Hello to the Build, Live, Give podcast episode number 288. This is the solo podcast. If it’s your first time welcome, and if you love what you hear, please subscribe. I recommend listening to episode 0.5 first to guide you. And if you’re a regular, thanks for your support. I’d love to actually hear from you. I must say that there are some listeners that reach out, but I know as a podcast listener myself to always bring it when people reach out to you. And if you want to actually ask me some follow-up questions, you can do that through paulhigginsmentoring.com/questions and lodge yours and I promise to answer it. And if it’s something that I believe is topical, I’ll share it with everybody as an interview or as a podcast here on the show, please check out past shows in your favorite platform, just search, Build, Live, Give.
And a big shout out to Liz for her question today!
It’s on sales funnels, which is our key topic.
So what will you learn? You’ll learn three things.
- My definition,
- My version of a sales funnel.
- How I can help you.
And this is really quite specific to service-based businesses. Those that have listened for a while, know that that’s who I love to help and that’s what these Sales Funnel designs are for. So, if I take you back briefly mid 2020, I was going okay. I was getting a lot of people in my membership program, which is the Sales Machine, but I was really struggling to close high ticket offers. And what I was doing was being a sales mentor, but I think what I was doing is sort of offering people hope, right? I wasn’t giving people tangible benefits and I engaged a beautiful lady called Mary Henderson from Mary Henderson Coaching and she helped me to build my Sales Funnel.
And that’s what I’ve been using that has brought me in excess of $300,000 USD in revenue, just for the second half of 2020. And it continues this year.
So, what’s my definition?
A Sales Funnel is each step that someone takes towards becoming a client. I know that’s not earth-shattering, but that’s how I like to define it. And really there’s sort of key stages:
- Sales calls
- Follow up
- The sale
And my version of it has got seven components and I’ve played with it a little bit. This is what is working the best at the moment. And I’ll go through each of those seven components. So you can assess that versus what you’re currently using and hopefully add components that aren’t there.
So let’s kick off with step Number One, it’s Methodology, right?
And I think the most important thing is that you really want to leave people with something, there’s so many people out there that promise the world and don’t deliver it. Right. What I learned is that I was promising a lot, but it wasn’t easy to package up and put it in front of people. So your methodology is really that, it’s saying, these are the things I’m going to leave you. And if you go to my profile, you can just shortcut as blgprofile.com that’ll take you straight to my LinkedIn profile or just search Paul Higgins Mentoring. And what you’ll do is you’ll see mine.
So it’s got three components and then it’s got five steps under it. So 15 in total. And what it does is it helps me to sell to that. So I’ll say specifically, this is what you’re going to get. And it also helps my content strategy, right? Because one of the components, so 2.2 under that is Sales Funnels. So it helps me to create content like this because it’s under the structure. Okay. So that’s the methodology and it’s critical We get that upfront, once you get that, right. Then that is what is used in all the rest of the steps, right? So that’s why it’s number one.
Number Two is some Value Adds
What do I mean by that? So when you’re reaching out to people, maybe on LinkedIn email, it’s great to give them something of value that helps them. So for example, I’ve got a little video on how do you improve your LinkedIn profile. I’ve got one on How you’re doing engaging posts, I’ve got others, right? So when I see a profile and I see an opportunity, I always ask permission for it, but then I send them that. So that’s an example, that’s number two.
Number Three, it’s like a value add, but I bucket it in and it’s something separate called Assessments
And you’ve all heard quizzes, assessments. I think that’s so much more rewarding these days than just a boring PDF.
We use Lead Quizzes as a great platform, there’s lots of them out there. You can use Typeform, you can use others, but what my assessment looks like is 14 questions that you can answer in three minutes. And it’s based off that methodology, right? It’s creating a gap analysis for people to say, this is what I think you should have. Have you got this or not? Right. And at the end, it’s giving them real value because what I do is give you a score out of a hundred. So you’re going into four brackets. And then based on the bracket, I’ve got a specific video, a specific call to action. And ultimately it’s a call with me, right? So the call values at $500 USD, but it’s a free call and it’s not a sales call. It’s a specific call to go through. These are the things I think you should do. And I want to put it in context with them. That’s why I have a sales call. So you can go and see mine at paulhigginsmentoring.com/assessment.
So before we go into step four, I’d like to talk to you about DUBB. It’s an all in one sales and marketing video platform that helps to attract, convert and retain more happy clients. I use it this week to set up a sales page for clients. So when I did some outreach, they go to one place and it’s got all those value adds, a case study all on one so they can see the information on one page. It looks great. So why not check it out for yourself? Go to buildlivegive.com/dubb.
