Finishing Your Funnel

We spent 2 hours today looking at ways we could improve our sales funnel and were able to almost double how much money we make on every single new customer. This episode reveals ideas you can use to strengthen your funnel.

---Transcript---

Hey everyone, this is Russell Brunson and this is the Marketing in Your Car podcast. I want to welcome you guys to today. I don’t know about you, but it’s a beautiful day today and I’m having a good time. Yesterday was one of the most fun days I’ve had at the office in a long, long time. I want to talk to you about what we did because it’s really exciting. It’s something that everybody else should be doing in their business as well.

We’ve got a supplement that we’ve been selling for the last six months or so, and it’s been doing really well but we’re always trying to figure out ways to increase how much money we make per customer so that we can spend more on advertising because as you know, whoever can spend the most money on advertising wins in this game.

Right now, we’re spending about $30 to $40 to get somebody to sign up for a free trial, which is good and right now, what we’re doing is the trial is 14 days long so after about 14 days, actually at day 14, we’re a little bit above break even right now. It’s working good but it’s still kind of scary because we have that two week float that we’re waiting before we make our money back.

That’s where we’re at right now. We’ve been trying to figure out how do you, what can we add to make it so that we can make money for every single customer. We started looking at our entire sales process, and that turned into something where I was actually at the office last night until one working on it because we had so much fun with it.

We looked first at our sales process. We looked at people coming to our site, they see the offer, step one, we ask for the shipping, step two, we ask for the credit card. Now, what are things we’re missing? What happens about people that come to page one but they leave? We’re not following up with them.

We put banner retargeting on that page so that when somebody comes and then they leave, we follow them around with banners everywhere. That was the first thing. Then we said, they come, they opt in, but they don’t buy, what do we do? We built out a whole email follow-up sequence to try to close them.

Then if they do buy, what do we do? Some of us were thinking, “What else could we sell them?” Right now, we’ve got our supplement and we’re trying to figure out what other products we could sell. We’re looking out on the market trying to find all different things that other people were already selling to our customers.

Finally, we found a skin cream that actually related really well to it. We called the company up and within about five minutes, they agreed to private label it for us. Boom, suddenly we had our own skin cream to go with our front end supplements. Now we had an upsell. Then we went out there and tried to find some other products.

We found a website that had ten different products for people in our target market, and we called them up. Sure enough, they agreed to let us sell every one of the products that are on their website, and we get like a 75% profit margin on all these products. Then we found a couple other things we could add in the funnel.

Anyway, pretty quickly, within two or three hours of us just asking that question of what else can we do? When we look at our sales funnel, somebody comes in, what pages are they going to, what are they doing? Then we try to think, how do we maximize, how do we make each of these steps better?

What can we add here to get more people, to close more people, to convert them or to get people who leave, to get them to come back, and people who buy, how to get them to buy again, at what price points, and stuff like that? Within a couple of hours of asking those questions, we were able to change our funnel.

Obviously we haven’t had a chance to drive traffic to it yet. We just finished six or seven hours ago, but now, you look at our funnel and it’s much more robust. I think right now, we’re looking at if we get 20% of the people to take our upsell for our skin cream, our front end profit doubles. That means we could spend $60 to $70 to acquire a customer, and we’d still be okay.

It’s just interesting and it’s been so much fun. For all you guys, I want you to take a look at your sales funnels, your products that are already doing well, that are already converting, and just think, “What else could we add here? What kind of upsell could we add? What kind of downsell could we add? What kind of exit pop-up could we put in here? If we follow these people with banners if they leave, what’s our follow-up sequence look like? Do we add more messages to our follow-up sequence?”

These are all the questions you should be asking. When you start asking those kinds of questions, it makes a good sales process very quickly become a great sales process. It’s really been exciting for me and for everybody here on our team. I woke up early again this morning. I haven’t slept very much but I’m excited to get back in the office and keep on cranking it out, and doing some more because it’s just so much fun right now.

Anyway, I just got to the office. I hope you guys enjoy that. My goal for all you guys though right now is to look at your funnel and figure out how to strengthen it, and what things you can add. If you do that, that will be some money you’ll find today, and you’ll do what I tell you guys to do a lot of times. Give yourself a raise everyday.

You do that by these little tweaks, little changes  that are going to change your business. Thanks to you guys. It’s Russell Brunson from DotComSecrets.com and the Marketing in Your Car podcast. If you’re enjoying these podcasts, please, please go to iTunes or all you got to do is go to MarketingInYourCar.com and it will redirect you to iTunes where you can go and leave your feedback. We would really appreciate it, and we’ll talk to you guys all again soon. Thanks.