6 strategies to qualify leads and filter out tire kickers from your sales funnel

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When you’re trying to generate high-quality leads for your business, there’s nothing more frustrating than dealing with tire kickers.

These are the people who seem interested in your product and service and ask you lots of questions, but never seem to commit to a sale.

Tire kickers can waste your time, lengthen your sales pipeline, and mean you spend less time with prospects that are more likely to buy.

46% of all salespeople claim that determining whether leads are high-quality or not is one of the hardest parts of their jobs.

The good news is that there is a solution. You can qualify your leads to determine how valuable they are to your business.

Here are six simple ways you can identify the difference between a tire kicker and a genuine prospect.

1. Identify your target customer

When you’re selling a product or service, you need to know who you want to sell to. By identifying your target audience, you’re one step closer to identifying your high-value customers.

Before you begin to sell, build your customer profile. Some of the questions you can ask include:

  • How old are they?
  • Where do they live?
  • What job and industry do they work in?
  • What social media networks do they use?
  • And most importantly, what issues do they have, and how will your product or service solve them?

Once you have this information to hand, you can use it to spot legitimate customers.

Want to take things further? Create an alternative customer profile detailing the customers that are least likely to buy from you. By identifying what makes them tick, you can easily spot tire kickers and low-value prospects.

2. Use the BANT model

BANT is an easy way to qualify your customers to see if they’re a good fit.

Used by salespeople around the world, BANT uses four criteria to split up good and bad prospects. These are:

  • Budget – how much is your prospective customer willing to spend?
  • Authority – does your prospective customer have the power to make a final decision?
  • Need – does your prospective customer have a genuine need for your product?
  • Time – how long will your prospective customer need to make a decision?

The weightings of the different criteria will depend on the product and service you offer. For example, let’s say that you offer a more expensive product. It’s likely more time will be needed to decide, and more people will need to be involved in the decision process.

Encourage your sales team to weave BANT into the discussions they have with prospects. The information you discover will give you the insight you need to determine if a customer is a good match or not.

3. Use lead magnets to ask the right questions

Lead magnets like eBooks, webinars, and white papers are used to get prospective customers’ contact details. You can take this one step further by asking additional questions to qualify a prospect.

Let’s say that you want to work with large enterprise companies. When prospects sign up for your lead magnet, you can ask them how many employees are at their company. You then know which customers are worth chasing and which aren’t a good match.

Make sure that the questions you ask add value and will help you qualify your leads. Unless you’re planning to send a prospective customer an email with a discount code on their birthday, do you really need to know their date of birth?

Don’t forget that some leads might not be ready just yet, but they may be in the future with a little bit of nurturing. Determine what constitutes a ‘warm’ lead and pass them through to your marketing team to look after.

4. Offer a low-cost Tripwire product or service

Offering a tripwire would be an excellent way to separate the buyers from the non-buyers. Essentially, a tripwire funnel is very similar to a lead generation funnel; it’s just you’re offering something for a low price rather than for nothing. By setting a price from the offset, you get a better indication of who could potentially become a customer.

5. Establish a price point

One of the easiest ways to weed out tire kickers is to determine a clear price point for your product or service.

When people know how much your product or service costs, they will do one of two things. They’ll either balk at the price and move on or contact you for more information.

The people who choose to contact you have shown that the price point isn’t an issue to them, making them a far more desirable prospective customer.

6. Focus on quality rather than quantity

Sales is very much a numbers game. When you have a sales funnel in place, you may be encouraged to optimize your landing pages and lead magnets to get as many leads as possible. However, when this happens, leads tend to be of low quality.

It’s better to get ten leads that are likely to purchase than 100 leads that are just looking to waste your time.

Audit your sales materials to ensure you’re attracting the right people.

Look at the SEO on your landing pages. Are the keywords you’re using relevant to your target audience?

If you’re using social media advertising, have you targeted your ads to focus on your key customers?

When you do this, you’re more likely to attract prospective customers with a genuine interest in your product or service.

In conclusion: throw those tire-kickers out with a well-thought-out sales funnel

According to sales guru Marc Wayshak, half of your initial prospects will turn out to be a bad fit for your business.

By using the strategies above and creating a high-quality sales funnel, you can qualify your leads and ensure prospective customers are the perfect match for what you’re selling.

Let’s review the six strategies:

  1. Create a target audience profile
  2. Introduce BANT to ask the right questions
  3. Use your lead magnets to qualify your prospective customers
  4. Offer a low-cost Tripwire product or service
  5. Bring in transparent pricing on your sales and marketing materials
  6. Focus on intent instead of volume.

If you’d like to know more about improving your sales funnels, we’re here to help. Contact us today to see how you can get those tire-kickers out of your pipeline.

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[Infographic] A Beginners Guide To Sales Funnel

Introduction

One of the most common questions businesses have is,

“What’s the most effective sales/marketing technique that will get us more customers?”

Sadly, the question is impossible to answer. Simply because it assumes that there is one secret  recipe that will turn a stranger who has never heard of your business into a paying customer. We wish it was that easy!

Even when you’re spending money to drive qualified traffic onto your website or landing page, it’s unlikely that those visitors are ready to buy your products/services right then and there. Rather than thinking about selling them right away, you need think about how you can put them on a path, so as to sell them whenever they are ready to purchase in the future. This is where a sales funnel comes in.

In case, you’ve ever thought about taking advantage of the almighty internet by selling product(s) or service(s) online, it is crucial that you first master what sales funnel is all about and how to create a powerful one. Unfortunately, most articles online don’t break this concept down to the level of a beginner. However, in this article, you’ll be able to learn everything you need to know about the sales funnel and how to use it to your advantage. We have broken the concept down to a micro basic level so that you can go from a complete newbie to a sales funnel master after you’re done reading this article.

What exactly is a Sales Funnel?

Simply put, a Sales Funnel is your customers’ journey from finding out about your business to taking action (making a purchase). It comprises of a typical process that your customers go through as they move from being a “suspect” to a “prospect” and finally be an actual “customer”. In essence, your sales funnel is what takes your customer through your sales process.

To understand the concept of a sales funnel, imagine a real-life funnel with a few filters installed. Each filter is at a certain gap from the other, only to allow the finest substances to pass through. At the bigger end of the funnel which is the top, a lot of substances are poured in. But as these substances move through the funnel, most of them are filtered out and only the most desired substances will reemerge out from the narrow end of the funnel.

