As business owners, we are always looking for a new solution or chasing a shiny object, when a lot of the time there’s a ton of opportunity sitting right in front of us. 

Over the past few months, I have been on the frontlines creating strategies for our Elite clients. Working on these strategies has made me realize that what’s simple to me, might be the missing piece for some of you. 

Connecting your funnels and offers is a simple, yet crucial step in making more sales. In today’s episode, I’m sharing how to weave your funnels together, why this generates more sales, and what questions you should be asking to ensure you are providing your customers an absolutely epic experience.

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READ THE EPISODE TRANSCRIPT

Emily Hirsh:

I think we do a lot of things and we are always looking for a new solution or a shiny object, when a lot of times there’s a lot of opportunity just sitting right in front of us. 

You are listening to the Not for Lazy Marketers Podcast episode number 443.

Hello, my friends. Welcome back to the podcast. I am so busy. Life is very full right now and we have experienced some cool growth in Hirsh Marketing in the last 90 days. We’ve actually doubled our client roster, which is so exciting. And I’ve been onboarding all of our clients into our elite done for you program. And so I’ve been doing like probably three to five strategies a week for businesses. And so some days my brain is like super fried, but I just get so fired up, like going into these calls and being able to create these custom strategies. And I just did a post recently on social media. I was like, I’ve really burnt things down to the ground and rebuilt it over the last 90 days. And there’s always like a delay when you’re experiencing issues, getting to that other side of those.

And so we’re just finally kinda reaping the benefits of the last 90 days of work. And so it’s been busy. We’ve anytime you push growth in a business, you have to expand and hire and update processes and just continue to tighten those things up. And so we’re in that season right now, but we’re sitting at like a 95% client retention rate this month. I think we’re at 1.5 million in revenue that our clients collectively have generated in the month of September in three weeks. I’m just blown away, blown away today by everything. I wanted to talk about a simple strategy, a simple concept that I think can make you guys more sales. And I have so much inspiration from all the strategy calls I’ve been doing. And it’s funny, I’ll do an episode. And then someone who I did a strategy call with will be like, oh my gosh, you talked about our thing on your podcast.

<laugh> yeah, you guys gimme all the content. And so this was something that I just talked about in a strategy call today, actually. And I, it felt like a simple thing. And she was like, I never thought of that before. Like I’ve never thought to do that. And it made me realize probably a lot of people are thinking this. And so one thing I’m noticing is that a lot of people have kind of siloed strategies. They have siloed funnels like a webinar funnel and it sells this program. And then they have, you know, an opt-in funnel and that’s supposed to go to a high ticket sales call. And the thing about that is it’s so simple, but people don’t do it, it is connecting those funnels to each other. And so today I mapped out a really cool strategy that really lit me up.

And what we ultimately did was we had two different funnels and within them we created pathways to the other funnels. So one of the products was only $300 and then the other product was $5,000 high ticket. So both of those need to be sold in like a different experience. So one of ’em, we’re gonna do a self liquidating offer funnel leading to that $300 offer, and then the other it’s a high ticket funnel. So we’re putting a call application on the thank you page of a lead magnet, but they can go together. And so what we did was the $300 offer. We’re gonna connect it to the high ticket funnel. And so basically anybody who buys that $300 offer, there’s gonna be an email sequence that happens three to four weeks down the line that pushes people to that high ticket funnel. And then anybody who comes in the lead generation funnel and books, a call or applies, or doesn’t do that.

They’re gonna be connected actually to the $300 offer product, right? And it’s like, it, it creates this whole ecosystem of connecting the different things. And I feel like in a lot of the strategies that I’ve looked at, people aren’t doing that and where this comes from is taking a step back and asking yourself, how do I create that really epic experience for my lead, for my ideal customer. Like when they come in, how do I create this experience with probably what you already have available to you, or you’re already planning on creating. And so one of the cool things that I like to do, if it’s relevant is when you sell like a lower ticket digital product, if you have that, you can have a delivery email sequence. So like after they actually become a paying customer, that goes pretty far down the line, like our done for you program that I recently shut down, we had a 90 day delivery sequence that actually looped people back to our application, way down the line.

And so what you have to think about is, and I asked this question on the call. I said, okay, when someone buys this $300 product, when is about the time that they start thinking, I might need more support, they’ve either not used it or they’ve used it. And they love it. Like how long do they need to get that experience? And she’s like, oh, probably like two or three weeks. And I said, okay, between weeks two and three, we’re gonna do like a four part email sequence driving those purchasers back up to your application and specifically talking about things like maybe they haven’t gone through the whole training and they need higher level services, or maybe they have, and they need that higher level offer. And so you, if you look at it constantly through the perspective of an experience that answers a lot of strategy questions for you also in that note, I think you’ll make a lot more sales.

