Even for the most seasoned internet marketers the idea of creating a sales funnel can be
pretty intimidating. I know, because I've been there, I've created multiple sales funnels.
But they have also led me to building a multi-seven-figure business.
So, I'm gonna share with you some of the strategies that I've learned along the way.
Hey, this is Marley Jaxx, today I'm going to be sharing with you the top two most important things
you need to keep in mind when you're creating your sales funnel to make sure that you're set
up for success. Then I'm going to share with you my don't miss the bus technique, that's going to help
accelerate your conversions. Then we're going to be talking about the number one mistake that most
people overlook with their funnels and how you can avoid it. Then I'm going to share with you a story
that taught me why my funnel wasn't converting. Let's start with the two most important parts
of the funnel now you might expect me to say, "Oh make sure that the button is here or that it's
this color or that this is a layout", and yes, the design and the technicalities the functionality
is very important. But even if those things are perfect they won't matter if your offer is wrong.
That's the first thing I want to share with you is the offer. Offer creation to me is an
art and a science that when you're positioning an offer whether it's a program or a product or
a service you have to really demonstrate the value versus the actual price. When someone is signing up
for something they have to feel like the value is worth the exchange. That whatever they that credit
card they've got in their hand is worth whatever they are getting in return. So how you position
that is going to be through your offer stack, really clearly displaying what they're going to
get in return for that money that they're going to be investing. And you can lay that out almost like
a line item like, "You're going to get this and this, and this", and the messaging in that stack has to
really demonstrate that it's going to solve their pain points or bring them this amazing benefit
that they've been looking for. So, that brings me to the second most important thing which I mentioned
is the messaging. Of course, you're demonstrating the value versus the price. But the next way to
make sure that you're really dialing that in is by breaking and addressing any objection that
they may have. A good way to study this may be by observing your own purchasing behavior.
When you go to a store or when you land on a website, what are you thinking? Do you have a
wall up that you're like, "Oh, I don't want them to sell me and this won't work for me because..."
Well, your audience might have that same guard up. Our job as marketers is to become really good at
this messaging so that they let down that guard very quickly. That they're excited about what we
have to offer and any concerns that they might have we're able to address with the copywriting
with the images with the social proof that we're able to show. Here are similar results that we've
created for people just like you. So, think about the objections that your audience might have.
Are they going to say, "Well, this won't work for me because I've tried other things and they didn't work."
Are they going to say, "Well, I can't do this because I'm not (filling the blanks) good enough.
I'm not confident enough. I'm not (whatever) enough." It's something about them or are they going to say,
"I don't have time", or, "I don't have money", and think about how you can break those objections
address them within your sales funnel to be able to overcome them. Now, my next technique, the don't
miss the bus technique is going to really help to overcome those. But before I get into that, make
sure that you click the button and subscribe to this channel. This don't miss the bus technique is
going to help your audience to overcome objections and give them a reason to act fast. Because
here's the thing, you might have this amazing offer but if there is no urgency or scarcity,
they might think, "Ah, I'll get it later", and then life gets in the way, they get distracted, or
there's a marketer who gives them some urgency and scarcity that they invest their money there
instead of what you have to offer. So, listen up, I'm going to share with you my don't miss the
bus strategy. So, the B in bus stands for bonus and when you can add bonuses to your offer it
creates this additional perceived value for your customer and will give them a reason to act fast.
So let's say, if you say, "Hey, if you sign up right now. I'm also going to give you this or if you
sign up right now I'll give you two for one." Have you ever been at the grocery store where if you
bundled things together you got extra of whatever you were buying. This can be for an online product.
This can be for service. It can be for anything. You can always add bonuses. Now, the best way to
decide what your bonuses are going to be is to look at maybe what are the objections that your audience
might have or what are the questions that they have that are coming up for them. If you can cater
to their questions or their objections by adding a bonus that will solve that problem for them. Voila,
you might have a sale. I'll give you an example for mine, sometimes people will say, "Well, I love
the idea of doing YouTube videos but I don't know how to edit videos myself." So that's perfect, that's
how I know I can add a bonus to help them handle that objection. So I say, "I totally understand that
editing your videos might be time consuming if you feel like you're not a techy person. I have just
the solution. If you sign up right now, I'm going to give you my editing style guides and templates and
not only that. I'm also going to share with you my content outsourcing blueprint that will show you
how I hired my first video editor for $15 a video." So hearing that, the person might think, "Well, if I'm
brave enough to try editing videos myself here's these templates that I can just plug and play",
or they know, "I can actually hire a video editor and it's not going to be as expensive as I thought."
Especially when I position that, "Hey, do you think that your time is worth more than $15?"
Do you think that in the time it would take you to edit those videos if you had someone
else doing it. You might be able to spend that time on other revenue-generating opportunities,
I think so. So hopefully, that bonus that example shows you how you can overcome an objection
and lead them towards the sale in your funnel. Now, the U in the don't miss the bus strategy is for urgency.