This pretty much works the same way in the sales process. When you first launch your product, it attracts a lot of visitors. However, as they go through the sales process, not everyone who enters the sales funnel as a suspect will re-emerge as a buyer at the end of the funnel. It usually starts with a large number of people and ends with a much small number of people, those who actually take the desired action(s), which in most cases is making a purchase.

It is a concept that can take a business from virtually non-existent to a multi-million dollar company. Over the years, we’ve seen startups make millions of dollars in sales and in Crowdfunding. Of course, their success, no matter how it was shaped, is down to the power of their sales funnel. It doesn’t matter what you sell, your business needs a sales funnel to succeed online. Period.

Much of the process of creating a powerful sales funnel is influenced by buyer psychology. You must understand your ideal buyer’s psychological process and leverage it in order for sales to occur. Of course, the ability to influence your ideal buyer’s psychological process is what separates an experienced sales funnel creator to a newbie. The subsequent part of this article will focus on helping you understand how a sales funnel works. You will also learn how you can influence your ideal buyer’s psychology and become a sales funnel machine within just a few weeks.

Components of a sales funnel

You probably know by now that, sales funnel is a multi-stepped process. That’s because a lot happens between the time after a person is aware enough to enter your funnel, to the time when they take action & successfully make a purchase. Depending on what you’re trying to achieve, the specifics of one sales funnel might be different from the other ones. However, most of the steps can be summarized into 4 sections:

Step 1. Awareness

The first step of this process is creating awareness about how your product/service solves one or more problem(s) of your target market. Alternatively, how does it makes their life easier? For e.g., some people want to carry drinking water around, but don’t own a water bottle. And, for obvious reasons, it is a huge problem for them.

But, why exactly do you need to create an awareness?

Why can’t you just directly, sell?

The truth is that most prospects won’t purchase from your website at their first visit, especially if they’re only discovering your offerings today. It takes time. As a matter of fact at this stage, the visitors are not “prospects”, they are “suspects”. They haven’t heard of you before and do not know about the problem your product or service solves for them.

Your goal at this stage is to focus on creating awareness about the solution (product or service) you have for your target market’s problem(s). This stage usually attracts a huge number of people. Advertising is one of the methods you might use to make people aware of your products or services. You may also reach as many “suspects” as possible through social media, email marketing, Pay Per Click Advertising, Blogging, SEO, Video marketing, and content marketing.

Every sales funnel must start with this process.

Continuing with the example we started with: You decided to sell water bottle online and you’re letting your followers know that you’ve come up with a solution to their everyday problem.

Awareness, online is created when a suspect visits the website/landing page for the first time. He may have heard about the product/service through an ad on Social media, email or Google Search. Alternatively, a friend may have told him about the same.

A customer enters the proverbial sales funnel once an awareness is created. This is the first stage of the funnel and will also determine what happens in the later stages down in your sales funnel. However, getting a “suspect” to enter your sales funnel is no easy feat. A lot of which depends upon, the pre-frame through which you reach a customer for the first time and the pre-frame will also determine if he/she will enter your sales funnel or not. Recommendations from friends and family, positive reviews, social proofs are a few examples of good pre-frames.

Take for instance, those who find your business organically through a Google Search or got recommendation by a friend, are more likely to enter your sales funnel easily because the pre-frame has been set by a source they trust. This also means, you can easily convince people to enter your sales funnel when they feel that you are an authority.

Note that, nowadays consumers are smart. They won’t be interested in your product or service unless they know right off the bat, that you can provide them an immense amount of value. For e.g., if the water bottle you’re selling can be used only once, would anyone buy it? No. Because, it doesn’t have the value your customers are looking for. It is important for you to first create a strong bond with your visitors.

Ensure you show them that you are honest, trusted, and you can provide them a lot of value. If you can do this while creating awareness for your product, you won’t have any problem getting their interest at all.

Step 2. Interest

Now that you have a solution to a problem in form of a product/service, it would attract people who are facing this particular problem and have decided to make their life easier. Not everyone who come across your offerings will be interested. Thus, the number of prospects begins to significantly decrease at this stage.

At this stage, “suspects” becomes “prospects”, because now your audience is narrowed down to the ones who’re in the market for something you’re offering. People who’ve showed interest at the first stage will now try to find out more thereby increasing the possibility of a sales conversion. Most of them are hooked at this point and would want to get more information about your offering. For e.g. someone saw your ad of water bottle and is now digging more into various aspects of it. Like, its capacity, material quality, etc.

A prospect becomes interested in your product when he or she believes that you can provide a solution to the problem(s). Usually, this is where you would want to show-off your knowledge, experience and your skills at their best. This can be done online, with a combination of great content, blog posts, free case-studies, free white-paper, free video series, etc. You can also offer free trials, free consultations, free webinars, free reports, free estimates, free samples, etc. Basically, something that can showcase 3 things:

  1.  Explicitly showing that you understand the prospect’s problem and you are an expert in solving it.
  2. Glimpse of your product/service.
  3. And lastly your product/service is THE magic bullet they need to solve their problems.

Notice how “free” is repeated several times in the above examples? Because, we want to emphasize that you need to do all this without taking a dime out of their pocket. This doesn’t mean we’re not getting anything in return. In exchange of the “free” value, we ask for their personal information: name and email (sometimes, phone number).

This is exactly how we filter out few prospects from a large number of suspects.

Those who’re interested in the value you’re offering give you their details in exchange for it. A good approach to this would be creating a piece of content, that you can use over and over like, blog posts, case studies, industry reports, webinars (sorry to break the bubble, but most webinars you’ve watched are probably pre-recorded and recycled every time someone watches it.).

Alternatively, if you can, you should give your prospects personalized reports or a free strategy session. Again, the goal here is to provide your prospects with something valuable enough to get their personal information and it should be something that doesn’t take a whole lot of your time.

 Remember, his stage can make or break your entire sales funnel.

Once we have prospect’s e-mail address, we add them to an email sequence. Email sequence is nothing but a set of pre-defined emails that are sent out at specified intervals. It is a string that connects Step 2 and Step 3 of your funnel (you’ll learn more about this in the next step). Without a doubt, this is the hardest stage of a sales funnel. You will need to decide how to develop your story, how to convey it, and at what drip-rate (frequency of your emails). Take for instance, once you acquire their name and email in exchange for something valuable, you might want to send out two emails the first day and one email per day subsequently.  You must never make your audience feel that you are desperate to make a sale. Instead, you will need to convince them that you are genuinely interested in providing value to them.

