Imagine this: you have one thousand new leads and you want to make a profit (duh). Do you:
a. Sell them a product for $27
b. Sell them a product for $27, put them into a sales funnel and sell them something for $67
c. Sell them a product for $27, put them into a sales funnel and sell them something for $67, then followup with an offer for $97?
Actually the answer is, "none of the above." Why? Because once you have a thousand leads, the last thing you want to do is dump them into a sales funnel that stops at 3 offers.
You want to put your leads into a sales funnel that has a very long tail...in fact, ideally, you want to pour your leads into a sales funnel that really has no end in sight.
But first, you need to know the 3 secrets for getting leads and then channeling them into a sales funnel in the first place.
Sales Funnel Secret #1:
You don't need to spend money to get thousands of new leads. Personally I create new leads every day that come to me looking for what I have to offer, sign up to hear more about my products, and become customers, thus entering my sales funnel and going on to buy more from me for years on end. I've been doing this for over 5 years to the tune of 3 million a year, and there's no reason you can't learn to get your leads for free and dump them into an ongoing sales funnel that pays you weekly, too.
Sales Funnel Secret #2:
The best way to create a sales funnel is to line up your offers in increments of increasing cost, thus increasing your customer value as they progress through your sales tunnel. Example:
Last year I paid $80,000 to join a trip with a group of entrepreneurs to Richard Branson's private island, hosted by Joe Polish. I started out buying an ebook from him at $27. So you can see, you can have a sales funnel that starts low, and essentially never ends. Joe could add an event or experience on to his sales funnel that costs $200,000 at this point, and because I know he delivers value, I would consider spending that. I am now inside a very successful sales funnel, for life.
Sales Funnel Secret #3:
The key to success with a sales funnel is to always over-deliver on value. You may have heard this before, but what exactly does "over-deliver" mean?
Here's an example of over-delivering I like to use when talking about creating sales funnels. About a week ago, I ordered a new headset in the mail - you know, the kind that you use for teleconferencing? So, the headset arrives about 3 days later.
I open the box, and take out the headphones. Imagine my surprise when I see that whoever packed the box included a handful of tootsie rolls. Yes, you read that right: tootsie rolls came with my headset. Do you think I remembered the company? Do you think I would jump at the chance to buy something else from them - thus entering into their sales funnel happily and maybe even continue to buy from their sales funnel for the rest of my life? Of course.
Now, whether they actually offered me anything to buy next is another story. They didn't - which means, obviously they haven't read this article, and don't realize that a $27 headset buyer, dropped into a good sales funnel, may eventually buy a home stereo system for $1000, and so on.
But the point is, if you know how to:
a. Create leads by the thousands for practically nothing
b. Sell those leads the first time
c. Drop those leads into an endless sales funnel
Then you, in essence, have it made. That's what I do all day, and that's what I teach my students to do as well.
