Sell more funnels (and why you’re struggling)

In this blog post, I’m going to share with you why you’re struggling to sell marketing funnels to your customers.

Maybe you’re not selling the number of funnels that you want, maybe the frequency isn’t right like the number of sales you make per year or per month, maybe you want to increase your prices, maybe you feel your closing rate is a little bit low.

If you’re looking to fix your sales process and one killer reason that could shake up your entire business strategy, I’m going to share with you a number of reasons why you’re struggling to sell marketing funnels.

Lots of funnel builders struggle with their close rate. I actually don’t believe that your problem lies exclusively with lead generation. Although that is a problem, most people actually are okay with leads.

Their problem is actually converting those leads into sales and a lot of funnel businesses really struggle with closing the customer and make it appealing enough for the customer to say, “Yes, I want to give you some money so you can give me some funnel goodness.

A classic mistake that a lot of funnel builders make is thinking that customers don’t want to buy marketing funnels, maybe because they have a website or maybe because you think they’ve already got email marketing.

Maybe they already have a marketing funnel themselves and the mistake in the trap we fall into is that they don’t want marketing funnels.

That’s just not true. In fact, I’m going to prove it to you.

As I mentioned earlier, if you are looking to generate more leads for your business, I’ll share with you my free three-step plan that I use to generate hundreds or thousands of leads a month completely on autopilot with zero niche, zero advertising, and zero portfolios here:

With that, let’s get into some reasons why your marketing funnels are struggling to sell.

1. Trying to sell too much

The first big reason is that you’re probably trying to sell too much.

This is a really common problem I’ve noticed and what you’re doing is you’re overwhelming the customers with choice and with education.

We believe that by giving choice and information and advice to the customer, they are then in a better position to make a more informed decision.

This is a really common theme. A lot of customers, a lot of funnel builders say to me, “Yeah, but I feel I need to educate the customer and give them as much information as possible so they can make the right decision.”

History has shown us repeatedly that actually with more information comes more overwhelm and the more information has the less likely they are to make a decision because it becomes less apparent what the best decision is to make.

Seth Godin talks about this in his book. This is marketing where he set up a company that sold glasses like cheap, effective glasses to places like India and Indonesia and things. Much cheaper, but they had loads of different frames, loads of different colors, loads, different styles.

Those are different prescription lenses. He thought by giving lots of choices and options, people would be happy with it.

Actually, sales were really slow. What he did is he removed all of them and had one pair on the table.

That was it and people would come up and they would go, “Yeah, I think this is nice.”

Sales skyrocketed because the choice was much more obvious.

What you need to start doing, if you want to affect your sales rate is you need to offer something really specific.

People will pay handsomely, five figures plus, six figures plus, for a very specific and hyper-specific solution to their particular problem.

Get specific about the problem that you solve. And you’ll find that customers are less confused because when customers are confused, you lose the sale.

So there’s a rhyming thing in there somewhere, but anyway, if customers get confused, you lose out on the sales. So make sure that your customers are as clear as possible about the specific problem or result that you achieve for them.

2. Not following up

The second point, I covered this a hundred million times and I’ll cover it a hundred million more is follow-up.

All of you are not following up enough with your customers. It drives me bananas when people send a proposal and then they just think I’ll just leave it then.

Or if you’ve had a meeting with the customer and they haven’t really quite asked for a proposal or something like that, or maybe you had a meeting and they didn’t turn up and you didn’t want to chase them.

All of that requires follow-up. Customers require the offer being made to them five six, seven, eight times.

There’s a spike around one time. Like early adopters will take it on the first time. Then it drops off. And until you’ve made the offer five, six, seven, eight times it doesn’t pick back up again.

Pitch and ditch don’t work. By which I mean, like trying to make an offer to 10 people and just seeing if any of them buy it.

If you’re making an offer to ten people, you need to follow up with all 10 of them for a long time.

The golden rule is if you’re not the first person to talk to the customer, you need to be the last person to talk to the customer. Because if you’ve made them an offer and they go elsewhere, that’s because you weren’t the last person to make an offer to them.

