The Ultimate Guide to a profitable Free Plus Shipping Funnels

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In our previous blog post, we talked about Sales Funnels! In today’s blog, we will go in-depth into a specific type of funnel called a ‘Free Plus Shipping Sales Funnel.’ In case you need to refresh your memory about what a sales funnel is, you can read our in-depth guide below:

What is a ‘Free Plus Shipping Sales Funnel’?

While browsing social media platforms like Facebook and Instagram, you may have come across several ads that promise to send you a FREE product and all they ask is to cover shipping costs, sometimes handling charges as well.

In case you’ve wondered what possible reason could there be, for a business that operates intending to make a profit (as most businesses aim to do), to offer their products for free, then this blog post will dispel all your questions and help you build one of your own!

A ‘free plus shipping funnel’ is a strategy used by online businesses to create an enticing offer for its target customers. An offer that compels leads to hit the buy button and become a customer. ‘Free plus shipping funnels’ offers the product at no cost, and ask the customer to pay shipping fees to complete the purchase.

These types of funnels were traditionally popular for low-ticket items like DVDs, Books and, USBs. However, in recent times, even high-ticket items like watches, healthcare products and, phone accessories can be seen being offered through free plus shipping funnels.

The key reason why this work so well is that the word ‘FREE’ is one of the most common psychological triggers, bound to get any target audience interested in your product!
The word ‘FREE’ is a hook that serves the purpose of getting people to at least ‘hear your offer’ and then turning those visitors into buyers.

Here’s a blueprint of FREE+SHIPPING funnel:

(click on image to expand)

Why do online businesses create Free Plus Shipping Funnels?

So far from what it looks like, a ‘Free plus shipping funnel’ provides heaps of value to customers.

Now, let’s talk about the potential motivations for business owners to create such a sales funnel.

The Potential for Upsells

Upsells are the greatest motivation for online businesses and retailers to create a free plus shipping sales funnel. Entrepreneurs can entice a customer to click on an ad offering a free product. However, once the customer goes beyond the checkout page, there will be ‘upsells’ or in simple terms, more products that are offered to a customer, that they might end up purchasing.

Let’s understand how Free plus shipping funnel works with the help of an example.
Let’s assume that you are an online coach offering Digital Marketing Coaching to your target audience. And, to add value to your clients, you write a book about digital marketing secrets.
Now you create a sales funnel, where you offer your targeted audience a copy of the book for ‘free,’ and all they have to do is pay the shipping that costs $9.99.

In reality, the printing cost of the book to you would be $2, while shipping costs would be $4.99 and the rest of it would be the paid advertising cost.

So, by charging $9.99 from customers, you are essentially only ‘breaking even.’

Here comes the best part.

After a customer interested in buying your product goes beyond the checkout page having successfully bought your ‘free’ product, you offer another enticing product or service!

Or as we call it, the ‘upsell.’

For this example, this upsell could be a ‘digital marketing mastery course’ that you have designed for more advanced learning. The list price of this course on your website for $299, but those buying your e-book can avail the course as a one-time special price of $49.
Or perhaps even better, you can offer a lifetime membership as an upsell to your ‘digital marketing mastermind group’ for a special price of $99.

This way, you can extract a longer lifetime customer value from your buyers.

Free Plus Shipping Sales Funnels work under the assumption that a certain percentage of buyers will opt to buy the upsell(s) you offer once they purchase the “FREE” product. This is where you make your profit!

Another great thing about these kinds of funnels is that even if your buyer doesn’t opt to buy your upsell, they still get added to your email list, which means there is a potential opportunity to convert them into customers at some point in the future.

How to Create a Profitable ‘Free Plus Shipping Sales’ Funnel

1. Finding the Right Product to Giveaway

The very first step to setting up a profitable free plus shipping sales funnel is identifying the right product to give away to your target audience. You need to consider the following things while choosing the right product:

  • The product needs to be cost-effective. You should at least be breaking even when you offer the product for free while only charging the shipping. Think of something that can be purchased or produced in mass quantities! Refer to our example above, to help you come up with your idea!
  • The products need to be easy to ship (not bulky) and commercially costs more in retail stores than what you managed to acquire from the direct seller. A product that your customers cannot buy at the nearest Walmart.
  • The product needs to solve a problem for your target audience. Just because your product is ‘free’ does not mean it should be qualitatively ‘worthless.’ It’s perceived value should be at least ten times the shipping cost they are paying. Remember, they might not be paying a whole lot of money but they sure will be investing their valuable time with your product. They shouldn’t feel they are wasting time with your product. Instead, they should be blown away with the value they get at such a low price.

