What Is A Sales Funnel?

These days a lot of entrepreneurs and business owners are trying to learn everything about digital marketing. Stuff like copywriting, social media, email marketing, sales funnels, and all the other different things that are considered digital marketing.

If you like videos more you can what a video here it out here.

What I noticed is that a lot of people are confused about sales funnels, and they think that it’s too complicated. But it’s not.

I just want to give you an example of an offline funnel and an online funnel so you can see the difference. Basically, there is not a big difference. The only difference is in the word, “online” or “offline.”

This is exactly what we do here at Thor Marketing, we’re a digital marketing agency, and we help our customers build sales funnels; we manage their social media, and we run ads for them, like Facebook or Google Ads.

Let’s take as an example, a dentist. Let’s say you have a toothache, and you found his advertisement online or offline, so this was the first type of a funnel. After that, you go to his office; his secretary meets you and takes all the information about you and your pain. And after that, she’s going to take the payment information. So this was the second step of the funnel.

Then you go to his office, he’s doing all the work, and after that, he’s trying to make an upsell. He can say something like “oh, your tooth looks a little yellow. Are you smoking or maybe you drink too much coffee?”– and you’re like, “no, I’m not.”

Of course, you don’t want to have a yellow tooth, and he tells you — “If you want, I have this special treatment that will help you to get rid of this yellow color” — and you’re just saying, “yeah, of course; go on.”

When he finishes, you just leave happy without any pain, and with a white tooth. And after that, you just pay for the service that you got. And after three or six months, you come back for a checkup.

This whole process is a funnel. This is how it works online.

Let’s say when you’re scrolling your news feed on Facebook or Instagram or LinkedIn, it doesn’t matter which social media, it can even be Google. You saw an advertisement; you are really interested in the product or service; you click there. So this is the first step of the funnel.

After that, you go to the next step, called “landing page,” where you have to write down your name and email address in order to get something that that person or company is giving to you. So let’s say you wrote down your name and email address; you clicked Download. This was the second step of the funnel.

After that, they are trying to sell you something cheap — the same thing the doctor did to you with whitening. It’s your decision if you want to buy or not. On the next page, they tell you “Thank you for downloading our ebook.” Then you receive it in your email. And after that, they start sending you emails with valuable content.

So this is how it works, and as you can see, there’s nothing complicated in this process. Because you see an advertisement, you go to the next page, called the “landing page;” you write down only your name and email address; you go to the next page; there is an upsell; it’s your decision if you want to buy or not.

And after that, they tell you “thank you”, and they start sending you valuable content through email marketing.

This whole process is called a “funnel.” It’s an online funnel.

I hope that now you understand that there is nothing complicated in sales funnels. I would really appreciate it if you could share it with your friends, especially those who also think that sales funnels are complicated.

Do You Compete on Price or Value?

If you can’t be the cheapest on the market, there is no strategic advantage of being “second cheapest.”

What it basically means is that it doesn’t make sense for you to have a little cheaper price than your competitors because you will not win that way. I’m pretty sure if you’re a business owner or an entrepreneur, you are always thinking about how should you price your services or products, right? If so, how should you price your products or services?

A lot of businesses are trying to copy their competitors and be just a little more expensive or just a little cheaper. Unless you’re the Walmart in your industry, there is really no strategic advantage of being the second cheapest because as we all know, Walmart has the cheapest prices in comparison to all of its competitors.

So what can you do instead?

I’m pretty sure you’re thinking now, “Alex, but how am I going to get clients if will be the most expensive? What you can do instead of playing with pricing, you can create an offer. An irresistible offer that your clients or your potential clients will want to take. Because of the offers your clients will become your raving fans.

Look at your competitors, what they propose and what kind of prices they have. And probably you already know if you’ve been in business for a while, you know which company sells what and at which price point. If you don’t know it, do your research.

Take our core product and create an offer. You’ll add few bonuses to that product. So whenever a potential client will start shopping around and they know that they need the product or service. They will check out your product, your company, they might check out your competitors. And just because you have an irresistible offer, they’ll choose you.

So let’s take this as an example, when somebody has just a product and you have exactly the same product but on top of that, when you have bonuses around that product, of course the customer will choose you because you give more value.

So basically you wouldn’t compete on price anymore because of the value you provide and to a lot of people still don’t get it.

In my case I’m not the most expensive on the market but I’m also now the second cheapest on the market. There’s a whole strategy on how to create an irresistible offer. So guys, if you are still competing on the price, start creating offers and you will see a huge difference.

If you need my help with offer creation book a call with me and we’ll go over it together.

Cheers,

Do You Know Who is Your Ideal Client?

I made a post recently, around two weeks ago about the topic that I want to cover right now. The number one thing that you need to do before you start marketing your business. What I’m talking about, you need to know your customer avatar. A customer avatar is just a fancy way of saying your ideal client or your dream client.

What I mean is, before you start doing marketing for your business offline or online, you need to know your target audience. Who’s that person that you want to come to your place? Let’s say if it’s a local business, whether it’s a spa, it can be a restaurant, a barbershop, some kind of local business.

Who is the ideal client that you would like to work with?
You have to know their age, where they live, their interests, you have to basically know everything about that person and I would say you have to know them better than they know themselves.

So when you get all the information about your ideal client and you have it in front of you, this is when you can start promoting your products or services because now you understand whom you are talking to specifically.

You can use this information to promote your services on social media channels, especially Facebook, Instagram, and LinkedIn. You could definitely do it on the radio, TV, and newspaper but I don’t recommend you to do so unless you have tens of thousands of dollars to promote.

So when you wrote down that ideal client and you have it in front of you, this is when you can start running ads. This is when you can start promoting your products or services.

What to Do Next?
You can invest $300 into Facebook ads and this is where you can get your ideal client instead of just making an ad in a newspaper that people read in general and not everyone is your ideal client.

The beauty of Facebook ads, you can literally target everyone and everything. So it starts from the location, then age, language, if they’re married or not, how many kids they have, and all of their interests.

There’s a question that I usually ask my customers before we start working with them. Who’s your ideal client? Do you know what they tell me? Everyone. The funny thing is that majority of people tell me that.

Not Everyone is Your Customer
The problem is, everyone can’t be your customer. Even if you have a restaurant not everyone is your customer. Let’s take as an example McDonald’s or Rib N Reef Steakhouse. These are 2 different restaurants. I totally understand that everyone wants and likes to go out with friends and eat but each and every restaurant has different clients.

We are working right now with 2 restaurants, they are more of a sports bar style. In order to find out who is their ideal client the owner or the management of the restaurant tells us who usually comes to the restaurant and who would they like to serve.

We take that information and start running ads, we do some testing where we usually test the age, interests, copy, and images/videos. There’s a lot of things that you can test to find your ideal client that will react and engage with your ads or posts, which means there are people that are interested the most in your service or product.

For this specific restaurant, the ideal clients were men and women from age 25 to 34 that live in that specific area and are interested in martial arts. So it’s super important to know your ideal client. When we found out the ideal client, after that, we started running ads only to those people.

Now imagine if we didn’t know who their ideal customer is. We would just know that those are people that live in the specific city, everyone from age 18 to 65+ because everyone likes and wants to eat and that’s all. It simply doesn’t work that way. We would not get any results.

This is exactly what I see a lot of businesses, especially local business owners do. They don’t target properly, they don’t narrow down the interests and all the targeting details.

Make sure that you know your ideal client first. If you don’t really understand how it works you can send us a message or fill out the form and we personally will explain to you how it works and how you can do it for your business specifically. We will also give you the customer avatar worksheet that can help you find your ideal client.