Step 3. Decision

When prospects reach this stage, they are paying serious attention to what you have to offer. They are also considering various packages you offer while comparing other solutions available in the market, deciding on different price points and several other stuff, to know which product/service best suits their need.

This is where email sequences helps you influence their decision. If done right, with the help of emails, you can push the prospects who’re already on the edge of buying into making a purchase. Typically, you’ll want to offer the prospects more than one pricing option so they can choose the one that best suits them.  Here are few things you can do to influence a prospect’s decision:

  • Use the art of story-selling. With the magic of words, explain them how a person X used to have the same problem the prospect’s facing and how their life changed after they used the proposed product/service.
  • You can show them the social proof, testimonials you have from your past clients to strengthen the trust.
  • Offer them a “XX-days money back guarantee”, so that they’re more confident in making a purchase from you.
  • Give them a limited time discount. This would push them to grab the product/services at a discount instead of paying retail.
  • Ask them what’s stopping them to make a purchase. Often times, when none of the tactics works, asking the prospect works. Occasionally, it happens that we overlook to address a thing or two in our offering because it seems too obvious for us to mention them. What may seems obvious to you may not be obvious to your prospects. Even the tiniest stuff might be a concern and stopping them to make a purchase.For e.g., a cap is always included with a water bottle you purchase. This is so obvious to us because we’ve used 100s of them. Would it have been as obvious as it is now, if you were purchasing it for the first time?

Step 4. Action

All previous steps are geared toward bringing the prospects to this stage and turning them into customers. This is where the prospects are expected to take the desired action, which mostly is all about purchasing a product or subscribing to the service you offer. At this point, the stage is set for a customer to purchase the product.


After the initial purchase is done, you may want to direct the customer into buying an “Up-Sell” or “Cross-Sell”.

In simple terms, Upselling is a sales technique you can use to get a customer to spend more by purchasing an upgraded or premium version of what they’ve already purchased.

On the other hand, Cross-selling is offering related item(s) to what they’ve already purchased.

Often times, people confuse upselling with cross-selling. Upselling normally involves switching up to a better version of what’s already purchased, on the other hand cross-selling involves offering the customer a related product or service. For e.g., an airline asking you to upgrade your seat to first-class is an upsell while offering a paid meal is cross-sell.

Tools for implementing a sales funnel online

1) Blogging

Blogging is one of the most powerful tools you can use to generate awareness and interest in your product. In fact, this could be the major source of traffic for your product. For instance, a lot of people make use of review articles to generate interest in a particular product or service.

A great benefit of blogging is that most people who find your article organically in a search engine will more likely trust it than when you show them your product through ads. Moreover, with blogging, you have an opportunity to make use of right keywords enabling your target customers to find you from an organic search. Your blogging should be able to push people to go on a consultation (read sales) call with you or it can help you build your e-mail list. Both with an intention of pushing prospects down into the funnel.

2) Social Media Marketing

Another way to generate awareness and interest on your product is through social media. Social media has all the features you need to make your content go viral. With the right content, you can get other people to engage with your post. You can as well promote your post with paid advertising mediums such as Facebook ads. Fortunately, social media ads are very affordable. With few dollars, you’ll be able to generate create awareness and generate significant interest in your product.

When trying to create awareness and generate interest in your product, it’s very important that you don’t force a customer to make a decision right away. Instead, focus on providing value and educating the suspect visitors and convert them into prospects.

3) Influencer Marketing

Influencer marketing is a type of marketing where you don’t communicate directly to your audience but instead you pinpoint key leaders of community and drive your message through them. These key leaders are people that have owned the trust of your target audience. Malcolm Gladwell talked about this in his book the tipping point, he refers to them as mavens information brokers who share their knowledge and thoughts simply to help others in the process of doing so they build a foundation of trust with the audience. Influencer marketing leverages these mavens to deliver their message. It’s like Apple going up to Superman and saying, “Hey, could you tell all your fans that you love the new iPhone.”

Here’s a real example in 2015, Lauren Taylor, a retail giant collaborated with around 50 instagramers and asked them to post a picture of themselves wearing a specific dress on a specific day with a 1,000 to 4,000 dollar incentive the Instagram was happily obliged and posted the pics on the given date. The posts reached a total of eleven point four million Instagram users which prompted 328,000 actions on Lauren Taylor’s Instagram account. The dress sold out in no time and most of the buyers didn’t even know they were being advertised – not that they care because the ad didn’t disrupt the experience on Instagram at all. If anything it enhanced it. That’s how effective influencer marketing can be.

Let’s look at a few stats to see, why 90 percent of customers say that they trust recommendations from strangers who were brands and of all markers have used influencer marketing. 81 percent say that they saw success that’s a pretty high success rate. Another study showed that for every dollar spent on influencer marketing marketers are generating up to $20.00 in return.

Platforms like tapinfluencer, musefind and tomson are making it easier than ever to find and work with influencers. But before approaching an influencer do you research to ensure that the influencer has a desired relevance and reach.

3) E-mail Marketing

Once you have created an awareness by offering value that attracts prospects to sign up for your email list, you will need to generate interest in your product by nurturing them. Fortunately, this is something you can easily do through email marketing.

Email marketing allows you to create email sequences that educates and adds value to your prospects. Through the email sequences, you’re able to educate the prospects on how to solve their problem. Don’t go selling to them right away. Instead, focusing on educating them. You can offer them free trials/consultations and a lot of other valuable stuff that will get them to trust you.

By offering value to your subscribers, you will be able to the gain their trust. When this happens, it becomes very easy to sell to them. Once you use blogging and social media to create awareness, ensure you use valuable email content to nurture them and create interest in your product using the steps described above.

4) Webinars

With webinars, all you need is to convince your prospects that they are on the right track. When a prospect signs up for your webinar, there is a pretty good chance that he/she is interested in solving a problem with your help or with your product.

