Empower your security consulting business with a sales funnel for consultants for security

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so you want to go the sales funnel a marketing funnel or an automated sales acquisition system but you don't know where to get started and you don't know what tools to use so in this video we're gonna break down the different types of tools that you need in order to build a sales funnel that actually works now a little bit of warning this can be a little bit of a touchy subject for some and I'm gonna show you what I mean let's dive in [Music] yeah what's good everybody Greg Hickman here from system Lea at system dot ly and in this video I want to talk about the different types of tools that you need to build a sales funnel a marketing funnel that actually works now the reason I say that this could be a touchy and really emotional topic for some is if you've been in any sort of private entrepreneurial Facebook groups or small business Facebook groups heck you might have even seen this in your Facebook newsfeed and someone asks hey should I use tool a or tool B in our space you probably have seen someone say hey should I use Infusionsoft or active campaign or ontraport or HubSpot and very shortly thereafter you will see a huge list of comments of people really just sharing their opinion which is great I love that people love the tool that they use but because I love a tool doesn't mean that it's going to work for you so we need to understand your actual requirements what are what are your specific needs because that's going to play into which tool is right for you that's why in this video we're going to be talking about types of tools tools that fall within specific categories that you will need to run and operate your business and really build and deploy and maintain an acquisition system a sales funnel marketing funnel that allows you to bring in leads predictably each and every month and also deliver the result to those new clients of yours as you get them now the first type of tool that you need is a marketing automation and CRM tool and I'm not talking about Constant Contact or a MailChimp those are really more email marketing tools and yes despite while some of them are adding some more marketing automation related features they're not really the type of tool that you're going to need to really manage and operate your sales process and pipeline so what I want you to pay attention to here is what sort of tool is going to allow you to automate emails that lead people into a conversation and follow up with those people after you have a conversation to the point where they're making transaction now if you're selling services and things like that your you might not always be selling on the first call which means you need to manage some sort of a pipeline now depending upon the tool that you're using activecampaign has an amazing pipeline tool built in Infusionsoft has those features as well but sometimes people that use Infusionsoft will incorporate a third party that's what we do but ultimately you need the marketing automation component which allows you to send the emails keep all the information about your contacts and follow up with people that do certain behaviors but also the pipeline's CRM component like what stage of the sales process is Greg in right or is Sally in your marketing automation and CRM tool are really going to be the brains of the entire operation when you fully automate it tool number two is some sort of landing page tool now depending upon which marketing automation tool you use they might offer a landing page tool as well I can tell you that most all-in-one tools aren't always the best at the all part so yeah Wow maybe I'm so we always recommend that you go after the best-in-class at the tool based on the feature that you're trying to accomplish so if you're looking for landing pages get a landing page tool we like click funnels leadpages Unbounce there are all different landing page tools that work here and most of them will integrate with almost any marketing automation tool you use the third tool is really just some sort of calendar tool if again you're working with clients and you're trying to fill your calendar with qualified prospects you're gonna need people to book a time on your calendar instead of going back and forth manually which a lot of service providers typically do you can use a booking tool a booking and calendar tool like a schedule once or a calendly or an appointment cor depending upon what software you like that really will allow people to fill in their name their contact information and get on your calendar and you as the owner get to dictate what times of the week and what days of the week you actually will take those call so when it comes to an automated fashion leads are gonna come in they're gonna choose a time on your calendar that you predetermined was a time that will work for you and boom now they're on your calendar tool number four is all about collecting information before you get on the phone with someone so think of it like an application or some sort of questionnaire that your prospects need to complete before they show up for the conversation this way you can ask some specific questions learn about the person that you're about to speak with and before you even get on the call have a good sense for if you can actually even help that person this allows you to streamline the conversation hit the ground running because you've already captured some of that information and they are coming to you with a specific need that you will know about because they've already told you so the tool here is something that really just collects information we use a tool called wufu it's whoo-hooo forms people use Survey Monkey or gravity forms again you can use a lot of different tools Google Forms to have people capture this information and as you start picking your different tools of choice you're going to want to make sure all of those tools sync together which we'll talk about in another episode I just want you to understand the different types of tools that you need to lay the foundation for acquiring leads into your client business and delivering them the results now the fifth type of tool is a tool that allows you to host and conduct webinars now not every single business is going to want to do a webinar but we've found in working with hundreds of different types of service providers that a webinar is hands-down one of the best ways to qualify prospects before you get on the phone with them if you're a service provider you've probably been on sales calls before or has sales related conversations where it was kind of a waste of your time if you get to do a webinar and take them through your process how you work and demonstrate your authority and your leadership and your know-how as it relates to solving the problem that this prospect has and then they raise their hand to get on the phone with you it's a great way to make sure that you're only on the phone with qualified leads now when you start connecting all of these tools together and you have a webinar that drives into your application and collecting that information before the call you've had someone that knows how you work understands your process feels the pain and has the problem because they've raised their hand by applying to work with you and they've booked a time on your calendar now the sixth and final tool is really just a way to collect money right if you do business online you might have clients all over the world like we do and you're gonna need a way to collect credit cards whether you use PayPal or you have a merchant gateway there's tons of different tools out there like stripe whichever one works for you you just need a way to accept money so quick recap we need a marketing automation and CRM tool a landing page tool a calendar booking tool a tool to collect information for our pre-sales questionnaire a webinar tool and a way to collect money so if you are a coach a consultant an agency or freelancer and you work with clients one-on-one and you want the most effective sales acquisition system and the delivery system these are the starting tools really the core that you need to get started whether you have zero clients or you have five and you're looking to go to ten you need to build out a system that allows you to put leads into it and have them predictably and consistently show up on your calendar and the ones that do make sure that they're qualified and these combination of tools and types of tools are really the foundational elements for you to get there just like laying the foundation of a house with the concrete these are the types of tools that lay the foundation for your sales and acquisition process as well as your fulfillment and delivery process now that you understand the different types of tools that you're going to need to lay the foundation for automating your sales and marketing process and your fulfillment process it's really important to know that regardless of which tools you choose that in the beginning and really all the time to keep it as simple as possible it's very easy for people to show you the next latest tool shiny object syndrome and think that you need to have all of these fancy things but the fact of the matter is the most successful sales funnels and marketing funnels that we've ever seen that we've ever built and been a part of are really simple that's why we like to kind of share our motto that we share with our clients with you and that is to start simple and just get ninja later and half the time you're not even gonna have to get a ninja later because simple works well that was easy alright guys I hope you enjoyed learning about the handful of tools that you're going to need to really start to automate and systematize your business this is just one video in a series so I'm gonna link up the other videos below here now that you understand the different types of tools that you're gonna need to build on a sales funnel it's time for the question of the day in the comments section below let me know which of the types of tools that we discussed in this video you currently need the most in your business leave that answer in the comment section below we'll be sure to answer all your questions and give you all the help you can and now that you know what types of tools you need be sure to check out our video by clicking the YouTube card above on our 7 tips to create a sales funnel that actually works now if you liked this video on the different types of tools we got a whole lot more coming your way on marketing automation sales funnels and all that goodness so be sure to click that subscribe button so you don't miss another episode see you soon