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If you are looking to increase your sales and conversion rates whilst minimizing the amount of time spent then you need to use a sales funnel. A sales funnel is a tried and tested method for capturing the maximum number of visitors and getting them to buy from you. It is all about building a relationship, building interest and building trust.
When you do this correctly, you will gradually warm your visitors up to the point where they’re ready and excited to buy from you and that can make a huge difference to your conversions and your profits.
The Importance of Why in Sales
When you’re selling something through a sales funnel, a landing page or an ecommerce store, the most important thing to keep in mind at all times is why.
- Why are you selling what you’re selling?
- Why should your audience care?
- Why is your product worthwhile?
And when you answer this question, you can’t give reasons like ‘to make money’ or ‘because it sells’. You need to believe in your product, know why you’re selling it and understand your audience.
What Makes a Brand
A brand is not just a logo and a company name. Rather, a brand is the collection of ideals and promises that set you apart from the competition. This is your mission statement, it’s what your company is here on this Earth to accomplish.
So if you focus on creating healthy foods, your mission statement might be to make the world healthier. If you make disposable boxes, then you might want to make the world a greener place. If you sell ‘make money online’ ebooks, then perhaps your mission is to liberate people to work how and when they want.
Whatever the case, knowing your reason for being will then help you to make all subsequent decisions for your company. It will tell you which products are worth developing, which partners to work with and how to market your business to others.
What’s more though, is that it will allow you to build real fans and a real following.
How to Create True Fans
As any wise internet marketer knows, you can’t sell to people as soon as they land on your page. First, you need to build trust, build authority and ensure that they feel as though they know and understand your business. This is what enables you to create ‘true fans’ and people who will be loyal to your brand.
But if all your company is about is selling something to make money, then you’re not giving people to get behind you or to show an interest in you. Try to have a vision and a passion and to make sure this comes across and then your audience will want to subscribe to your mailing list, buy your latest product and generally follow you to the ends of the Earth.
And once you have that kind of loyalty, your business will always be sure to succeed. Start with why!
The Power of Increments in Selling
In psychology, increments are a powerful concept that have been shown to accomplish incredible things. And in selling, this psychological concept becomes an incredibly powerful tool.
So what is an increment in this context and how can you use it to your advantage to sell more?
Cognitive Biases and Psychology
The reason an increment is a powerful concept, is because we are less prone to notice small steps. This is due to a flaw in our thinking (known as a ‘cognitive bias’) that causes us to look at things as they relate to other things.
For example, if you are buying a house for $260,000 and the vendor asks to increase the cost by $1,000 – chances are that you won’t bat an eyelid. After all, what is $1,000 in relation to $260,000?
But now imagine that you’re buying a $5 chocolate bar and the seller wants to increase the value by $1,000… how do you react? You just lost $1,000!
But here’s the thing – you still lost just as much the first time around. You should still have fought just as vehemently not to let the price increase. But you didn’t… And as a result, the vendor got to keep $1,000 extra of your cash!
Increments are similar – they mean gradual increases in price that make the item seem cheaper because it’s only X amount more expensive than it was previously. People are never afraid to spend just $1 more. But if they do this 1,000 times – suddenly they’re spending $1,000!
Selling With Increments
So how are you going to use this in your sales funnel? Simple: by slightly increasing the cost of each item that you sell, so that your customers will gradually be spending more and more money with you and not noticing it.
If you tried to encourage your visitor to spend $1,000 right away on a training course, chances are they wouldn’t be interested.
But sell them an eBook for $100, a video series for $250 and a workshop for $600 and suddenly the jump to $1,000 doesn’t seem quite so much. They’ve already spent $600 with you, they’ve already had a good experience doing that… so what is $400 more? Why should that matter?
Top 10 Sales Funnel Tools and Resources!
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Why Targeting is Everything for Your Sales Funnel
If you’re hoping to make money from a sales funnel, then by far the most important thing to consider is your targeting. In other words, how are you ensuring that it’s the right person who is receiving your marketing messages? How are you ensuring that the people who find their way to start of your funnel are the right kinds of customers?
This is called ‘targeting’ and it is actually the difference between making massive money and making no money whatsoever.
The best way to demonstrate why targeting works so well is to think about sales. In sales, you have the people who start out their careers cold calling and selling things like training courses. These are people who will be picking up the phone and trying to sell something expensive to a random stranger.