This particular problem could be losing weight or getting more traffic to their website. At this point, all you will need to do is to let the prospect know exactly how your product is going to help him/her solve that particular problem. Make sure that you have a strong Call-To-Action at the end of your webinar that shows customers how to buy your product. You can use something like:

  • Start a Free Trial
  • Request a Consultation

5) Video Marketing

Videos are as powerful as webinars. When you cannot be able to host a webinar, you can create a video that shows your prospect exactly how your product will solve his problem. The great thing with videos is that you can use them at any stage of the sales funnel. However, they are very much effective when you use them at the stage which requires converting a prospect to a customer.

There are two ways to create a powerful video: You can create a live video where you show your customers how your product will solve their problem or you can make use of explainer videos to show them. Whichever way you choose to follow, make sure your videos are very high quality and well-optimized. You can hire experts to help you create a high-quality video that can entice people to make the final step and take action. You can easily get expert video editors on a freelance website such as Fiverr, Upwork, as well as other freelance marketplaces.

How Social Media fits within your sales funnel?

With over 2 billion people on social media, you certainly cannot ignore it when developing your sales funnel strategy. One thing is for sure, your customers are on social media. It doesn’t matter what you sell, you can use social media to find majority of your targeted customers. Below, we will explain how social media fits within your sales funnel:

1) Awareness and Traffic

The first goal of a sales funnel is to create awareness about your product by bringing prospects to your website or landing page. Of course, you need as many audiences as possible at the cheapest possible way. In most cases, your email list may be too small to generate the type of awareness you need. This is where social media comes in. With social media, you are able to generate a massive awareness about your product. You can also leverage social media to drive huge traffic to your offer at a very low price.

However, don’t rush into social media ads until you understand how it works. You could be wasting a lot of money if you are not leveraging social media ads the way it should. Your goal here should be to make use of social media ads to generate interest in the product/service and not selling.

2) Generating Leads

One of the best marketing strategies you can use is to make use of paid social media advertising to generate leads along with your email marketing efforts. You can always promote your product to your leads at a negligible cost later in the future. When done well, you can sell as many products as possible to your leads.

Moreover, most people won’t be ready to make a purchase the first time they become aware of your product. You need to nurture them and get them ready to take action. The only way you can be able to do this is to get them into your email list.

Fortunately, with paid social media targeting, you will be able to attract a good number of leads that you can add to your email subscribers list.

3) Engagement

In a recent study, it was discovered that social media has a much higher engagement rate than email marketing. A post you made on Facebook or Instagram can go viral and get so many people commenting and sharing it.

Moreover, social media platforms such as Instagram have tags designed to make your post go viral. On top of that, you’ll have an opportunity to interact with your audience in a real time. Take for instance, you can make use of Facebook Live Feature to put a face to your business and connect with your audience in real time. You can hear them and they too can hear you. It is a great opportunity to build trust and establish yourself as an authority.

Wrapping Up

When you follow the steps recommended above, you can be able to create a powerful sales funnel. However, remember that a sales funnel can always be improved. After creating your sales funnel, you need to gather data and analyze the performance of your sales funnel to find out areas you can improve on. The world smartest marketers keep on tweaking and perfecting their sales strategy until they start making more than enough sales. Remember, creating a powerful sales funnel takes an enormous amount of work and effort. Next time you are building one, focus on these points above and you will eventually reap the benefits and results.

Did this article helped you? Let us know in comments below.

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The Ultimate Guide to a profitable Free Plus Shipping Funnels

When you’re trying to generate high-quality leads for your business, there’s nothing more frustrating than dealing with tire kickers.

These are the people who seem interested in your product and service and ask you lots of questions, but never seem to commit to a sale.

Tire kickers can waste your time, lengthen your sales pipeline, and mean you spend less time with prospects that are more likely to buy.

46% of all salespeople claim that determining whether leads are high-quality or not is one of the hardest parts of their jobs.

The good news is that there is a solution. You can qualify your leads to determine how valuable they are to your business.

Here are six simple ways you can identify the difference between a tire kicker and a genuine prospect.

1. Identify your target customer

When you’re selling a product or service, you need to know who you want to sell to. By identifying your target audience, you’re one step closer to identifying your high-value customers.

Before you begin to sell, build your customer profile. Some of the questions you can ask include:

  • How old are they?
  • Where do they live?
  • What job and industry do they work in?
  • What social media networks do they use?
  • And most importantly, what issues do they have, and how will your product or service solve them?

Once you have this information to hand, you can use it to spot legitimate customers.

Want to take things further? Create an alternative customer profile detailing the customers that are least likely to buy from you. By identifying what makes them tick, you can easily spot tire kickers and low-value prospects.

2. Use the BANT model

BANT is an easy way to qualify your customers to see if they’re a good fit.

Used by salespeople around the world, BANT uses four criteria to split up good and bad prospects. These are:

  • Budget – how much is your prospective customer willing to spend?
  • Authority – does your prospective customer have the power to make a final decision?
  • Need – does your prospective customer have a genuine need for your product?
  • Time – how long will your prospective customer need to make a decision?

The weightings of the different criteria will depend on the product and service you offer. For example, let’s say that you offer a more expensive product. It’s likely more time will be needed to decide, and more people will need to be involved in the decision process.

Encourage your sales team to weave BANT into the discussions they have with prospects. The information you discover will give you the insight you need to determine if a customer is a good match or not.

3. Use lead magnets to ask the right questions

Lead magnets like eBooks, webinars, and white papers are used to get prospective customers’ contact details. You can take this one step further by asking additional questions to qualify a prospect.

Let’s say that you want to work with large enterprise companies. When prospects sign up for your lead magnet, you can ask them how many employees are at their company. You then know which customers are worth chasing and which aren’t a good match.

Make sure that the questions you ask add value and will help you qualify your leads. Unless you’re planning to send a prospective customer an email with a discount code on their birthday, do you really need to know their date of birth?

Don’t forget that some leads might not be ready just yet, but they may be in the future with a little bit of nurturing. Determine what constitutes a ‘warm’ lead and pass them through to your marketing team to look after.

4. Offer a low-cost Tripwire product or service

Offering a tripwire would be an excellent way to separate the buyers from the non-buyers. Essentially, a tripwire funnel is very similar to a lead generation funnel; it’s just you’re offering something for a low price rather than for nothing. By setting a price from the offset, you get a better indication of who could potentially become a customer.

5. Establish a price point

One of the easiest ways to weed out tire kickers is to determine a clear price point for your product or service.