Once you have decided on the product you intend to give away, it’s time to set up a digital marketing campaign to reach your target audience and make them aware of your free offer. Your sales funnel won’t experience success without the right promotion or advertising. Most free plus shipping funnels thrive on platforms like Facebook and Instagram, which allow you to filter your target audience down to the T!

2. Creating a High Conversion Landing Page

Your landing page will serve as the supporting pillar to your main attraction (the free product). Keep in mind the following while building a landing page for a free plus shipping funnel:

  • This page will lay out the intricate details of the offer for visitors. Your landing page will successfully communicate what they will be getting and why they need it. You need to be clear and precise while communicating with your audience! Like every good copywriter, you must turn their ‘want’ into a ‘need.’
  • Another way of structuring an irresistible offer is by creating urgency. You might want to include a clear deadline to create urgency and scarcity by using words like ‘limited period offer’ with a timer clicking away, or ‘limited quantity available’ with a counter showing dwindling stocks as the minutes pass by.

When the buyer decides to purchase ‘free plus shipping’ item from the landing page, he/she goes to a checkout page, where they fill out their shipping and credit card information.

3. Profiting with Your Upsell(s)

If your free product needs to be valuable enough to garner attention, then your upsell product must be an absolute no-brainer for your customers to convert. It’s not uncommon for ‘free plus shipping funnels’ to have multiple upsell pages that come after a checkout page.

  • Keep in mind this is where your actual profit comes from, so you need to create a convincing narrative around your upsell(s) that seem irresistible to your buyers. Think huge discounts like 40%-90% off on an existing product or service.
  • You can have multiple upsell pages, just in case, your lead didn’t convert at the first instance. Don’t be hesitant to create another upsell page! Your second upsell should tackle a different problem you haven’t addressed yet, complementary to the core problem your “FREE” product solves.
    As mentioned in the example above, if your first upsell was a digital marketing mastery course, your second upsell can be a lifelong membership to your mastermind group. Where course takers can have their questions answered or network with each other!

The reason why upsells convert so well is that once the customer has entered his/her shipping and credit card details to buy the ‘free’ product, then every additional product on offer is essentially a ‘one-click’ upsell.

Customers don’t have to add their details again and again; they can purchase your upsells with the click of a button. In other words, you can drastically increase conversion rates and make a lot more money!

Amazon is an excellent example of a company that employs ‘one-click’ upsells with great success!

Frequent Mistakes with ‘Free plus Shipping Sales Funnels’

Like all Sales funnels, it’s normal for ‘free plus shipping funnels’ to seem intimidating and daunting for beginners to build. That’s where we come in! We help businesses and personal brands build a high-converting sales funnel from scratch; but, back to the blog for now.

Here are some common mistakes that people make while building a free plus shipping funnel:

1. Not keeping an eye on the economics


Free plus shipping sales funnel works, but they need careful monitoring and hard work hours to get right.

Pitching to a ‘cold audience,’ as is the case with free plus shipping funnels, can be difficult due to the nature of the longer cycle of customer lifetime value, this entails.

Some marketers spend way too much money on advertising, hoping to get the right results without building a strategic funnel. Ad spends, and conversion rates need to be carefully measured and optimized if and when need be.

But that’s not all!

Some business owners end up blaming incompetent digital marketing or advertising for the failures of their sales funnel; when in reality, it might just be that their offer isn’t enticing enough!

2. Not coming off as a scam


While the word ‘FREE’ can be a hook for many customers, it’s equally important that your audience understands you’re not pulling a fast one on them.

There is a chance that your target audience might think that your offer is ‘fake’ or a ‘scam,’ it becomes imperative to build a high-quality landing page that inspires trust. You may need to do some extra explaining with your content, too; things like your credentials and a solid reason ‘why’ you are offering your products at deep discounts.

It’s crucial that people need to be able to rationalize why something is on sale, or why something is free, and you’re good to go!

