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Funnels have literally changed my life. Anytime I say that, I always see a bunch of question marks go up in the air.

Um, funnels? Like the cooking utensil?

No, silly. But we are going to talk about food for a minute. Because, you know, anything that can be related to food has to be a good thing. 😋

So to make funnels make sense, I like to use this 4-course meal example.

Imagine your new funnel like the different plates that come out at a restaurant.

You’ve got your server who waits on your every beck and call and makes you feel like a king or queen (if done the right way).

The very first thing they do is ask if you’d like anything to drink, like X cocktail or Y beer. (See? They’re doing upsells even in a restaurant.)

No, you’d just like water? That’s great, we’ll get those out to you immediately.

Would you be interested in hearing about our most popular appetizers on the menu? I’ve heard nothing but oohs and ahhs from everyone who tries the Spanish kebobs. They’re just to die for!

CHA-CHING!

The server comes back to ask what entrees you’d like to enjoy for the evening, and describes each of the specials (keep in mind, these are always $2-4 more than the regular items) with utter decadence.

I mean, we’ve all had those servers who go along with everything by saying, “Oh yeah, that one’s great,” regardless of what the item actually is.

And then we’ve had the servers who are passionate about what they do. They describe how this particular food is in season, and how it adds the warmth of spring and will compliment your crab with the perfect amount of acidity.

Guess who gets the bigger tip and earns the restaurant a bigger average sit down ticket, while giving the customer a better experience?

You know the answer to that one already.

teal graphic for addicted to marketing blog post about learning sales funnel stages

Check out the episode below:

After you’ve enjoyed your meal and you’re now chatting amongst yourselves about how you’ll most definitely be back, the server comes out with the dessert menu. They approach your table and share a lovely story about a past group’s experience sharing the Churros Con Chocolate, and each one loved it.

(Churros with melted chocolate…okay, yes, fine, you caught me. I’m sharing my normal selection from a fancy Spanish restaurant that I thoroughly enjoy frequenting with my family. 😉)

But you see where we’re going here.

If you can stack the services you offer in a way that complements each other and naturally progresses from one to the next, craft them into an irresistible offer that absolutely no one can ignore (churros…yum…) and articulate them into a powerful sales funnel.

Not only will you increase the average value each customer is worth, but you’ll also be able to nurture these customers and keep them coming back time and time again.

Because it’s always cheaper to keep a customer than pay for a new one, don’t ever let them walk out the door without a plan to get them back.

Funnels are the key to doing this the right way.

What is a sales funnel?

A sales funnel is an incredibly powerful strategy for sending your customers through the customer journey, nurturing them, converting them, and upselling them.

And it looks just like its name:

simple diagram breaking up the sales funnel stages

There are four parts to a sales funnel: awareness, interest, decision, and action. A lot of times you’ll see them referred to as the top of the funnel, middle of the funnel, and bottom of the funnel.

It starts broad in the awareness stage, when you’re getting people introduced to your business. Then it gets smaller and smaller as you move them down through the conversion process.

Let’s go over each of the sales funnel stages.

Awareness

This is where your audience becomes aware of your business and your products or services. At this point, you’re connecting with your audience, and helping them to become aware of the issue that your product of service helps them to solve.

You’re starting to bait your audience with offers that will attract them towards you and your business, so that you can start moving them further down your sales funnel. Your people are finding you via social media, digital advertising, blog content, online groups, etc.

It’s pretty much just traffic at the very top of the funnel. As we get a little deeper, that’s where you’ll start to see top-level conversions like social media follows and email opt-ins.

Interest

At this point, your audience is becoming interested in your business. They’re actively looking for the perfect product or service to help them solve their problem, and they’re looking to you for the solution.

Here, your audience is going to land on your opt-in pages, they’re going to check out your social media platforms, they’re going to fill out your contact forms.

That top-level conversion, that lead generation is here in the interest stage of your funnel.

Decision

This is where your audience is making the big decision—are they working with you or not? (Obviously we want yes.)

Your audience is looking through all of your product or service offerings, making an informed decision, and finally landing on your sales page and making a purchase. Woohoo!

Action

And here we are. Nurtured from start to finish.

Traffic turned to follower turned to lead turned to customer.

Your audience member is completing their customer journey by giving you their money.

And then the process starts all over again with more and more products and services and upsells, etc., etc.

This funnel process works in many different ways. In fact, Russell Brunson, founder of Clickfunnels (that’s an affiliate link, btw), and pretty much resident expert at everything funnels, has a great funnel example for sales all the way through.

(And lucky you, for reading this blog post, I’m giving you a chance to get BOTH of Russell’s books for free—just pay shipping! Click below to grab these awesome learning tools.)

Blue graphic to click for free guide to online marketing strategies

The prospecting process will always be the same: Awareness, Interest, Decision, Action. However, once you’ve gone through this initial funnel, there are so many different funnels to continue taking your customers through.

Let’s dive into one of the examples of a funnel to drive more and more sales in the book DotCom Secrets.

diagram breaking down the sales funnel stages

So it starts out with what Russell calls Bait. This is where you attract people into your initial offer, whether it’s through email, ads, or organic content.