When people know how much your product or service costs, they will do one of two things. They’ll either balk at the price and move on or contact you for more information.

The people who choose to contact you have shown that the price point isn’t an issue to them, making them a far more desirable prospective customer.

6. Focus on quality rather than quantity

Sales is very much a numbers game. When you have a sales funnel in place, you may be encouraged to optimize your landing pages and lead magnets to get as many leads as possible. However, when this happens, leads tend to be of low quality.

It’s better to get ten leads that are likely to purchase than 100 leads that are just looking to waste your time.

Audit your sales materials to ensure you’re attracting the right people.

Look at the SEO on your landing pages. Are the keywords you’re using relevant to your target audience?

If you’re using social media advertising, have you targeted your ads to focus on your key customers?

When you do this, you’re more likely to attract prospective customers with a genuine interest in your product or service.

In conclusion: throw those tire-kickers out with a well-thought-out sales funnel

According to sales guru Marc Wayshak, half of your initial prospects will turn out to be a bad fit for your business.

By using the strategies above and creating a high-quality sales funnel, you can qualify your leads and ensure prospective customers are the perfect match for what you’re selling.

Let’s review the six strategies:

  1. Create a target audience profile
  2. Introduce BANT to ask the right questions
  3. Use your lead magnets to qualify your prospective customers
  4. Offer a low-cost Tripwire product or service
  5. Bring in transparent pricing on your sales and marketing materials
  6. Focus on intent instead of volume.

If you’d like to know more about improving your sales funnels, we’re here to help. Contact us today to see how you can get those tire-kickers out of your pipeline.

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11 elements of a high converting opt-in funnel.

What is an optin funnel?

In case you already don’t know, an opt-in funnel is a process to capture the name and email of your prospective customers by giving away a chunk of information for free. A great lead magnet is about the problem(s) specific to your target audience.

Why does an optin funnel works?

It works because prospects get information without paying a dime, so there’s no money-risk at their end. All they need to do is enter their contact info, and they’ll have access to the solution to a problem they are longing to get rid of.

Why do you need an optin funnel in your business?

Depending on what industry you are, around 2-3% of your audience is ready to purchase your product or service at any given moment in time.

Rest 97-98% are not prepared to buy…..yet. Getting people into your email list is your way to capture their info, nurture them, and follow up with them. So that when they are ready to buy, you’re in front of them.

Without an opt-in funnel, you won’t be able to build a list of potential future buyers, as you would have no way of reaching out to them.

That brings us to the question: What goes into the making of a high converting opt-in funnel? Without further adieu, let’s get started:

1) Irresistible lead magnet

This, by far, is the most crucial piece of any opt-in funnel. This is the deciding factor for the success or failure of your campaign. Let’s understand what lead magnet is:

A lead magnet is a small nugget that provides value and solves one specific problem of your target audience. You offer it in exchange for personal information (usually name and email, sometimes phone number).

Remember, your lead magnet should solve just one specific problem, no matter how big or small that is to your target audience. When we try to address more than one issue, we confuse people. In case, you want to solve multiple problems, do that by building an optin funnel for each of those and split test to see what converts better.

Be aware that the issue you are addressing is real-life and not something you made up. An itch that your prospects have and are trying to get rid of but have no idea how to.

The next logical question is, how do you come up with a lead magnet idea? The rule of thumb is, what does your target market want to find about more than anything. And if you offered an answer/solution to that specific question, they would jump on it the first chance they get.

Here are a few examples of good and bad lead magnets:

Industry: Real Estate
Good: 3 steps to find the exact worth of your house in the current market
Bad: How to list your house on Zillow? (A simple google search can answer this question)

Industry: Business Coaching
Good: Here’s what you need to do to get a massive volume of leads flowing into your business.
Bad: Why your business should have a website? (too broad, obvious, no specific value)

Industry: Dating
Good: Know when she is ready to be kissed.
Bad: 7 gift ideas for a first date (not a pressing issue, a simple google search would list way more options)

We hope this gives you a better understanding of the lead magnets we want to use in our opt-in funnel. The ones that provide value and cannot be readily available anywhere else. Or maybe it is your proprietary solution to the problem of your audience.

One last thing that you need to keep in mind while crafting a lead magnet is it should be easily and quickly consumable. People looking for a solution to a problem aren’t looking to go through a week-long course to get to the answers. They want it on the fly and written in a way that resonates with them.

2) Attention grabbing headline and a supporting sub-headline

There’s no point in creating the world’s best lead magnet if you cannot get your intended audience’s eyeballs. We live in an information age where there’s no shortage of information, if at all anything is scared, it is attention. Capturing the user’s attention is where the craft of creating a headline, which grabs attention in under 3 seconds.

Here’s a truth bomb for you: When people don’t find the headline of your opt-in page compelling enough, they won’t care for the rest of it, even when you’re offering it for free. People might not judge a book by its cover, but they sure judge your offer by its headline.

While there are several ways to write a headline, here’s a headline structure that works almost every time:

Few examples of this framework in action:

  • 7 ways to tell if she’s ready to kiss even if you’ve met recently.
  • How to earn money online without spending a dime on ads.
  • Find out the actual value of your property without calling millions of realtors.
  • How to lose al least 20 pounds of body weight in the next seven days without being on a diet.

We hope you get the picture. Save the headline formulae by right-clicking on it and “Save Image as…”; you’ll need it quite often.

3) Top “secrets” users will learn

Layout the broad picture of the solutions offered in the lead magnet, and how it would possibly help them.

Go over the top and call those “secrets.” Guess what! For the people looking for an answer, it really is a secret. The point of doing this is to reinforce the value they would be getting for free.

Three “secrets” are more than enough to build curiosity and have them take action. Here’s an example for the “kiss check” lead magnet idea that we created above:

This guide will tell you about…
SECRET #1: The subtle hints that she drops but are easily missed by you
SECRET #2: It has very little to do with the number of dates you’ve been on with her.
SECRET #3: How to confidently kiss her when the time comes and win her forever.

Now, I don’t know the secrets, but if I were in the dating market, I sure would have jumped on to learn those secrets and be a kiss ninja.

You see how we aggravated the itch using these “secrets” and built up the desire to calm the itch even more.

To create these secrets for your opt-in funnel, keep in mind that they should be building on the curiosity initially created by the lead magnet and the headline/subheadline.

