Sales funnels are the bomb if you want to…
… Automate your marketing
… Build strong relationships with prospects
… Develop a system that guarantees sales and
… Up sell or cross sell clients to higher valued products and services.
Tick, tick, tick and tick – these goals are all achievable with a sales funnel.
But! (There’s always a but) you can’t just jump to offering a prospect or cold lead your top of the line, highest-value product or service. The only predictable thing about doing business that way is you’ll get a resounding “no” or worse, you’ll never hear from them.
Because prospects, also known as humans 😉 have a deep seated need to get to know you, like you and trust you.
I’m going to assume you have a great product or service that you’re excited about and you know there are humans who really need …
…Your café that brings people together, it’s a joyful place
…To come to the gentlest dentist in town, people are actually happy to come to you for their dental work
…A dress shop with over 50s women’s fashion that has them looking and feeling fabulous.
Unfortunately, just because you exist and know your product or service is great, doesn’t mean your prospect know they need you or perhaps they don’t want it from you.
At least not yet!
That’s the job of a well planned out sales funnel. A well planned out sales funnel will overcome the hurdle that they don’t know you exist or don’t want to buy from you (yet!).
When built properly, a sales funnel follows the structure and sequence of a normal, healthy human relationship.
You already know how normal, healthy relationships develop, you’ve been doing it all your life and it happens naturally. But you’ve never really had to give it a second thought until now.
So, how do you go from being strangers to best friends or in a romantic sense getting, and staying, married? Usually it goes something like this…
- “Hi, nice to meet you”… initial conversation goes well so you ask
- “Do you want to grab a coffee sometime?” … You feel good about the coffee date, so you ask
- “Want to grab a movie?”… Which then turns into dinner and all things going well after a few dates…
- You date exclusivity and eventually, if you’re inclined you may get married…
- Then you continue to reinvest in each other and stay married.
Now, just imagine for a moment you went from step 2 to step 4, skipping step 3 altogether. How do you think the other person would feel? It’d be weird right, they’d probably get a friend to make the ‘emergency bail out call’ and hightail it outta there.
#lesson don’t skip steps in the sequence – you don’t want to be the creepy business owner 😉
Building a business relationship is no different in sequence. You introduce yourself (and your service) to the person via a social media post, blog or local area marketing and develop the relationship via a series of steps that lead them to your high value products or services.
Here are a couple of ways to help you with Steps 1 & 2 of the relationship building process:
• Step 1 – Write blogs, social media posts and emails giving information that is valuable and helpful. Don’t ask for anything in return, just give, give, give.
• Step 2 – Give products or information in return for someone’s email address – that way you can get back in touch via email marketing.
Even better automate a series of emails that keep giving lots of valuable and helpful information.
A growing email ‘list’ of warm prospects is one of a business’s most valuable assets. Your list is the perfect opportunity to continue to grow the relationship through the natural sequence.
By following the sequence of healthy relationships, you’re building a sales system that is predictable, not everyone who enters your sales funnel will purchase from you straight away, so continue to nurture and develop the relationship until they’re ready.
I hope that’s been helpful, if you’ve got any questions hit me up via Facebook Messenger.