Just create a sales funnel for your coaching or consulting business, they said. It’ll boost sales, they said. Except they forgot to tell you about all the stages of a sales funnel you need to piece together.
It’s like solving a puzzle. Only…you don’t really know what the end product should look like.
In fact, what do the pieces even look like?
How will your clients find you?
How are you going to earn their trust and nurture a lasting relationship with them?
How are you going to move them seamlessly through each stage towards finally making a purchase?
And how in the heck will your copy speak to your audience at each stage of the journey?
That’s a lot of pieces.
It sounds complicated, I know. Even the phrase, “sales funnel” can seem daunting. But creating a basic sales funnel is actually pretty simple.
In fact, you’ll find that all the stages of a sales funnel tend to follow the same general pattern.
So without further ado, let’s walk through each of them, so you can say goodbye to that overwhelm.
But first, take a few minutes to think about your goal.
Your marketing strategy always starts with your number one action you want your prospects to take.
It could be to sign up for your paid course.
It could be to hire you for your high-ticket services.
It could be to purchase a digital product.
Whatever it is, you need to decide on a single end goal to funnel your prospects towards. That way you can work backwards to figure out the exact steps they need to take to reach it.
Now, let’s go over the different stages of a sales funnel.
This is where your audience first meets your brand online. It’s a crucial element because it gets the ball rolling and sets the stage for the rest of the funnel.
Here, it’s all about generating as much traffic and attention to your business as much as possible. That means creating content on social media, publishing blog posts, optimizing for search engines and pushing out ads on social media.
That’s why it’s important you know your target audience like the back of your hand. You need to know where they hang out, what questions they’re asking and what content resonates with them so you can get them interested in what you have to offer.
And that brings us to stage 2.
The Interest Stage is where your prospect has gotten a glimpse of what you do, and is a little bit intrigued. Now it’s time to get them further through your funnel and keep them interested in your business.
This can be done by inviting them to a free webinar, providing a mini-training, or even giving them a free guide in exchange for an email address.
Give them free, valuable content to get them committed to you and your brand.
Once you’ve gotten fresh prospects signing up for your emails, that’s when you can start sending them targeted content to keep building that trust.
Because people buy from people they like and trust.
Alright, fast-forward a little bit. Your prospect’s been reading your emails, engaging with you all over social media, and has a pretty good idea of what your business does and how you can help them solve their problem(s).
Now it’s time to let them know that you have what it takes.
It’s time to bring in the social proof.
There’s plenty of ways you can build credibility in your prospect’s eyes. Here’re a few that work pretty well:
- Sharing client testimonials or client success stories.
- Linking them to case studies that are relevant to the problems they have.
- Highlighting your USP and your credentials when talking about your offer.
- Answering common questions by creating appropriate content or by linking to a FAQ page.
You can send out this content in your emails, sprinkle them across your website or post them across your socials. Not all of your prospects are going to follow the exact same path. Some of them might decide not to opt into your emails, but they might still follow you on social media. If they can see your credibility there, it could still move them closer to the sale.
You’re so close! We’re almost to the finish line!
But on the internet, people are skeptical. They’re going to want to really make sure if what you’re selling is actually what they need.
Software companies get around this by providing a free trial of their flagship product.
You can do the same by giving a free trial, or more realistically, a free, mini-version of your core offering.
For example, if you’re a business coach, you could offer a free mini-training to get people up to speed and ready for your core coaching program.
If you’re a consultant, you could offer a free consultation or strategy session to help your prospect understand their options and what they need so they can make a more informed decision.
Or if giving away things for free isn’t your cup of tea, you can always start offering exclusive bonuses or promotions for your offering. People love feeling special. They love getting a sweet deal even more. Just make sure you don’t overdo it.
Finally! We’re at the bottom of the funnel! The Adoption stage, or Action stage, is where the magic happens.
This is when your lead has gone through all the previous stages of the funnel and they’re ready to go all in.
But that doesn’t mean you’re still off the hook. People still have objections. They might still have doubts that prevent them from going all in.
That’s why your sales page copy and design need to be fine-tuned for conversions, your purchasing pages working properly and your abandoned cart sequence working to save lost sales.
And when that’s all done, you still need to make sure you’re putting processes in place to ensure your leads keep coming back to you for your services. In that sense, your funnel becomes more of a cycle than a one-and-done line.
For example, you can:
- Create a top-tier client experience that they can’t get enough of. This is a no-brainer, but it has to be said.
- Continue to provide them with valuable content in your email newsletter.
- Upsell them with new offers than can provide even more value to their lives.
- Ask for feedback and/or referrals, and rewarding them for doing so, either with gifts, bonuses or discounts on future purchases.
Remember, your funnel doesn’t have to be perfect.
It doesn’t even need to follow every single stage in order. You might find that your particular audience doesn’t need to go through the Trial stage to become a dedicated buyer.
Your funnel just needs to take your leads seamlessly from one end to the other. And it doesn’t take a million pieces of content to achieve that.
It just takes one single plan.
Once you’ve set the right goals for yourself, and you know your buyer’s journey, it’s just a matter of piecing everything together.
Then testing like hell until you get it right.
Do you currently use a sales funnel for your business? If not, why?
And if you feel like you’re STILL feeling stuck, and need someone to take the wheel, hit me up. I’d love to chat!