4) Testimonials/Authority:

You must address the following questions: Why should people listen to you? What makes you qualified to create a piece of content on a particular topic? Nothing beats social proof when it comes to building people’s trust in you.

People like to hear other people’s experiences with your business because it helps them connect with their current situation.

The biggest mistake that a business does when it comes to displaying the testimonials is tooting their own horn. Doing this is absolutely wrong! No one cares how good you are; they only care what you can do for them. Instead of tooting your own horn, use testimonials to portray the “before” state of your past customer prior to working with you and the “after” state once you get into the picture.

Your potential customers are currently at the same “before” state as your past clients were, and when you explain it, they connect.

What to do if your lead magnet is brand new, and you have no testimonials for it?

In that case, you can use and portray your authority and showcase any media mentions of you or your business. Even just the testimonials about your business, utterly unrelated to the lead magnet works as well. The bottom line is, you need to have some sort of social proof on your opt-in page to boost trust and display authority.

5) Exit pop-up

The ultimate purpose of your opt-in page is to make sure that you convert a maximum number of visitors possible into a lead by opting in to download the free lead magnet.

However, most visitors that come on to the page won’t do it. Sometimes not because they don’t want to but because life gets in the way, and they get distracted. Exit pop-ups are an excellent way to capture the attention back.

As soon as someone tries to close the optin-page, a pop-up would appear, reminding them of what they’re about to miss. What makes an exit pop-up great is when we have some sort of urgency and scarcity in the pop-up itself. Doing this gets the user’s attention back.

Here are some great examples of exit pop-ups across various industries:


Source: Mailerlite


Source: Unbounce

6) Terms acceptance

While it’s obvious to send emails to people who have opted in for your free lead magnet, it’s always a good practice to get their consent explicitly. In EU countries, it’s even required by the law.

Not only would it make people more aware of getting emails from you, but it would also be in your records for future marketing campaigns.

While we’re here, it would also be a good idea to have a disclaimer about keeping their data safe and not passing on to the 3rd party to boost their confidence. Which, by the way, you should be following as well.

7) Email autoresponder & whitelisted SMTP configuration

Autoresponder is a piece of software that helps you automate your email campaigns. When building an opt-in funnel, we need an autoresponder to automatically send out the lead magnet to people who request in an email.

On top of that, you would also need it to send out automated email sequences to nurture your leads. One thing that matters more than anything while choosing an auto responder is, how good their email deliverability is. Most of the popular email autoresponders work hard to ensure that the emails hit your prospect’s inbox as much as possible.

Here are a few good autoresponder programs that we recommend:

Another thing to keep in mind is to whitelist your domain with your autoresponder. A bit technical but super important when it comes to the opt-in funnel. Whitelisting your domain means to let the email receiving software know that it is coming from a verified source.

Depending on what provider you choose, you’ll have clear instructions on how to do that. If it’s too technical for you to get around, reach out to the autoresponder’s support, and they’ll help you out.

8) A purposeful thank you page

Once people submit their info on the opt-in page, you’ll have to direct them to some page, letting them know that their lead magnet is on its way to their email inbox.

However, if you think about it, just thanking them is a waste of webpage real estate. To have one complete page and have two lines of text, which state the obvious isn’t a good use of it. In reality, a massive chunk of marketers do this.

Here’s an idea, why not use this space to engage the lead you just got to its maximum. In addition to thanking people for downloading the lead magnet and depending on what industry you’re in, here are a few things that you can add to get more engagement out of your leads:

  • Ask them to schedule a free 15-20 minute free discovery (read sales) call with your team.
  • Put on a video sales letter that takes them to a Tripwire or a low dollar offer.
  • Survey to understand your target market even better.
  • Ask them to be added to a FREE Facebook/LinkedIn group and get even more value/free stuff. (Create a community of your target audience)

These are just a few examples of what you can do. Feel free to get creative and come up with your own ideas to grow engagement. The more your target audience engages with your content; the better are the chances that they’ll buy from you.

9) Brand all the way

Before you take a big gasp and say, “I don’t have a professional branding done” or “I don’t have a budget for that kind of stuff,” let us stop you right there and clear up the air. By branding, we solely mean that you’re consistent with your logo, fonts, and colors throughout the campaign.

This includes your opt-in page, thank you page, emails, lead magnets, and other graphic assets that you will use to convert a lead into a customer.

It is essential because it helps people identify and recall your stuff in an instant. When the branding is inconsistent, people have a hard time remembering previous interaction with your business, and all your engagement efforts get wasted.

Again, you don’t need to get a professional branding done. You just need to keep it consistent.

10) Split Test

A split test or (A/B test) is comparing two or more versions of your landing pages side by side to understand which one drives more conversions for you.

Any successful marketer on the planet will give you this, one universal piece of wisdom, to test and test each step of your funnel as much as possible. A funnel/marketing campaign is never done. You need to optimize it for better conversions continuously.

In this part of the process, you need to become a detective. You need to keep looking for what your target market wants and how you can cater to their needs. Most optin landing page builders have the capability of creating a split test. A few elements of an opt-in funnel that you can split test are:

  1. The actual lead magnet.
  2. Headline/subheadline
  3. Call to action on the optin page
  4. Engagement actions on the thank you page
  5. Email sequences
  6. The overall branding (fonts and colors)

11) Pixel Retargeting

In an ideal world, we want everyone who comes to our opt-in page to give us their info. Sadly, the reality is far from it. Depending on your industry, the average opt-in rate for a cold audience is 1.95%. Yes, that’s it! How do you get that up and squeeze most out of your optin campaign?

The answer is, Pixel Retargeting. A retargeting pixel is a cookie-based javascript code that follows people around the web anonymously. Pixel retargeting had completely revolutionized internet marketing with its capability to show ads to your website visitors even when they didn’t submit their name and email.

There are three ways you can use pixel retargeting on your optin funnel:

  1. Retargeting visitors who didn’t optin and present them with the same lead magnet offer: This is a great strategy to recoup the potential leads who didn’t optin for the first time.
  2. Retargeting visitors who didn’t optin and present them with a different lead magnet offer: Maybe they weren’t interested in what you had to offer. Perhaps they are seeking answers to some different questions altogether. Why not offer them another lead magnet? It would also act as a split test and can help you figure out which of these is your market is interested more.
  3. Retargeting visitors who did optin: You do this when you want your leads to engage even more with additional content. Or retarget them when you want to ascend them to the next step of the funnel.

