4d • General discussion
Let's talk about sales
I get a lot of questions about sales and I've been designing an optimised sales funnel for a while now and I'm hoping I can push myself to start testing it out soon, but I figured why not give you guys a sneak peak into how it would work in case it will be helpful for your business.
Okay first off sales funnels are only really useful if you are starting to or wanting to sell at scale, so if you're not at that stage yet, don't stress yourself out. I started my business over three years ago and only feel like maybe now is the time to really push things to the next level.
My special sales funnel (currently in theory, testing soon)
Step 0 - Be constantly present on social media building my trust and authority (in progress)
Step 1 - Create/advertise a highly engaging, high value, curiosity driven live masterclass (30-60 minutes) This will be for free, targeting my ideal clients, they are the top clients I want all the way at the end of this funnel, but you will get a lot of other people coming through that might not be as much of a qualified lead. Sales is a numbers game. I will use organic reach and paid ads to get people signed up to the masterclass and reminders to have them show up. I have not been great with email marketing in the past, but that is also something I want to improve this year.
Step 2 - Run the masterclass and tell people there will be a bonus gift for people that stay to the end (and also need to be on the live call, this will help in the messaging ahead of the call to increase show up rate) The bonus gift will be an AI diagnostic prompt to help them identify their personal and business weak points and where AI could be most valuable as well as identifying the opportunity cost of what would happen if they were to delay taking action (this will create a bit of urgency which will be important later)
Step 2.5 - At the end of the masterclass along with the AI diagnostic prompt, give them a second bonus (always trying to overdeliver) and invite people to book a free 30 minute AI diagnostic call with me (this is a sales call, but there are lots of names for sales calls now because people do not want to be sold to, but they do want their problems solved and are willing to pay for the solutions. Other names for sales calls you might have heard of; A discovery call, a strategy call, an intro call, a consultation etc)
Step 3 - Send them the prompt and ask them to complete it ahead of the AI diagnostic call and to show up ready for the 30 minute 121.
The elements of a sales call are as follows:
Discovery - ask questions to learn more about their situation, problems, goals etc
Pitch - which of your offers matches their needs, tailor it to them based on what you learned in discovery
Close - Collect payment details and onboard them or if you have to, book a follow up call if they need time to think about it and you can't roll that objection.
If you are selling B2B it is less likely to be a one call close btw, B2C has a higher chance because the decision maker will be on the call in most cases. I am trying to sell B2C for this funnel.
For the discovery section, it is critical to ask the right questions, knock down the beliefs holding them back from taking action and lining things up to position your offer as the solution to their problem (if it actually is, if not, politely say you can't help, don't sell things you can't deliver). And when speaking to executives which is the case for my offer, sometimes they don't want to dig into the emotion of their issue or the pain its causing them, but that is one of the best ways to help someone make a change, because the pain of staying where they are is greater than the pain of paying the money for your offer. If the opportunity cost is not obvious to them they won't buy, people keep themselves stuck a lot of the time out of fear.
Step 4 - prepare for the sales call (I will block out 30 minutse for them, but leave 45-60 minutes for myself before my next call in case the prospect is very promising and closing them on the call is more likely) You may learn in discovery they are not a qualified buyer if so switch gears from trying to sell to them to going on a fact finding mission gathering information that might be helpful to adjust your messaging in your masterclass ad, the presentation or future marketing. Every call and conversation can be valuable and no matter what try to use that time to help them, because even if they might not be right to work with you, they could recommend you to someone else.
Step 5 - run the call, be as curious as you can be about their life, challenges and goals and do everything you can to help them.
I have multiple offers at different price points so I can adjust my pitch based on their needs, BUT for this funnel, my target would be to sell my two day AI Leadership Accelerator program (current price I am working with is £2.5k)
So assuming I sold them on that program and got them booked onto the next cohort we move onto step 6.
Step 6 - give everyone who signs up to the two day AI Leadership Accelerator VIP treatment, a 121 onboarding call to make sure they are set up, check in emails, a survey (to gather their starting point to compare at the end for ROI and proof of results) and a personalised workbook with prompts for them for the sessions.
Step 7 - Run the two days and before the lunch break on the second day, pitch your Level 10 offer (this is something SUPER crazy valuable that is priced £10k or above). The way you run the two day accelerator is showing them all the things they need and can do, and creating some of them together so they know how to put it into action. For 80% of people this is going to be just perfect, but for 10-20% they are going to want some more help or they are just so busy they would rather pay someone to do it for them. (make sure you have an offer to capture those people, because it is possible 10% of your clients will be 90% of your income, so don't miss out, by not having a higher offer)
So for the pitch before lunch you explain what things will be like for them following the program, they will know what they need to do and how to do it and you say if you want me to do it all 'for you' or 'with you' I have this offer. To add urgency you say if you sign up by midnight tonight I will credit your entire investment from the two day accelerator to this offer so instead of it being £10k, it would only be £7.5k if you take action today.
***Remember the people that you want for your Level 10 offer should be the people you are trying to attract from the advertising of your masterclass at the beginning. Use AI to help you build backwards so you get your messaging correct and attract the right people.
I want every experience they have with me to be fun, relaxed and high value.
I've got a bunch of other intricacies planned for this funnel to make it work and to get lots of testimonials and referrals throughout the process, but this is a rough overview of how I plan to focus and scale my efforts.
Also I will break down the finances so you can see how I plan to earn £50k/m in the next year. And how you could potentially scale one of your offers to do the same.
2 day accelerator = £2.5k (maximum 10 people per cohort, run twice a month)
Lets say I get to 8 people per cohort twice a month, 16 people x £2.5k = £40k
Lets say 1-2 people sign up for the level 10 offer each cohort, so maybe 3 people each month at £7.5k (with the discount applied) = £22.5k
+Other AI training, AI coaching and public speaking on top £5k-£10k/m.
You could get to well over £50k/m just working as a solo entrepreneur.
AI, automation and now AI agents will make not just £50k months possible, but eventually a seven figure business all by yourself. Even if what you are selling is not AI, AI can help you design and build the perfect sales system for your dream business and life.
Food for thought.
If you have any questions let me know!
Architect Anna
0
1 comment
Let's talk about sales
powered by
skool.com/architect-anna-1516
Where strategy, creativity, and resilience come together. Your blueprint for a better life.
Suggested communities
Powered by