Optimize Your Sales Funnel for Consultants

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- Hey what's going on coach? It's Lucas, and in today's video, we're talking everything to do with sales funnels. What is a sales funnel? What's one of the best funnels you can into your coaching business and how funnels work to get you leads and book you clients, while automating 80% of the process. It will literally change your life, it'll change your business. Now it's not a quick fix. We can't just it and in 24 hours, you have all these clients. But it's a great system to into your business, so you can go from manual prospecting and automate most of your business and be positioned as an expert and stick around in this video because it may be a bit longer, but it's gonna have so much value for you if you actually take action on it and you're trying to build a coaching business, whether that's online or offline. Now it works very, very well with an online business and it also works well with an offline business. Now obviously, I deal with online coaches, but this whole system will really be the same or at least the same steps will be involved. Now this question come from Holly and Holly asks a great question. She leads with a great attention grabbing headline that caught my attention, so if you do want your questions answered on video do as Holly does. Holly says hey Lucas, I just finished binge watching all your YouTube videos. I've literally paid for courses to learn what you give away for free. Thanks Holly, that's totally my motto. I give 99% away, give 100% of it away for free and it helps everybody and those few action taking coaches who want to actually work with me and join the University, sign up, and as you learn, the whole idea of a funnel really centers around that. And we'll get into it in a sec here. Thank you, I hope you can turn my question into a video. Here we are. I'm still not clear exactly what a funnel is or should look like for my coaching business. Any advice? Thanks again, I applied for the University a few days ago, can't wait to get started. Holly, I did see the application and we will definitely be chatting and make sure it's a good fit for you. Now I want you to think of a funnel as this little stack of books. And I'm not gonna, this isn't about books, and I'm not gonna be talking about these books but just think of your funnel as a upside-down V, you've seen this before. Here's where there's gonna be a lot of people and at the bottom is your coaching program, whether that's a group coaching course, product, one on one program, whatever, it doesn't matter, whatever model you're using, this is gonna work. Now you are mostly gonna have a separate funnel for every product or every offer. Now this can change and you can have everything all in one funnel, but let's just say, just for simplicity's sake, you have a one on one coaching program and we're creating a funnel around that one on one coaching program. Let's say it's 3,000 or 4,000 or 5,000 or $2,000 one on one coaching program, it doesn't matter. Let's just say a $2500 one on one coaching program. That's on the bottom of this funnel, that's that tiny book that you can barely see that a few people, it's gonna be perfect for. Now up here is this big book. This is all the attention up here. This is your social media, this is your Facebook stuff, this is your ads, this is your podcasts you're doing, whatever it is you're doing to get attention, we'll just call it this piece, although it'd really be all up here but for simplicity's sake. And there's gonna be thousands and thousands and thousands of people who see that. Now you can have an offer out there, to the top of the funnel, you've heard that before, the top of the funnel, usually an opt-in, a lead magnet, a checklist, and I'll talk about some of the best ones I've seen, a video series, a free course, a tutorial, whatever that is. This is this piece. Let's just say that thousands of people see a piece of content of yours or an ad or a website or a blog, whatever. Let's just say a thousand people see it, they go through the first part of the funnel and they enter the second piece of the funnel, which would be your email list. So now that they're on your email list and they've, basically you've taken a thousand people who say they're interested, let's say your social media followers, who say they're all interested but you put something out there saying hey, who's hand is gonna come up for this free offer? I got something for free, name, email, download, into your list. Now you've filtered out a lot of people and the list has gotten smaller, you're moving them down the funnel and there's less people here. But these are good people. We don't care about the rest of them cause they probably wouldn't work with us anyway. We're moving them to the next step. This could be the relationship building phase. They opted in, they're getting some emails, they're building a relationship, they're working through two, let's just, for simplicity's sake, say a webinar. So they've opted in, and now they're gonna move into a webinar. Now there's way less people in this webinar but you've pre-qualified people. You've taken maybe 500 people on your list and you've moved them into a webinar. Let's say 200 people go into your webinar and they watch a webinar. Then they go through, just for simplicity's sake, an application. And there's only gonna be maybe 50 people who apply and then out of that application, maybe 10 will work with you and pay your $2,500. This is very simple but I'm just trying to explain that they start from the top, tons of people, not everyone's perfect and you're