You send them straight to your Frontend offer, which is going to be one of the cheaper products or services that you offer. Then you move to the Middle offer, which has more value and costs more money. And finally, you lead to the main, core Backend offer.

Not everyone who enters your initial prospecting funnel is going to make it through to the end. And not everyone who makes it into your sales funnel is going to make it through to the end.

This is why it takes that funnel shape.

Let’s say you have 1,000 people who become aware of your brand each day, whether it’s for the first time, or they’re being reminded of it while shopping around.

800 of them make it to the part where they’re interested. They’re filling out your contact forms, opting in for your homepage content offer, and they’re following you on social media.

500 of them make it to the decision stage. They’ve been in touch with you, learned about how you can help, they’re landing on your sales pages and looking at what you have to offer, deciding which one they’re going to buy.

200 of them actually take the action, fill out the contract, make the purchase.

This is a blog post for another day, but customer nurturing is the essential strategy for reaching those 800 people who didn’t make it to the bottom and trying again to get them all the way through your funnel. No business will ever have a funnel all the same size. Not everyone who becomes aware of your business is going to become a customer—there’s too much that could get in their way.

First, they may just have heard of your business from a colleague or a friend, but not actually be in the market for your products or services whatsoever. Or perhaps they can’t afford it yet. Or their significant other won’t allow them to buy. Or they went with your competition instead.

Regardless of your strategy, there will always be people who don’t make it all the way down. But the goal is to maximize the number that does.

But now that we’ve had a basic overview of what a sales funnel is, let’s talk action. How do you move people down your funnel?

Let’s start at the very beginning, as it’s a very good place to start.

How to Get People Into Your Funnel

Getting people into your funnel is the easy part. But it doesn’t make you any money at first. This is where you have to create your free content, to show people what value you offer for no cost, so they can only imagine what your paid content will look like.

The top of the funnel is where you need to make people aware that your business exists, and that they need it to solve their problem.

The best way to do that is through advertisements and free content.

Here are a few ideas:

Facebook Ads (We can do this for you 😉)
– Blogging
– Content Upgrades
– Lead Magnets
– Free Consultations
– Social Media Content
– Free Offers
Facebook Groups
– Podcast
– Facebook Live
– YouTube Videos

Trial and error is your best friend to see which one of these converts best for your business. Try A/B testing a few different ones as well. This way you’ll determine what the best method will be for your audience and your industry.

Moving Them Down the Funnel

The next step is to move these new leads down through your funnel. This is also called lead nurturing. You’re taking them from simply aware of your business to interested in your business.

Here are a few tricks for getting people thinking more and more about working with you or buying from you.

Email Marketing

Sending daily or weekly emails to your list is a great way to stay top of mind and offer valuable free information, discounts, limited time offers, and more. Your email list is an essential part of your sales funnel, so learn how to grow it quickly!

Case Studies

When you generate excellent results for a client, you should turn it into a case study to host on your website and prove to potential clients what you can do for their business. Case studies are really powerful resources to have, and I recommend every single business create them when they can!

White Papers

Although the term “white paper” comes with a pretty negative connotation due to the boring reports these were when the term was first created, white papers don’t have to be the worst things ever! In fact, any informational PDF is pretty much a white paper. And you can create it with as much color and design as you want so that it’s basically a “pop of color paper” now. 😉

eBooks

eBooks are similar to white papers in content, but they’re different in form. Both of these are valuable because they offer more content than your basic blog posts, but less content than your paid books and courses. It’s also fun if you can include worksheets for your audience to complete while reading.

Videos

Sorry about it if you hate being in front of cameras, but videos just work, and you need to get over that. Work on a YouTube channel, go live on Facebook, whatever you need to do to offer more value to your audience.

To the Bottom of the Funnel

And finally, you want to get your nurtured leads down to the bottom of your sales funnel, where they’re actually making that purchase and becoming a customer.

So what can you do at this point to really drive the sale?

Webinars

Webinars are a great way to introduce an idea to your audience that helps convince them that they need to buy now or else nothing in their life will ever be right.

Or something like that.

A webinar is a live informational session where you create a slideshow, promote your webinar, and teach something to your audience. Furthermore, it’s a session where you need to drive home their pain points, then talk about what life could be like without them.

Then you introduce your solution and it sells like hot cakes.

Discounts

Another great way to entice a sale is by offering a discount. Better yet? Make it a limited time offer. A discount they can only get if they buy within 24 hours.

This creates urgency and makes them feel like they’re going to miss out BIG if they don’t take this opportunity. (Which they will.)

Free Trials

True or false: People like free stuff.

We all know it’s true.

And if you’re offering a membership, SaaS, or even a monthly client retainer, you can give your potential customer just a taste of it for free.

Juuuust enough so that they see how valuable your product or service can really be and have no choice but to buy.

Understanding and correctly implementing sales funnels is essential to generating leads and nurturing new customers in your business. These are proven strategies for making sales, so get started on your sales funnel NOW. 😉

And don’t forget to grab these books fo’ free before you go.

Blue graphic to click for free guide to online marketing strategies

 

GET MY 5 PROVEN STEPS

These are the EXACT same steps I used to 10x businesses just like yours and generate new customers on autopilot!

it's free!
100% privacy guaranteed, no messin' around!