Hey everyone!
Jason here, digital marketing consultant and this sales funnel strategy guide, you're going
to be getting proven B2B sales funnel template, and traffic strategy for generating qualified
leads for your services based business.
So if you're an entrepreneur, freelancer or consultant, this sales funnel is for you.
Make sure you check out the timestamp table of contents in the description to jump around
this video, along with some other helpful links and playlists, that I'm going to be
referencing throughout this funnel guide.
And you'll notice as we go through this, this B2B sales funnel is going to be a little different
than some sales funnels you've seen in the past.
And it's simply because it's designed to get us off the hamster wheel of spinning a bunch
of time and energy, trying to get clients.
And then all of a sudden we get overloaded with work and then we finish the work and
then we have to start the cycle all over again, especially as freelancers and consultants,
it's a terrible hamster wheel that I see a lot of people fall into.
So I want to make sure that we avoid that.
So here are the five steps, the sales funnel you're going to be able to copy for yourself.
The very first step is traffic and we'll get into why we actually need to start with traffic,
beginning with the end in mind, then we're going to have our offer.
We're going to be building rapport.
We're going to book.
And then finally, we're going to close, well, you know, hopefully close.
At least get them on the phone and then well, I’ll leave the closing up to you.
So let's go ahead and dive in.
The very first step is traffic.
And the reason we want to think about traffic before we put together a sales funnel, is
we need to remember that the whole purpose of this is to build trust, authority and rapport,
so that the sales process is easier and smoother, when you're on that sales call way at the
end of the day funnel.
Now to make sure that this is successful, we need to think about what's the first touch
point, that a potential customer or client has with our funnel.
And so this is why I recommend starting with content, but you can also do ads and I'll
go through the pros and cons and a hybrid version.
So you have three options here.
The first option is content.
So you're going to make a video or a blog post that just demonstrates that you know
what you're talking about and the best way to demonstrate it, is by solving a small problem,
for your ideal customer.
So you don't have to solve the same problem that your service solves, but you can think
about something that they may be struggling with, now that you can give them a quick win
or an “awe-ha” moment through your content.
And if you want to learn more about how to structure your content, come up with content
ideas.
The first video link in the description, is a content marketing 101 plan, that will actually
walk you through how to create pre sales funnel content.
Now, the second thing you can do, is run ads.
Now, the great thing about running ads is unlike content, you can see results within
a few weeks, where content, while it is on autopilot will take a few months to start
bringing in clients and customers.
So the awesome things with ads is, it gives you a much faster result.
The problem though, is it's very hard to demonstrate your value through an ad, and you're not going
to have very much rapport building.
So your email sequence that we talk about later has to be really strong, if you're doing
cold traffic and ads versus using content.
Now a great hybrid model, is actually promoting your content and then using ads to remarket
to people who've already engaged with your content.
So that's kind of the best of both worlds, where you have the power of content marketing
and you're using advertising to speed up the process of views that get to your content
as opposed to waiting for it to rank organically.
So that's the very first step of our process.
The second step of the sales funnel, is crafting an opt-in offer, where we can collect their
name and email.
Now, I know we want to get them on the phone at the end, but we don't need to ask for the
phone number right now, because there are a large majority people, who just don't want
to talk to anybody yet.
They're not ready to hop on the phone with you.
Those who are ready to hop on the phone with you, they'll fill out your contact form and
ask for a call directly.
Trust me, that's, that's how it works.
So for everybody else, the other 99% of people, we're just going to collect their name and
email by offering, making an offer to get them into our sales funnel sequence.
Now what's very important, is there are three types of offers you should make.
And these are the only three that I recommend for this type of B2B sales funnel for services.
Number one is an audit.
Number two is a webinar and number three is a tool.
So I'm gonna go through each one of these.
Number one is the audit.
And the reason you want to do an audit is, because we want to agitate whatever problem
they have, right?
Chances are you have a service that's going to help them get from where they are, to where
they want to be.
So we want to show that where they are, is a lot worse than they thought, and they really
do need some help, getting to that next level or getting to that next step.
An audit or a checklist is a great way to do this, because it forces them to go through
how you would evaluate their situation.
And hopefully by the end of it, they see, “Oh my gosh, I didn't realize how bad this
was” right?
Now, we don't want to make things up or make them feel terrible about themselves or belittle
them in any way.
That's not what we're doing here.
The audit is simply to show them, help them see the reality of their situation and help
paint a picture that their situations a little worse than they thought, and maybe fixing
it rather sooner rather than later is a good idea.
Now, the second type is a webinar.
And this is one that I actually don't recommend doing right off the bat, simply because webinars
take so long to put together.
But if you're interested in putting together a webinar, there's a link in the description
to a full playlist that walks you A to Z and all of the little steps in between to writing
your webinar, putting together the slides and which software to use all that fun stuff,
link in the description.
And then finally, number three, we have a Excel sheet or Google doc.
Now I know most people don't like putting these together.
You can go to Upwork or Fiverr and essentially pay 20 to 50 bucks to have someone put together
a tracker or a calculator.
So this is a great way, if you're dealing with numbers at all in your business, for
example, as a marketing agency, we deal a lot with advertising.
So one of the things that we're actually working on putting together is a calculator showing
how much they're losing on their ad spend because of the inefficiencies in their advertising
account.