gonna work them through steps and automating that process is gonna change your life. So now let's talk about, really the only two funnels that we build, and this is what we do in the University and this is what I do with coaches. You don't have to have an amazing program built yet, you can just be starting and apply this or you could have been doin' this for five years and you're manually crushing it and you're prospecting all day long and DMing and doing all this stuff. Let's stop that nonsense and build something like you just saw. So here's what I see works best. You've got your lead generation funnel, you want leads, you want to build an email list, a checklist, an e-book, something very relevant, I've got some good videos on how to create your lead magnet so look at those, check those out. I'll put some links around here. We want to find those people who say they're interested or who are watching your stuff or who are mildly interested into hey, I want to enter a relationship with you. Name, email and then you're building your email list. Now from there, you can move them into the next step, which for simplicity's sake, when you're just starting, I would go right to an application or a discovery call or a strategy call, where you can start talking to them. Make it very easy for them. Now you want to build a relationship within there, so they're joining your email list, you're gonna build a relationship, a week, two weeks, sometime, some people will be instant, just depends on how hot, how cold, how ready they are, but you're gonna continue to build a relationship. Every two weeks you're gonna say hey, I got spots open, book a discovery call. They're gonna book a discovery, you're gonna get on the phone, and you're gonna bring people into your one on one coaching program. We're talkin' one on one here. Now eventually, you want to sell one too many. I have coaches start this way because I want you guys getting conversations. The more people we can talk to, the more we learn about them even if 80% of the people are saying no, I don't really care at first. We're gonna get those numbers up but I want you in conversations. Once we have 15, 20, 25 conversations, we've booked some clients, we're making some money, then right in this little process, we got leads, relationship, we build a webinar. A webinar would sell one too many for us so if people are interested in what you do, you would send them into a webinar room where you would present your presentation and then your offer and talk about your coaching program to 100, 200, 500, 1,000 people, whatever your webinar room and however many people watch your webinar. That could be live and that could be recorded or that could be a master class like I do, whatever you choose to do is gonna work but I'd hold off on the webinar until you really know your people and you're working with a few. Put a few case studies in that master class and that webinar and now it's basically automated. Your job is gonna be creating content, manage your ads and work with clients. They're entering at the top of your funnel, the big book, they're moving onto your email list, second book, they're building a relationship, the third book, they're watching your master class or your webinar, fourth book and they're coming out with an application and they're either gonna book through a call or book straight to an order form, depending how awesome your webinar is and the price of your coaching program. That's what I help coaches build. That's all we're doing and we're tweaking and we're tweaking the results and we're tweaking the numbers and the headlines and the copy, until that whole system works. Now again, at first you can just create a simple, three step funnel but eventually we'll have four or five steps and automate the whole thing. We don't do it right off the bat because we want some real time feedback but once that puppy is polished, your business can literally run on auto-pilot when it comes to the lead generation and getting the calls with people. After that, your job is to create content and serve your clients, and every once in awhile tweak your funnel, manage your ads, manage your social media, do all that stuff, that's the ultimate dream and it's the ultimate goal that any coach should have, so at the end of the week, you've got at the bottom, five clients ready to work with you, two clients ready to work with you, depending on what it is you offer and how much traffic you drive into the top of the funnel again through free and paid strategies. Truly hope that helps break down the whole idea of a funnel and literally, I just gave you exactly what we build out. Now with software and technology, it's pretty easy to build out. A lot of coaches are, and a lot of online entrepreneurs are getting the idea of building up funnels but what they're lacking often times is the copy, they're lacking the marketing magic behind it, they're lacking the how-to, the tech, the set-ups. If you want help with it, check with Coach's University, I'm not pushing this, you're free to check it out, it is by application only, if you want to continuously consume the free stuff, I've got the podcast, which dives into this kind of stuff, I've got the YouTube channel and I got Instagram, where a lot of these videos come from so if you do have a question, don't hesitate to shoot me a DM on Instagram and I truly, truly hope that serves you. For anything else, join the online coaching community where we talk funnels, we talk lead gen, and we talk clients, all day long. I'll see you inside, all the links will be above and I'll talk to you tomorrow. (upbeat music) (upbeat music) (upbeat music)