Unlock the Power of Sales Funnel Strategy for NPOs

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good morning my friends i hope you're doing great uriel came here from health firm welcome to coach's corner this is your daily dose of reality when it comes to building a great health business yesterday we talked about ebooks and i wanted to continue a little bit of that conversation today and i wanted to talk you through how the the math on this one type of funnel just doesn't make sense for most businesses and i share this with you because you see this and you've probably been in these funnels if you've purchased anything online you've been through this stuff and that funnel looks something along the lines of you buy something cheap and then you get up sold something more expensive and something more expensive and something more expensive and something else and something else than something else nothing wrong with that there's nothing wrong with that funnel except for the fact that it could literally bankrupt your business if you don't know what you're doing okay so let me give you some context here so in my i think it was 2015-ish 2014 2015 i can remember we had a a big launch for a cookbook and it was a free plus shipping book so you've seen these like hey the book is free you just pay for shipping and you can't run a profitable business giving stuff away for free just you know so if you buy stuff for free there's usually going to be a back end which is totally fine and there needs to be right but here's the thing is that we had so you bought the book for nothing you paid i think 7.95 for shipping and then we tested seven sorry nine different upsell flows so think about this for a second so if you've ever been to paris the altitude there's like whatever it is 16 or 18 streets that are branching off our book was in the middle the elk and then there was nine possible funnels for like upsell flows that people could end up in once they purchased the cookbook now why would we do that we did that because the sole purpose that we had the cred the code that we had to crack was how do we take the average order value from like it was like 18 and how do we increase it to 22 23 24 etc now 24 is not a huge amount of money for a customer okay and to test nine different upsell flows oh and by the way each one of those upsell flows had four distinct upsells so there's all sorts of combinations 36 possible combinations starting to get confused exactly anyways the book launch was very successful and we had lots of partners mailing for it and it did really well but here's the thing guys um you try doing that by yourself or if you're an unseasoned optimization marketing slash split testing beast it's gonna be very very tough to make that type of thing work and the thing is the opportunity in every funnel is going to be in optimization right and if you really want to squeeze the most juice out of any lemon you have to optimize right you have to split test things you have to change price points you have to change the offers and it's very very tiring to do that and for what like what's the point you're gonna put all that energy into that to make 24 bucks and that's assuming remember we talked about yesterday that's assuming good enough traffic to the initial offer in the first place yesterday we talked about you need 50 000 visitors to make 500 sales at a one percent conversion rate on a 20 ebook it's not it doesn't make sense guys okay so i see this all the time is and sorry the kids are just working at home with kids is it's challenging as you may know the reason i see this type of fodder will bankrupt your business is because if you number there's two reasons number one if you don't have enough traffic you can't make enough money and most people don't have enough traffic it's simple like most people spend tens of thousands of dollars on a fancy website that no one ever sees because the field of dreams online guys doesn't exist i don't want to be the bearer of bad news here but how many of you guys are crushing it on google right when someone types in the keyword you're like ranking number one it's probably not happening and there's a very specific reason for that it's called google's algorithm which heavily favors very established medically based authority sites and most of us are not that okay so you're up against it's like it's impossible to play that game so traffic is like next to nothing and if you don't know your traffic how much traffic you're getting that's a bigger problem too because now you don't even know how many people are coming into your website in the first place so let's say that we don't have enough traffic second option we talked about yesterday is you buy ads right buy facebook ads probably the easiest place to start so again you buy facebook ads we talked about 50 cents a click in the case we talked about yesterday 50 000 visitors needed to make 500 sales that's 25 000 spent to attract that level of volume but in yesterday's example we talked about 25 000 spend to make 10 or 15 000 is not a viable business model because if you do the math you're negative 10 to 15 000 right away is this making sense guys just give me a thumbs up if this is making sense and i'm just like i'm sharing this with you because i've done this for so long in my other business which i sold thankfully was built on hundreds not one hundreds of these types of funnels and there's a reason i sold the business okay it was not enjoyable so it's a lot easier it is a lot easier to just have a conversation with someone build rapport and then sell them on a higher coach a higher ticket coaching program and like there's no reason why any of you guys should not be doing that like if you enjoy working with people and you enjoy actually helping them get on the phone with them and enroll them right not everyone's going to say yes but you don't need 50 000 people to speak with you need we talked about yesterday if you if you're even mediocre at best when it comes to quote unquote sales if you just have a normal conversation with someone like you would if they came into your clinic for instance you talk with 10 people in a virtual fashion like this or on or on the phone you'll probably get two or three of them to say yes and if you charge let's say three thousand dollars for a program that's going to transform their life not a book that they barely get through you just made nine thousand dollars right and you're working with three people instead of requiring 500 people to buy a tiny little book and then trying to make that business work financially like this is what we help our clients do every day guys like the challenge is there's so much stuff out there and you're probably seeing one person say one thing someone say the opposite someone in the middle someone's saying whatever they want then you heard me saying this stuff and you're like what am i supposed to do what am i supposed to believe and the reality is you just have to choose the one that makes sense for you but you have to understand at least to the best of your ability what goes into those different options right if you decide to do the i'm going to sell low end information route you have to understand that that's not a financially profitable model for several months most of my friends and even when we ran this in the past most of my friends doing that stuff selling 47 ebooks you know all that kind of stuff they're breaking even if they're lucky right away maybe but a lot of them they're getting they're seeing their profits at three four five six months like what kind of like guys like the and i understand like i see what their businesses look like i see what goes into that and it's it can work it definitely can work but you have to be so good at copywriting and if you're not you've got to hire someone who's going to charge you 25 30 000 plus a percentage to create a high converting sales page or a video it's it's just it's doable right but it for me it doesn't make sense because most practitioners and coaches love working with clients and if you enjoy that type of interaction and it's more fulfilling than just kind of having people download a digital asset that they'll never really read or do anything with then you got to get on the phone with people and you have to have conversations with people because conversions come from conversations if you want to enroll more people just get on the phone with them and if you don't know how to get those people into the world in the first place then you need a perfect client pipeline right this is exactly the four-step process we help our clients build out every single day this is what they come to us for is it easy not at all right there's many ways of climbing the mountain guys what i'm just sharing with you is i've climbed the mountain thousands of times and i'm showing you the fastest way to the top now i'm not saying it's not going to be cold i'm not saying you know there's tons of oxygen up there i'm not saying it's going to be easy it's going to be challenging there's new skills you're going to need to require but i can promise you that our path is easier and simpler and more predictable and more profitable than most of the other things you're seeing online yeah like you could do the free route and you could dm every single person on instagram and facebook you ever come across with you could do that and there are people that build very big businesses doing that you could do that but how much time do you want to spend doing that because that's all your effort that's 100 manual effort if you want to build something that's a business and a business is a collection of systems that creates a profit for the owner without the owner being involved that is largely what a business is if you want to create a business instead of having a grind and hustle job then you need to build the right systems and the perfect client pipeline is the system that we've helped thousands of practitioners and coaches deploying their business anyways i gotta go time is up i do have a call to my clients right now uh it's called the daily offer actually every single day we do role plays and i help them with their uh conversations on the phone so they can get more yeses and help more people it's a lot of fun anyways i got to jump off and do that right now but if you'd like our help um kids send me a text six four seven four two four five two eight zero if you want to make 20 21 the best year of your like ever this is your to make it happen send me a text let's see if we can help and thanks for tuning in hope you have an awesome day guys bye