3. Upselling unrelated products


There needs to be a logical and relevant progression in your free plus shipping offering to make it feasible.

Keeping the above-mentioned example in mind, let’s say my first product as a digital marketing coach was an e-book; would it make sense if my upsell product ended up being an i-phone case?

Absolutely not!

We’ve seen various online businesses offer an unrelated cheap item as their ‘free’ product, only to have their upsells be in a completely irrelevant to their target audience. Such upsells will never make you money!

Once you have your first free plus shipping item finalized, you’ll then need to test different upsells in the same niche, and work out which ones convert the best with your target audience.

4. Not mentioning shipping and handling charges.


This is the most common pitfall when it comes to the free plus shipping funnel. To make the offer as irresistible as possible, marketers often times don’t mention anything about the shipping charges on the paid ads.

This goes against almost every advertising platform’s policies and is considered deceiving the audience as people have to pay something to avail the offer. You need to make sure that you mention the breakdown of free product and shipping costs in your sponsored ads.

Another commonly used tactic is mentioning the shipping and handling charges on the sales page, just once and in very small font size, almost unnoticeable to a first time visitor. This backfires in multiple ways: Firstly, when people see their credit card statement and find a charge that they don’t recognize, they’ll probably open a dispute and file for a chargeback.

Secondly, along with the chargeback, they might report you to the advertising platform they saw your ad on. This pretty much guarantees you getting banned on the platform.

A general rule of thumb to avoid this would be to mention clearly the following. While the product is free the customer still has to pay for the shipping (and handling) charges on the ad and everywhere on the sales/order page where you’re asking them to take action. In this case, would be making a purchase.

Conclusion

Wrapping things up, I think it’s fair to say that free plus shipping funnels do work, and are only growing in popularity as business owners look for innovative ways to promote their offerings in increasingly saturated markets and niches.

However, like all good things, free plus shipping funnels also come with a catch. They can be challenging to set up and come with a steep learning curve for beginners or for those with limited experience when it comes to building funnels.

However, when implemented correctly, they can significantly multiply your company’s revenue in a matter of weeks! Remember, if you seem to be failing, it’s a sign that you need help from a mentor or expert funnel builders like The Funnel Crew!

Don’t hesitate to reach out, or you’ll end with more money down the drain!

Have you ever built a free plus shipping funnel before? How did it work out for you? Let us know in the comments below! Also, feel free to share this blog with a friend who might find it interesting!

1 comment
  1. Hey, so I’ve found NOTHING so far on what I’m looking for (meaning, it’s an evergreen opportunity for you to jump up Google rankings.)

    I’m well-aware of *what* F+S funnels are, but what I can’t seem to find is the nitty-gritty details on *how to run them* (tech stack, etc.)

    For example, you could say “find a product on Alibaba, test it, and use ClickFunnels to sell it.

    And that’s an ok answer, but realistically it seems that I need to use ClickFunnels for the funnel builder, ConvertKit for a good followup autoresponder sequence, Shipstation (or another shipping app?) to get good enough rates that I’m not loosing my shirt on shipping costs, and…? A shopify integration to track fulfillment? Stamps.com to pay the actual postage (or maybe Shipstation et. al. does that?)

    See what I mean?

    Every article I’ve found so far goes deep (well, shallow really) on the “what” and a little of the “how” on a F+S funnel. But none of have really gone deep deep deep into actionable execution on the funnel.

    And your article was the best of the not-great results I ran into… which is why I wrote this detail on an opportunity for a Pillar/Skyscraper and blast all the others out of the water (and a chance to affiliate w/ ClickFunnels or someone similar.)

    Good luck, and please hit me up if you write it! I still need the specifics.

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

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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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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5 proven steps to generate high quality leads using an opt-in funnel

No matter what industry or where they are in the world, all businesses are reliant on leads. A high-quality leads strategy will bring new customers to your business, encourage existing customers to purchase again, and help raise brand awareness.

When you are looking to gather leads for your business, one of the best ways you can do this is through an opt-in funnel.

In this article, we will look at what an opt-in funnel is, and five things you need to include to ensure you receive as many high-quality leads as possible for your sales and marketing team.

What is an opt-in funnel?

An opt-in funnel consists of a landing page that you drive prospective customers to, either through social media, pay-per-click advertising, or a pop-up on your site. The landing page is followed by a thank you page or a confirmation page.