Make more offers. Tell them we can still help remind them of the call to action, “Hey, if you are still suffering from low leads and low conversions, our business can help. We just require a deposit and a signature here, and we can get started today and use that.”

Are you still biting your nails? Are you still biting your nails? Are you still biting your nails and eventually they’ll go, “Yes, I am. I’m sick of it. I want to work with you.

Start following up more. It might be nothing to do with the pitch. It might be the fact that you refuse to follow up and that’s killing your sales.

3. Weak pitch

Another classic problem is the weak pitch.

I see this a lot when people try to pitch what they do, which is funnels, rather than who they work with.

If rule number one is don’t talk about marketing funnels, rule number two is who you work with is more important than what you do.

Ryan Deiss said that businesses are defined by the markets they serve, not the products they sell.

What he means by that is you need to have a better understanding of who your audience is. If you start saying things like we work with YouTube content creators who want to start monetizing their audience outside of adverts, that’s a hyper-specific who.

Yes, marketing funnels happen to be able to do that, but you need to pitch your business as a solution to their problems. Not just saying this is the thing that I want to do, because all you’re really doing there is talking about yourself.

Everyone knows that the more you talk about yourself, the more boring you become. But if you start talking about them and their specific problems, you’re going to appear way more interesting.

4. Focused on pricing

Related to that point is point number four is a lot of businesses focus on pricing.

They try to undercut the competition. They try to say, “Oh, we’re only 297 a month, but we can get this started for you for a grand.”

If you’re focused on pricing, you’re ignoring all of the other areas that you could be really good at.

Maybe your process is awesome. Maybe the people that you work with or your team are outstanding. Maybe the product suite you’ve got is more expensive or more specific.

You need to find other areas of differentiation outside of the price. Boiling something down to the price means that actually you don’t understand it.

A lot of people get very offended by that and they go, “I’m a brilliant funnel builder. I have to boil it down to price.”

If you’re a brilliant funnel builder, then yeah, you should be able to give me 20 reasons, 30 reasons, 40 reasons why someone should work with you rather than working with the competition.

If the only reason you can give is price, then you don’t understand your product well enough. If you don’t understand your product well enough, then how the hell are your customers supposed to understand it?

Stop boiling things down to price because there are so many other areas.

Remember the seven P’s from marketing like way back in kind of college and university, price, people, place, promotion, physical evidence, process, and product. I think if I’ve got the right ones there.

Price is only one part of it. There’s other areas that you can focus on that give your business a differentiation that don’t rely on the number that someone gives you in order to get the work from you.

5. Don’t want to make a sale

Point number five, and this is that killer point that I talked about right at the start that could actually shake up your entire business strategy.

It could shake up your entire business and potentially even your life. That’s understanding that your not making sales because deep down on some level you don’t want to make sales.

Fear of success is the number one thing that kills great salespeople. I used to see it all the time when working in sales.

The sales guys who were top one month in one month would then bottom out the next month because they were so afraid of trying to get top sales or be the top salesperson or break a record. The next month they wouldn’t even bother.

The fear of success is very real because as soon as you make a sale, you need to deliver on all those promises.

You need to do the work. If you don’t really enjoy the work and you find a real grind, you’re going to try and avoid making sales on many, many levels.

You’ve seen how many areas we’ve talked about above that allow you to be bad at sales and you’ll start allowing more of them to happen.

The question that I really want you to answer, which is essentially about sales training is, “Do you really want the work? Do you really want the customer?”

If there is something deeper within you that says you don’t want the sale outside of the uncomfortable bit because everyone gets uncomfortable with making sales, but maybe there’s a part of you and a part of your business that is struggling to make sales.

Because deep down, you don’t want it. So, you have to ask yourself, “Do I actually want to make more of these sales and if I don’t, why is that?”

I’ve got a lead generation process that I use. It’s my three-step plan. You can actually get access to it here:

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Mike Killen

Mike is the world's #1 sales coach for marketing funnel builders. He helps funnel builders sell marketing funnels to their customers. He is the author of From Single To Scale; How single-person, small and micro-businesses can scale their business to profit. You can find him on Twitter @mike_killen.