Now, some people will be very good at that and those people are going to be the ones who do well. As they progress, they will be given better and better jobs within their organization and eventually this will result in them earning big bucks.
What’s the best position? Selling to qualified customers who have a lot of money. Think about it: if you can sell something to strangers who probably don’t have much money, it will be child’s play to sell to wealthy individuals who have already told you they want to buy!
This is the concept that sales is based on and it’s how you’re going to make sure your business is successful when you’re using a sales funnel.
Because the equivalent with a sales funnel is simple – it means finding targeted customers and sending them to your site. It means finding people who are interested in your niche, who are the right age and sex and who have the right income.
Using PPC of course! PPC stands for Pay Per Click and this is a type of advertising where you only pay each time someone clicks on your links. PPC ads can be placed either on Google searches (through Google’s ‘AdWords’) or they can be placed on Facebook, where they will target people based on not only their age, sex and location but also on their hobbies, interests and job title!
If you can do this, then you can find the exact kind of person who is likely to buy from you and then make sure that these are the people who start their journey through your sales funnel. That way, you are destined to succeed!
How to Overcome Barriers to Sale
When it comes to selling things to your visitors, a good way to think about your objective is in terms of ‘barriers to sale’.
Of course you need to make sure that your visitors are interested in what you’re selling, that they know what it is and that they think it’s worth the money. But even at this stage, you might find they still don’t buy from you. In that case, the likelihood is that they’re psychologically blocked from buying by something that putting them off of the idea.
These are your barriers to sale. And at this point, these are all that is between you and a new customer! So what are these barriers and how do you break them down?
The first barrier to sale is trust. That means that you need to make sure your buyer trusts you enough to buy from you and trusts your website as well so that they know their details aren’t going to get lost in the clouds. Buying from brands online can be nerve wracking because we have no way of guaranteeing they’re really going to send us the products.
So how do you overcome this? One option is to show social proof with customer reviews. Also important is to make sure your site looks as professional as possible so that there’s no question as to whether you’re a professional outfit.
Also standing in your way is the effort of buying. That is to say that people hate having to input their details and go through the process of getting out their debit card and this can be enough to put them off buying something they want! The solution is to make sure you’re making it as easy as possible for them. One of the best ways to do that is to use a well-known payment gateway – like PayPal!
Buyers’ remorse is the guilt that someone often feels upon buying – and the guilt they anticipate to feel prior to making that purchase. You need to mitigate this and one way to do that is to demonstrate that your product is an investment in some way, or that it will make life genuinely better.
There is still always risk with a product. For example, it might just not be as good as it looks on your website! To overcome this, one thing you can do is to offer a full money back guarantee. In reality, few people are likely to use it. Simply having it there though will usually be enough to make them much more likely to buy from you!
How to Write Persuasive Writing That Sells Every Time
When it comes to making money online, there are a number of different things you need to consider. But no matter what strategy you are using overall, if you plan on selling something, then eventually your success is going to come down to your ability to persuade. That means writing a sales script that will work like a salesman to convince your readers that what you’re offering is a great deal and they should part with their hard earned cash.
As you can imagine, this isn’t always easy. So how do you go about writing an effective sales script? Let’s take a look…
The first thing you need to do is to grab attention. This means you’re fighting the natural inclination we all have to move on to the next thing and you’re trying to stand out during someone’s busy routine.
One way to achieve this is to use a narrative structure. That means structuring your sales pitch like a story, which in turn often means that you’re going to tell your story of how the product your selling helped you.
People naturally love stories and when we see something laid out like a story, we find it very hard to switch off. It’s a great way to get more sales!
To further help retain your visitors, you should make sure that your script is ‘skimmable’, meaning that it should be split into lots of smaller paragraphs and sections.
Build Authority and Trust
The next thing you need to do, is to build authority and trust. This means making sure that the people reading your site believe what you’re saying. You can do that by appealing to stats and figures, by appealing to authority and thought leaders, or by using social proof.
Sell the Dream
The next thing you need to do is to sell your dream. That means selling your ‘value proposition’ and making your product out to be something that can genuinely help with people’s lives. What is most important of all here though, is that you focus on the emotion and make sure that people are actually dreaming about how your product is going to make their lives better.
Add Scarcity and Urgency
Finally, you need to ensure that your visitors act on that emotion. That means you can’t give them time to go away and think about the product you’re offering – so make sure that you introduce a limited supply or a short term special offer so that they feel compelled to click buy right then and there!