Ask any marketing professional and they’ll tell you it’s far more expensive to convert a new customer than to increase the value of an existing client.
Here’s something else the most successful business owners know: The customer who has purchased recently is much more likely to purchase again—even if “recently” was only 10 minutes ago. That’s why upsells and downsells are so prevalent in every purchasing flow, from Amazon to Zappos.
And that’s exactly what your sales funnel is designed to do:
• To increase the value of your average customer by strategically offering additional or related products
• To make the right offer at the right time (creating a “no brainer” sale your clients can’t resist)
• To make the most of every tool and strategy at your disposal
Here are the five steps to follow to construct your own simple online sales funnel.
1. Create a great landing page.
Your website’s landing page is the first impression potential customers will instantly have of your business. oline generic propecia Therefore, take time to make sure that it looks great. A good landing page will also encourage visitors to sign up for some sort of list, or subscribe to the website. This gives you that all-important contact information, which becomes your first line of communication.
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2. Present a front-end offer.
The next step is to present potential customers with the opportunity to buy a product or procure your service. When constructing your main front-end products and associated upsell offers, you should be engineering them with the additional mindset of . . . how will this help create more desire for the next [backend] offer [you’re] going to present them with.
In other words, at this step you should be “pre-selling” on the next step in the funnel.
3. Give an upsell offer on the back end.
Offer your customers who just bought or are about to buy a product or service the opportunity to upsize, or upgrade, that service. For example, create an offer that will deliver even more benefit to the customer if he or she upgrades. This strategy is called an upsell.
Consider this the steak dinner to the regular offer’s appetizer. You are offering your customers more substance if they choose to upgrade. Of course, that also means you make more money because an upsell typically involves a larger or more expensive item or service.
4. Offer a downsize option.
In the same way that you encouraged customers to upgrade services in the upsell step, this element of the funnel calls for you to offer a downgrade option to certain customers.
No, a downsize option doesn’t represent a failure and should not be looked upon as the loss of a sale. Instead, consider this a way to keep a customer unable to buy from you due to budget constraints. Keep in mind that those constraints may change. Be considerate and offer cheaper options for these individuals to keep them as potential customers.
5. Keep it going.
The last step in the sales funnel is to keep your momentum going. Follow up with all the new customers you have acquired and ensure they are happy with their product or service. A great way to accomplish this is to offer a membership-based rewards program. This will allow you to remain in contact with customers, giving you the perfect means for telling them about new deals and services.
You very likely already have a sales funnel in place. In fact, if you’re selling anything online, I can guarantee you do have a funnel—but unless you’ve designed it with some specific goals in place, it’s probably not doing its best work for you.
Written by : Nikki Woods
I teach entrepreneurs and influencers how to grow their business to 6 figures+ by leveraging the media and monetizing their expertise.