Bonus tip #1: Make sure your opt-in funnel is optimized for mobile as 68% of the internet traffic now comes from a mobile device. Ideally, you should build it, keeping mobile users in mind rather than desktop users.

Bonus Tip #2: Make sure that the pages load fast. Ideally, the load time should be less than 3 seconds, according to google. One of the ways you could improve the page load speed is by optimizing and resizing the over-sized images on the landing page. Another tip would be to remove unwanted javascript from your page.

We hope this article gave you a better understanding of the anatomy of an optin funnel. Still, have questions or just want to say hi? Comment below and let us know.

Don’t forget to share this post!

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The ultimate webinar funnel: how to create, optimise and promote your webinar

If you’re looking for an exciting way to engage website visitors and convert them into buyers, a webinar funnel could be a great tool to use for your business

Nine out of ten B2B professionals state that webinars are their favourite content marketing format, with nearly half engaging with video content before making a buying decision.

This guide will explain how the webinar funnel works, and how you can create an enticing webinar that will encourage viewers to make that all-important purchase.

What is a webinar funnel?

A webinar funnel is a sales tool you can use to get leads for your business. In exchange for their contact details, a prospect can watch a virtual event that addresses a pain point they have.

The webinar sales funnel works like this:

  1. You encourage prospective customers to visit your website registration page, either through popups on your website, social media posts or pay per click adverting
  2. They land on the website registration page, which convinces them of the benefit of signing up
  3. The prospective customer gives you their details, which you can then add to a mailing list
  4. After signing up, they are taken to a thank you page, where they will see registration details for the webinar (if it is live), or they can watch the webinar (if it is pre-recorded)
  5. The webinar contains a call to action, which encourages the prospect to make a purchase

But why webinars?

At this point you may be thinking: “There are a lot of different lead magnets out there. Why should I use a webinar as a sales funnel instead of say, an eBook or white paper?”

Good question. The benefit of a webinar over other lead magnets are:

  • They help establish authority. You can showcase your team as thought leaders and experts in their field, for example, answering attendees’ questions as you go along
  • About 65% of people are visual learners, making webinars an appealing way to discover new information
  • As you are on screen, it is easier to relay a call to action and nudge people into a sale

Steps to building a profitable webinar funnel

The first step in creating a webinar funnel that brings value to your business is to build your funnel and encourage prospects to sign up.

  1. Find your audience’s pain point. Your webinar needs to solve a problem that your target audience is experiencing. This could be anything from increasing their profit margin to recruiting the best and brightest staff for their business
  2. Make it free. Your webinar should always be free. As you are using the webinar to get contact details, you should be offering something of value to do so
  3. Promote the webinar. Use all the marketing channels you have at your disposal to promote your webinar. Promote it on your website, in your email marketing newsletter, and on social media channels. If you have a budget, you may even want to consider pay per click advertising
  4. Create an enticing lead generation page. Your webinar registration page is what will push prospects to sign up. Sell the benefits of your webinar and what attendees will learn. Make sure that the registration form is as easy to complete as possible. Ideally, you should be looking at a 30% to 40% conversion rate.

Make sure your webinar is watched all the way through

Everyone who starts watching your webinar may not make it all the way through to the end. They may get a phone call or have to go into a meeting.

However, you can take steps to reduce the chances of people leaving because they are bored or distracted.

  • Open the webinar with your credentials. Webinars help establish authority, and attendees will want to know that you are the best in your field of knowledge. Let them know why you and the business you represent are ideally placed to alleviate their pain points
  • Tell your story and be relatable. People like to know they are talking to people who are just like them. Before you begin, tell them a little about you and how you have experienced similar issues relevant to them
  • Reassure attendees. Let your delegates know that you can solve the issues they are experiencing if they watch all the way through. Tell them what they will be able to do once they click off at the end of the webinar
  • Don’t make your webinar a sales pitch. People will know when you’re selling to them, and an overly aggressive pitch may lead to attendees switching off. Leave your selling until the end of the webinar
  • Offer free bonus content. By offering valuable upgrades at the end of the webinar, for example, a discount code or a free eBook, attendees will be more likely to stay
  • Don’t be boring. 48% of people say webinars are least enjoyable when the presenter(s) are dull and unengaging. Don’t be afraid to show your personality and enjoy yourself!
  • Thank everyone. Thank everyone for their time after the webinar has ended, and reiterate how you hope they feel more confident in alleviating their pain points
  • Close with a call to action. Most marketing content should have a call to action at the end, and your webinar should be no exception. Tell your attendees what you would like them to do next, whether that be to sign up to your mailing list or buy your product
  • Offer a bonus if they buy there and then. A compelling offer that is only available if they commit during the webinar may encourage attendees to buy. For example, if you offer business coaching, offer an extra session or a copy of your latest eBook or a limited-time discount.
  • Follow up with those that don’t convert. Not everyone will convert during the webinar, and that’s okay. You may find that most of your prospects buy an hour, a day… even a week after the webinar.

Post webinar email follow-up

After the webinar, it’s important to follow up with both attendees and those that missed the webinar. This will help nudge your prospects into taking action.

Send a message to everyone who did not attend the webinar, saying you’re sorry you missed them. You can then send them a replay of the webinar (if you are offering one) or alternatively, let them know when your next webinar is and what it will be about.

You can also send an email to webinar attendees, thanking them for their time and reiterating your call to action.

Should you offer webinar replays?

One question we’re often asked is if you should offer replays.

Not offering a replay is excellent for encouraging FOMO, the fear of missing out. This can entice registrants to turn up and listen to what you have to say all the way through.

Alternatively, a replay can offer additional value as people can refer to the webinar at any time. It can also be of benefit if they are in a different time zone and can’t watch live.

94% of businesses offer webinar replays, even though most viewers prefer to watch webinars live when they can.

See which option works best for your business and gives you the optimal conversion rate.

Should you offer a live webinar or an evergreen webinar?

An evergreen webinar is one that is always available. Like a live webinar, attendees enter their contact details to view it.

Tutorials and how-to guides are great examples of evergreen webinars and can help bring value to attendees.

If you do offer an evergreen webinar, make sure that it stays relevant. If you refer to recent news articles, memes, or trends, you may find it dates quickly.

