The Ideal Sales Funnel. You should check it out.

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Sales funnel guide

 

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