Funnel builders are entering a hyper-competitive marketplace in the 2020’s. And in order to compete and dominate the market, funnel builders WILL need to increase sales and perhaps more importantly, increase their prices.
I want to show you 5 proven ways in increase sales and your prices, for free, for funnel builders.
Create content
Where do I even begin with this one. I constantly hear funnel builders ask me about getting new clients, finding better clients and attracting bigger budgets.
If you want to fast-track your route to more customers with bigger budgets, you absolutely need to start creating content.
It doesn’t matter if you want to create blog posts like this, videos or podcasts. But you MUST start building a library of consumable, high quality content that demonstrates you know what you’re talking about.
We can pussyfoot around and talk about publishing once a month or every couple of weeks, but regular weekly content at a minimum is what you need. If you’re serious about increasing your prices and driving more sales, you must create content.
How’s this for a start? Who is your ideal customer and what is the #1 mistake they make when pursuing the goal they have? That is a super easy blog post to start.
I’ve got some more guides here on the types of content you can create for your customers here:
How to film YouTube videos with a smartphone
Follow up
The fortune is in the follow up
Dan Kennedy
It takes on average, at least 7 interactions with a customer, for them to make a purchasing decision.
If you make an offer to a customer, perhaps an offer to get on a call or a discovery session. Maybe you’ve sent them a proposal or you’ve just wrapped up a pitch.
And then…crickets.
The problem is that silence DOESN’T mean NO. Don’t confuse apathy for a no. We’re busy people, man! Just because I don’t immediately respond to you doesn’t mean I don’t WANT to.
I’ve got kids, a new car, moving house, my customers, new staff, the gym, my new diet, Christmas, birthdays, holidays. The list of shit that gets my attention is a long as a CVS receipt.
You as the funnel builder and expert need to follow up with customers. Follow up with leads and follow up until they give you an answer (and even if they say no – continue to follow up).
Send content. Remind them of the benefits or apply pressure from what they’ve told you about their problems. Share content. Communicate. Follow up with them.
I’m convinced that funnel businesses don’t need new leads. They just need to follow up and close the leads they’ve already got. If you want a fast, free way to start increasing your sales – start following up with people.
I’ve got some YouTube videos on follow up and sales on my channel, here:
Publish sales collateral
Real products have real collateral. As funnel businesses, almost everything we deliver is intangible. Once it’s on a screen, even as a website or automation, it’s not exactly in someone’s hands.
Plus, as features become more and more irrelevant, we must move towards value based selling. Sounds like buzzword bullshit, but all it means is telling people the future they’ll experience when they buy.
Sell futures, not features
Mike Killen
If you want a customer to take you seriously and stand out above your competition, start publishing more sales collateral. In the good ol’ days, that meant leaflets, booklets and brochures. And while I believe those absolutely have their place, you can still do a lot for free.
For example, a well written sales letter, just text and no design, on your website will do wonders. Also a product page, showing off the benefits and value of the product. Then a video sales letter, and a presentation/pitch recording.
The more collateral you have about your products, the more “real” they are. Customers take products seriously, when you take them seriously. And sales is just a transfer of enthusiasm, so if you really love your products you’d do nothing BUT create collateral for them!
Sales pages, PDFs, videos. Collateral is NOT just promotional stuff. It isn’t a weak Facebook post or Instagram story. It’s something the customer and use and consume, not just see and forget. It’s designed to be a part of the product almost.
I’ve got some examples of sales collateral here:
Get enthusiastic
Sales is a transference of enthusiasm. When you can’t help but tell someone all about a product and get excited about how much their life is going to change, they’ll buy.
I cannot tell you how much a change in attitude will make for your funnel business. Becoming EXCITED and ENTHUSIASTIC about what you can do for other people will make a massive impact on your sales.
Of all the things on the list, this is the easiest and “free-ist”. It literally just requires a shift in mindset. You need to tell yourself to get excited about the lives of other people.
Let me give you an example. In order to be seen and perceived as an interesting person, you might think you need to have done a lot of cool and interesting stuff. Surely being a pilot or travelling the world makes you an interesting person?
Wrong. Those people who do all that stuff and talk about it are BORING. Boring as hell. If you want to be seen as interesting, be interested in other people when they talk to you.
If you want to be seen as an interesting person, someone who other people want to be around and have fun with – ACT interested when people talk to you. Ask them about their experiences and be enthusiastic when they talk to you.
If you’re not crazy about your product, no one else will be. I talk about this in my book Universe Fuel. How you need to give 10 in order to get 1. If you give 10/10 enthusiasm, the customer will give 1/10. Sounds harsh, but that’s just enough to get them excited enough to buy.
And remember, if it’s easier, you can get excited about the customer and their life. You don’t want to just talk about the product, you want to talk about them and their life. When you seem interested in them, they’ll seem interested in you.
Agree with the customer
Finally, if you want to start making more sales, agree with the customer.
“The customer is always right, right?” Wrong. You know it, I know it. Customers are wrong all the time. BUT that’s not what the phrase means. It really refers to the customer mindset that they think they’re so right, that every other idea is an argument.
I once had a very irate customer SCREAM down the phone “the customer is always right!” to me complaining about my approach to emails. I couldn’t even begin to explain my point of view because he was so entrenched in his opinion that everyone else was wrong.
The customer isn’t always right, the customer thinks they’re right, and that’s more dangerous. So how can we start agreeing with the customer, even though their wrong?
First, remember that you’re on the same side of the table as the customer. This isn’t a battle to get the customer to buy, you’re both on the same side, working towards a solution.
When they complain, they’re complaining too you, not about you. When they’re moaning, it’s because you are listening. And some of the best advice you can give to people is…nothing. Agree with them and smile.
I want you to try an experiment next time you’re talking to someone, anyone. Try to find something to agree with them about. Anything. Something where you can say “I agree that…”
It doesn’t matter what you’re agreeing with, just find something to agree with. The price is a lot – yep, it is. This seems like a lot of work – yes, it is a lot of work. I fucking hate social media – yeah, it’s a real ball-ache, I agree.
But you’re not just agreeing on the bad stuff. Start agreeing on the good stuff too! The fun stuff! Have you got any idea how fun it is to work with someone that agrees on your goals? It’s awesome!
Start finding more ways to agree with your customers and you’ll be staggered at how fast the results come. When you’re agreeable, you’re on the same side and people will want to work with you.
Sell as much as you can, for as much as you can
If you want to start selling more funnels, and more services, and increase your prices, you can do it for free. No marketing bullshit, no fads or tactics. Everything on this list can be done, today, for free.
I’ve got some awesome free training down below on pricing, that you can get sent straight to your inbox.
Have courage, commit, create.