When prospects are on your page, they can exchange their contact details in exchange for something of value (a lead magnet). This can be anything from access to a webinar, a white paper or an eBook.

Think of your opt-in funnel as the first stage of your sales funnel. You can take the contact details you receive and add them to your email marketing list.

Once there, your marketing team can nurture the leads and keep them warm until they express an interest in your product or service.

According to Leadpages, a good conversion rate for an opt-in funnel is between 20% and 25%. That means that at least one out of every five page visitors is giving you their email address.

To increase the odds of people exchanging their contact details with you, here are five things you need to consider when creating your opt-in funnel.

1. Give your customer a worthwhile lead magnet

The lead magnet you offer can make or break your opt-in page. If your prospects see it as low value or not worth their email address, they will not sign up.

What is a good lead magnet? Here are some ideas:

  • A free trial of your product or service
  • Money off vouchers or discount codes
  • An eBook
  • Access to a workshop or webinar
  • A white paper or industry report
  • A training course or email sequence
  • Toolkit

To help you choose which lead magnet is best, identify your target audience and their pain points. How will your lead magnet help them?

Once you’ve decided which lead magnet you want to use and how it will benefit your prospect, it’s time to get creative. If you have the skills to do this in-house that’s great; otherwise get an agency or freelancer to create it for you.

You want your lead magnet to be as high-quality as possible.

2. Create a page that leads to conversions

You want your opt-in funnel to be easy to use, easy to understand, and most importantly… easy to complete.

Here are some of the things you need to consider when creating your opt-in page.

  • Have a clear page title
  • Describe what you are offering and how it will benefit the customer
  • Don’t give customers an easy out. The more links you have to other pages, the more likely they are to click on them and exit your opt-in funnel
  • Have a clear call to action, and don’t use more than one

A/B testing can be an excellent way to see what works and what doesn’t. Create two different opt-in funnels and channel prospects through both pages. You can then see which one gets the most conversions.

3. Ask for the right data

Asking for the correct amount of data is a tricky balancing act. You want to ask for enough data to see if a potential lead is right for your business. However, you don’t want to ask for so much information that you discourage prospective customers.

Think about the bare minimum information you need to qualify your prospect. For example, do you really need to know when their birthday is, or how many people work in their company?

According to HubSpot, the threshold for form fields is about five. Use more than that, and you see a significant drop off in the number of visitors that pass through your funnel.

4. Create enticing emails to keep them hooked

Your prospect has given you their details and has downloaded the lead magnet. There’s nothing to stop them from unsubscribing now they’ve got what they want… right?

This is where the first email you send after they sign up is so important. By wording it just right, you can encourage them to stay on your mailing list, increasing the odds of them becoming a customer and advocate of your brand.

You can set up an automatic responder email to your prospect after they give you their details. Use this email to introduce your business and what they can expect from you.

As tempting as it may be, don’t use your emails to sell to them – at least not straight away. Instead, provide them with valuable information that will inform, educate and entertain.

Remember that companies that are great at lead nurturing generate 50% more sales-ready leads than those that aren’t.

5. Promote your opt-in funnel everywhere you can

You’ve created your lead magnet and set up a page that nobody can resist. What next?

You need to promote your opt-in funnel to encourage people to visit. If you don’t, prospective customers aren’t going to be able to find it!

Here are some examples of places you can promote your opt-in funnel. The good news is that there are several places you can showcase your opt-in funnel, no matter your budget.

  • Social media – this can be through your own channels or by paying for advertising
  • Pay per click advertising (for example, Google Ads, Microsoft Advertising)
  • In your email signature
  • On your website – either on your home page or a pop-up on other pages
  • During podcasts or live streams
  • Influencer marketing – encouraging people in your niche to promote your lead magnet on their websites or social media profiles

Take your target audience into consideration when you promote your opt-in funnel. For example, if your lead magnet is targeted at retirees, then TikTok might not be the best place to go!

We hope this guide has encouraged you to create a brand new opt-in funnel and start filling your sales funnel with leads!

If you are not sure how to use funnels to grow your business, we offer a free funnel consultation. Our experts will review your existing setup and suggest how you can turn your website into a lead generating machine!

Contact us today to find out more.

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