If you don’t silo your funnels. And I did a podcast recently, like maybe last month on this, but I think there’s a lot of opportunity lost when people sell high ticket where there’s, there’s this kind of goal out there for people selling high ticket, that they only wanna sell that. Right? Cuz they’re gonna make a lot of profit off of it. A lot of people love high ticket. It’s great, right? I sell high ticket, but the reality is no matter what you do, 90% plus of the leads and the audience you build into your high ticket funnel, they’re not gonna be ready for that offer. And so if you have something super easy, like a digital product that you create it one time and it’s created and you can capitalize on things you’re already doing, like you’re already bringing leads into a funnel and you’re already driving them to an application to call in an offer.

But 90% are probably more like 95% of people that come in, aren’t gonna be ready right away. Now they might be in like six months for that high ticket offer, but they may, they’re not gonna be ready right away. And so what are you gonna do with those 95% of people that you’re likely already paying through time or ad spend to bring into your world, you connect them to other offers and you make it a really great experience. And you ask yourself if somebody isn’t ready for my high ticket offer, what could I serve them with? What could I give them with? And what would that timeframe look like to be able to help them get to being ready for my next offer? So overall you’re gonna make more sales and more revenue because you’re already paying for these leads. You’re already paying for this traffic.

So when we look at this client, I’m like, if we run this slow funnel and we go to this $300 offer, and then we don’t do anything with these people, like we’re already paying for this, right? We are already paying to get the sales into her front end. Like I think it’s $17 offer. We’re already paying for that. And, and some of them are gonna upsell a good portion of them. Aren’t gonna upsell, but what’s gonna happen is after they buy that $300 product, maybe 1%, maybe 2%, it’s not gonna be a huge percent, but those people are gonna be like, I want more and we wanna make it an experience. That’s so easy for them to take that next step. Not like, oh, well just, you know, come search or like dig into my Instagram and figure out how you can get more. We wanna show up with the answer right when they need it.

And so we’re gonna build out this email sequence. Another cool thing we talked about is actually in the delivery of this offer when they, when she delivers it, we’re gonna tie into the back end. So when they log in to look at that or to get access to that product within there is also gonna be a button and a clear call to action to go to her other funnel, basically. And then on the flip side, the application funnel, we are tying in the $300 offer for people. So it doesn’t matter what your funnel is like. You could have you know, a webinar, you could have a membership site and a $2,000 product. Like those two things can be tied together. You could have a, you know, $47 product and a $1,000 product, both sides of it can be tied together. And I think there’s actually so much opportunity in customers that you’re already getting to, obviously if you have the offer.

But I think sometimes we forget that customers that we’ve already brought on in one capacity or another. And we’re like, okay, well, you know, we sold them, that’s it. And we don’t do anything else. And there’s actually a lot of opportunity to be able to sell those people into something else, potentially. You know, some of my customers from way back when I had my ignite course are now in our elite program. And it’s because we’ve done outreach to those people and we’ve specifically continued to nurture those relationships. So this is a really simple tip, but one thing to think about and ask yourself is like, do you have a bunch of kind of siloed strategies that if they were really working together, would it increase your sales? Do you have multiple funnels? Do you have multiple offers, which I’m not a huge fan of multiple offers, but sometimes it makes sense.

And especially if it’s in your value ladder and, and they’re gonna support each other and support the goal of the business, but most importantly, going to the same ideal customer, do you have that? And you’re not connecting the two of them. And then finally step back and ask yourself about the experience because you wanna know how you’re gonna sell more. You’re gonna ask yourself, how do I serve my audience? So when I asked her that question and said, exactly, after someone buys that $300 product, when are they gonna need support? When are they gonna likely hit a wall? And she said two to three weeks. That’s how we decided the series. I didn’t just pull from temp some template and say like, okay, after you sell a product, then seven days after you have to have five emails, it, this is how you customize a strategy.

You have a core marketing foundational principle, which is upsell people, right? Follow up with your customers. And you combine that with what is the experience they’re gonna be going through and you connect with them about that, and you’re gonna do that even deeper in the messaging. So when they go to, when we go to write those emails, it’s gonna specifically address components of where they might have gotten stuck in her $300 offer where they maybe didn’t consume it, what they need next, and we’re gonna speak to those things. So that’s how you customize a strategy and you customize a strategy by focusing on the experience you’re trying to create. So take a pause today and ask yourself, like, is there opportunity in what I’m already doing? And I’m all about that for clients and myself too, is I think we do a lot of things and we are always looking for like a new solution or a shiny object. When a lot of times there’s a lot of opportunity just sitting right in front of us and available right in front of us. So pause and ask yourself that question today and see if you can create opportunity to create, you know, a more cohesive experience and strategy, but it’ll ultimately lead to more sales for your business. All right, you guys, this is a short episode, short but quick episode. Thank you so much for tuning in today and I’ll be back next week.

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