Okay. So, so far we’ve gone through the first three. So we’ve gone through a number one methodology we’ve gone through value adds and number three is assessment. That’s what we’ve gone through.
So Number Four is Masterclass
And some people call it a webinar. You can call it whatever you like. But my definition of a master classes is where you’re showing people what would it be like to work with you? Okay. So I’ve got one for the sales machine. I’ve also got one for the accelerate, which is my group and one-on-one mentoring program. And what it does is just take them through some of the pain points they might be experiencing, what I’m constantly helping people with. Then some solutions for that: it could be, one of them is 10 minutes, the other one’s 20 minutes, but it’s something short that they can watch before they get on a call with you.
The most important thing there is that they pre-qualify themselves, whether it’s going to be right for them. So they don’t waste your time or theirs. And the second thing is it actually reduces the amount of time you spend in the discovery call talking about the program itself, right? You really want to understand them. So that’s step four.
Now Step Five is the Discovery Call itself.
And if they haven’t gone through the assessment, what I do is just a gap analysis, right? So it’s similar to the assessment. There’s 14 questions. And I just ask them to answer yes or no to these questions. So I did one today and someone had 50%, so they knew they had gaps in their process. And they’ve got an opportunity to work out whether they want to do it, fill them themselves or whether they want to get help. Okay. So it’s really helping them to self diagnose also on the discovery call. What I do is really get into why. So I did a podcast recently and I can’t remember the name. I should be able to get it, but I can’t, sorry about that. But if you go back and go through the five whys, it’s really going deep five times as to what it really means to them. And ultimately that’s what you want to get to, right. What’s it personally mean to them? Does it mean that they’ve get cashflow to get a mortgage if they’re renting as an example, but what’s it really means to them because I think, yes, the result is important, but the result is just the top of the funnel, not the bottom of the five whys.
Number 6 is the Investment Course.
I like to break them out. There’s a discovery call. Yes, they’re committed, they want to find out more, but I don’t talk dollars and cents and investment until we go to an investment call, and the investment call, I go back and really understand what they took out of the discovery call, any key questions they’ve got outstanding. So I’m basically covering off all objections. Then I go through what it’s like to work with me. So I actually take them through exactly what it’s going to be like. And then finally I say, well, this is the investment. And in the discovery call process, I’ve got what the reward is to them both personally and also in a business context. So I make sure that it is related. So it’s got our return on investment decision and the investment call, not a cost based.
And then the last one Step Seven is the Proposal.
Okay. And we use a software called Better Proposals. It doesn’t really matter what you have, but it’s the most important thing I think is what they’re going to get out of this, how you work, some case studies of people like them that have had success before and what the investment is. Right. So I think that’s really important. And the last one is terms and conditions.
So let me recap just one more time. So we’ve got 1. Methodology. 2. Value Adds. 3. Assessments 4. Masterclass 5. Discovery course 6. Investment course, 7. Proposal. So if you’d like for me to help you build yours, and if you’d like to find out more information, because I know you’re probably listening to this at the moment, and it’s easier to grasp conceptually, but if you want to say the specifics, you can email me at [email protected]
So three key actions for today.
- Assess your current sales funnel. How many steps have you got in it? What does it mean? How can you use digital? As much as you can to make it easier for the client. First, the prospect and your prospective client, I suppose.
- Fill in the gaps. So what are you going to add? You know, add a masterclass, you’re going to really go deep into the discovery, call around, those, yes, no questions, etcetera.
- Contact me for help. Right? That’s why I’m here. That’s why you’re listening to this.
So you can get all the links in the show notes at paulhigginsmentoring.com/podcast, episode 288, or on the app you are listening to right now. I recommend the pocket cast app, but all apps are a great listen to episode 0.5. If you’re new it would really give you a great overview. And if you want to know more about my assessment which really helps you to work out. If you’ve got the sales machine to meet your aspirations or ambitions, go to paulhigginsmentoring.com/assessment.
Please connect with me on LinkedIn. That’s where I post a lot. That’s where I love to do a lot of my content. If you know someone interested in Sales Funnel and they would get value for this, please share with them. They would love you for it. And remember to ask those follow-up questions, just like Liz did, who bought up the sales funnel. Thank you, Liz. So once again, go to paulhigginsmentoring.com/questions.
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