Now, obviously this isn't going to work for everyone, but the point is whatever tool you
put together, it should help show them where they are.
And then the huge gap between where they want to be.
And of course your service or product is want to fill that gap.
So I hope that makes sense.
Make sure you comment below if you have any questions or you're struggling with coming
up with an idea, for an audit or a calculator for your business.
Once we have that offer, it's time to build rapport, right?
So hopefully we've gotten their name and email.
They've seen our ad or content, and they're engaging with one of our three offers.
And now we have a five email sequence, that we're going to build rapport and help agitate
the problem and show them how much better their life is going to be, as a result of
purchasing your product or service.
So this is how we warm them up for the booking and of course the call.
So the very first email in our sequence is here's your audit.
You link to the offer that you made, or here is your calculator, or here's a link to your
webinar time, whatever the offer is.
And then you go ahead and have three to five bullet points, why it's awesome and how it
will help them achieve the result, that they're looking for or how it's going to help them
avoid traps that a lot of other people fall into.
Now for the second email, we're going to be talking about the biggest challenge they face.
So talk about how hard it is to achieve the result, that they're trying to achieve, and
then debunk some common myths and these myths should be tied to buying objections.
And you'll actually introduce your paid offer, which is of course of booking a strategy or
discovery call with you.
Now the third email, we're going to do, a story of success.
So it's a story of yourself or previous client of how working with you, help them achieve
the result that they were looking for.
And then the next two emails are big benefit one and big benefit two.
These are pretty much the same format we're just going to be talking about different benefits
and pain points.
And what we want to do, is focus on how our service can help make their life easier and
paint a really clear picture of, “Hey, this is what happens, if you don't take any action.”
And then “This is what happens, if you do take action.”
And so with these five emails, you're going to build rapport and you're going to have
an each one of these you're going to, with the exception of the first one, you'll be
asking them to book a free discovery or strategy call with you, to see if you could be helpful
in solving their problem or taking them to the next level.
Now what's very important here, is if you're doing a webinar, your webinar call to action
is actually going to be to book a strategy call with you.
So emails two through five would come after your webinars.
So just a quick asterisk, if you're doing a webinar.
So with that, you're ready for step number four of your BTB sales funnel template, and
that is booking.
So there are a couple of software options we have here to help automate this process.
Because something that has caused me a lot of headaches, is the back and forth emails
of trying to schedule a call, especially in different time zones, right?
So are two apps that I recommend or programs that I recommend using, Book like a boss and
Calendly.
They both offer free to start plan, so you're not going to be paying, you know, 10 or 20
bucks a month out of the gate.
And essentially what this allows you to do, is set up a calendar.
So when you drive people to your booking page, or you can drive them directly to these programs,
they can just choose a time slot that works for them and will automatically figure out
all that time zone stuff.
And then you don't have to worry about the back and forth emails.
This will save you so much time.
I can't stress this enough.
Now the second part of the booking process, once they've chosen their time and their time
slot, of course you can do 15 minutes, 30 minutes, 45 minutes, however long you want
the call to be.
You can go ahead and use Google forms, to set up a pre-strategy call survey.
Now, this is very important, so important.
Please, please, please, don't skip this step.
This is how you're going to pre-qualify people who get on the phone with you.
You want to have three to five questions max.
You don't want to make this like a 30 minute ordeal, for the someone who's going to get
on the call with you, but you do want to make it so, that you have enough information to
know whether or not this is a good fit.
So for example, on our pre-strategy call form, we actually have a question that asks, what
is your marketing budget?
Or how much have you spent on advertising in the past?
This gives us a ballpark of what their budget is.
And most importantly, it lets us know, if any of the services that we offer would be
a good fit.
Because if someone only has two or 300 dollars a month to spend on ads, well, then we're
probably not the best solution for them.
So we always want to make sure that we're not wasting our time.
And arguably just as important, you don't want to be wasting your prospect's time.
Because it's disrespectful to them, getting on the phone knowing, that they're not going
to be able to afford your product or service, or they're not a good fit.
So make sure one of those questions is making sure that they are actually going to be a
good fit for your product or service.
And finally, we have the close, and this is where you're actually getting on the phone.
And this is the first step in the process.
This is what makes us so great.
This is the first step of the process, where you have to take your individual time, right?
So at every point before this, we've leveraged power of technology, you haven't had to use
any of your personal time.
You've been off working with other clients or making more content or testing your ads.
And now you're only getting on the phone with someone who's gone through your entire sequence
already believes that you can be valuable to them.
And you've pre-qualified them with the survey.
So you know that they might be a good fit.
And of course the two big tips I have for you here, this could be a video in and of
itself, is of course, make sure that you show up on time and remember that not everyone
is going to be a good fit.
Nobody has a hundred percent close rate.
And it's just natural to begin to learn about who's coming through your sales funnel.
And what's really cool is after 5 to 10 sales calls, you're going to have a pretty good
idea of what you need to change earlier in your sales funnel, so that you get more of
the right people and filter out those, who aren't a good fit.
So thank you so much for watching.
I hope you got some value out of this video.
If you did, go ahead and hit that like button and subscribe for more in-depth sales funnel
strategies, just like the ones covered in this video.
Remember to check out the timestamp table of contents and some other helpful links to
help you put together your B2B sales funnel.
So hit that like button, subscribe and as always, keep building the business you love.