That's that tension that they feel when they know that they have to take action
fast because maybe that window is closing, that door is closing. So, way you could implement this
is by saying, "Hey, the doors are closing Friday at midnight. If you miss your spot, you've missed
the bus", and what you can do is you be sure that you close that door Friday at midnight and sure
enough you can totally expect that those sales are gonna come in typically Friday in the last couple hours.
Because a lot of people are thinking about it they're mulling it over. But when they feel that
urgency, they know that they have to act, and the S in the don't miss the bus strategy is for scarcity,
and I'm sure that you've experienced this yourself. Have you ever wanted to get concert tickets maybe
your favorite band was coming into town and you know that when those tickets come on to
ticketmaster, they sell out really quick. So you're like at your computer credit card in hand ready
to go and you just get whatever you can. Because you know that they're gonna sell out. Same thing
that you can do with your service or your offer. Maybe you say, you only have five of them left.
Maybe you say that that time is running out, that you only have so many spots available.
Now, here's my disclaimer if you're going to use any of these. Make sure they are ethical and true,
that you're not saying we have five spots left but somehow you always have five spots left.
Your audience will see that, they'll pick up on that and it might hurt that level of trust that
you've already built with them. So make sure that whatever you say is true, is accurate. If you say
you're going to close the doors Friday at midnight, close the doors Friday at midnight. You can always
reopen it next month. So now, that I've shared those with you how are you planning on adding
urgency and scarcity into your next offer? Let me know in the comments below. Now that you know that
don't miss the bus strategy. Let's talk about the number one mistake that most people overlook with
their funnels. Now, it's important that you want to be providing value. Of course, we do, we are
impact-driven, we want to help as many people as possible. But there's a difference between
over-delivering and overwhelming. Sometimes, people they create these offer stacks where they're like,
"I'm gonna give you this and I'm gonna give you this", it ends up just being this like kerfuffle
of an offer that is actually hurting instead of helping. Your audience might look at this and think,
"This is too much, I'd never be able to achieve this. I'd never be able to consume all of this,
it's not for me.' I can tell you this from personal experience, I put out a course once and I thought,
"I'm gonna give them everything I know. I'm gonna make it like the Netflix. I'm gonna have content
on every single subject possible", and I put like hundreds of videos in there. Does that sound
intriguing to you? Maybe if you want Netflix but they wanted to get a result and they want to get
a result fast. People are going to pay for ease and speed. So, I don't know about you but I would much
rather have a course or a program that I could get to a result and only have to invest maybe
a couple hours by consuming that content. If I feel like there's just this overwhelming never-ending
mammoth of content that I need to consume. It just seems too daunting. So, consider your customer
journey how have they already gotten to where they are right now. What are their pain points?
What do they need to overcome and how can you give them to that in the most simple way? Don't confuse
them, don't overwhelm them. Give them what they need, give them what they want, help them to overcome
objections, give them some bonuses, some urgency, and scarcity. Lastly, I'm going to share with you how
I discovered why my funnel wasn't converting and this is something that I think everyone
encounters. If your funnel isn't converting of course I want you to go back and look at all of
the ideas that I just gave you. Look at your offer, look at your messaging, are you implementing the
don't miss the bus strategy? But the next thing I want you to understand is your pricing strategy.
I've had clients come to me and say, "This isn't converting. Do I have to lower the price?", and I've
learned from my own experience and this is why this is so important that I share this with you.
That when people pay, they pay more attention. I remember that my course that I mentioned
to you where I just created this whole netflix jumble of all my expertise. When it wasn't selling,
I kept reducing the price, reducing the price, reducing the price, reducing the price. This
was like my life's work that I had spent months, years, compiling all this content together and
there's a ton of great content in there. It just wasn't systemized or distributed strategically.
So instead, I put it into this membership site and said it's $37 a month and what happened was,
I didn't acquire the level of client that I actually wanted to work with and it wasn't the
level of client that would actually ascend in my value ladder. If in my value ladder I know that I
want to work with high-performing entrepreneurs. When I priced my content at a low price which
there's nothing wrong with pricing at a low price. But because I was giving everything for $37
why would they ascend to a next level? So, keep that in mind before you ever think of changing
the price. More often than not, it's not a pricing issue, it's your offer, it's the messaging, and it's
the don't miss the bus strategy. Now, after creating your sales funnel you always want to be monitoring
and optimizing. Looking at where are people opting in, where are they converting, and where people may
be falling off. Do you need to change your headline? Do you need to maybe adjust your copy, adjust your
offer, maybe change the color of your button. You can always be split testing for better results.
If you need help creating your sales funnel. How about I take the heavy lifting off for you.
I've actually created some free sales funnel templates. These are some of my highest converting ones.
So, if you click the link below you can get access to my Jaxx share funnel templates, absolutely free.