Here’s one final statistic to finish on… did you know between 20% and 40% of webinar attendees become qualified leads? Even if attendees don’t convert straight away, you can nurture them and keep them interested until they are ready to buy.

If you’d like to learn more about how you can use webinars to enhance your sales funnel, we offer a free, no-obligation funnel consultation. Contact us today to find out more.

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5 types of sales funnels every business needs (including yours!)

A sales funnel is a great way to engage prospective customers, qualify their needs and transform them into paying customers.

However, did you know that there are multiple funnels you can use? By choosing the right sales funnel, or combination of sales funnels, you can maximise your revenue and keep your sales team happy!

We’ve identified five of the best sales funnels that your business can use. These are:

Together, we’re going to look at how these sales funnels work, who they are best aimed at and how you can incorporate them seamlessly into your sales and marketing mix.

Lead generation funnel

Best for: Businesses that want to generate warm leads

One of the most well-known and well-utilized sales funnels out there, a lead generation funnel offers a free product or service in exchange for contact details.

The product can be anything from an eBook to a webinar – as long as there is no cost to the user.

Once you have your customer’s details, you can qualify them to see if they are in a position to buy right away. If they are, you can pass their information on to your sales team.

If not, your marketing team can ‘keep them warm’ until they’re ready to make a purchase.

Below is what a lead generation funnel looks like:

Tripwire funnel

Best for: Businesses that want to identify prospective customers

A tripwire funnel is when you sell a high-value product or service at a low cost, incentivising customers to make their first purchase.

Once they’ve bought from you, you can sell them bigger and better deals. Given that existing customers are a third more likely to spend more on every order, this is a great strategy to use.

For example, let’s say you sell gourmet cupcakes which usually sell for $120 for 12. You can start by offering two cupcakes for $5. You can then sell these customers six cupcakes for $50, finally working your way to the $120 offer.

A tripwire funnel is very similar to a lead generation funnel; it’s just you’re offering something for a low price rather than for nothing. By setting a price from the offset, you get a better indication of who could potentially become a customer.

Here’s what a tripwire funnel looks like:

Core offer funnel

Best for: Businesses that are ready to sell

All businesses have a core offer – the flagship product or service they are best known for. In this funnel, you’re going all out and promoting this to prospective buyers.

If your core offer is relatively inexpensive, you may be in a position to encourage customers to buy your core offer straightaway. If it isn’t, you may need to utilize other funnels to warm up prospective buyers and/or see who is most likely to make a purchase.

For example, let’s combine the three sales funnels we’ve looked at so far:

  1. You start by using a lead generation funnel to identify a list of people who might potentially buy your product or service
  2. You then move to a tripwire funnel to see who could be interested in your core offer in the future
  3. Finally, you introduce your brand new customers to your core offer funnel

Here’s the blueprint of a core offer funnel:

Upsell funnel

Best for: Businesses that have additional products or services to promote

Did you know upselling can increase your revenue by up to 30%? Pitching additional products or services to people who are already committed to buying can be an easy way to make more money.

An upsell funnel works when you offer relevant add-ons to customers after they have bought your main product. For example, if you sell greeting cards online, you can offer to send flowers and chocolates to the recipient for an additional fee.

Upsell funnels rely on FOMO – the fear of missing out. You want to offer your customer an irresistible deal that they can only get if they buy now.

Here’s what a upsell funnel looks like:

Continuity funnel

Best for: Businesses that offer a subscription service

While one-off purchases are great for your business, a recurring income stream is a fantastic way of ensuring an ongoing profit. According to McKinsey, nearly half of people are signed up for an online streaming media service, and 15% are enrolled in a product subscription service.

With a continuity funnel, the aim is to get customers to sign up for a monthly or annual subscription. Many businesses do this by offering a free or discounted trial. While some people will cancel when the trial ends, others will keep using it or even forget to unsubscribe!

Here’s what a continuity funnel looks like:

Which type of sales funnel is right for my business?

The honest answer… it depends!

It may be the case that all five of these sales funnels are perfect for your business needs, and you use them all at various stages of the customer journey. It might be that you opt to focus on one. It ultimately depends on the industry you’re in, the product/service you want to sell, and how many organic leads you receive.

Whichever sales funnel you decide to use in your sales and marketing strategy, it’s essential to make sure it’s as easy to use and understand as possible. Businesses that simplify the process are 62% more likely to win that all-important sale.

If you’re still not sure which type of sales funnel is right for your business, we can help. Our dedicated team of sales funnels specialists will audit your website, review your business goals, and let you know which combination of sales funnels will bring you the best return on investment.

Contact us today to find out how you can introduce fresh new leads to your business and make more sales.

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But why bother how your funnels look? Don’t ugly funnels convert better?

Ugly funnels do convert better only in one of these 2 scenarios:

  1.  You have absolutely no competition at all. You have a unique offer that’s not available anywhere else on the internet.
  2. You have a cult where your fans will blindly purchase anything you put out.

However, both of these scenarios are exceptional.
For the other majority of businesses using funnels, they need a way to stand out from their competition and get the attention of the target audience.

This is where a well-designed, premium-looking funnel comes into play. Did you know as per the study conducted at Stanford University, about 75% of online visitors will judge a company’s credibility based on its landing page design? ????

And your target audience is no exception!

This is even more true when you have a high-ticket offer. You got to increase the perceived value by all means possible. Russell Brunson talks about it day in and day out. And that’s probably why the first line you see on the ClickFunnels landing page talks about “Beautiful Sales Funnels”.

ClickFunnels Landing page

All that being said, here are a few actionable steps that you can take today to make your funnels better (even if you’re not a designer)

  • Consistency: Consistency is a golden rule in design. Make sure all your headings have the same font size, font weight, color, line height, letter spacing, etc. The same goes for the sub-headlines, buttons, and paragraphs.
  • Use 2-3 colors at max: Keeping consistency in mind, make sure to use no more than 3 colors on your funnel pages. Neutral colors such as white, black, and grey can be used in addition to your brand colors.
  • Use the eye-tracking method: It’s a simple method that can help you control the attention each element gets on your funnel pages. Simply, take a look at each section of your funnel pages and notice which element gets your attention first and ask yourself if that’s where you want your visitor’s attention to go. If not, change things up.

Hope this helps! ????

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