4 STEPS TO A BUSINESS COACHING Sales FUNNEL with Torie Mathis
You’re definitely not alone. Many business coaches fail to properly plan out their sales funnel, and it shows.
Is your sales funnel suffering from any of these?
- Your opt-in incentive that doesn’t appeal to their audience
- Your follow-up emails don’t flow naturally from their opt-in
- Your messages are unbalanced—either too many sales pitches or not enough. Even worse, the offers don’t match the market
Making these mistakes is common, so if you recognize yourself here, don’t feel bad. The good news? There’s an easy fix.
Let’s go through the 4 steps to fix your Business Coaching Sales Funnel:
Step 1: Survey your market
All too often we think we know what our coaching clients want, but in reality, we’re simply guessing. We make the mistake of believing that we are our market, but that usually is not the case.
The only way to know for sure what your prospects truly want and need is to ask them directly. You can set up a simple survey (even a Google form will work) and ask your blog readers, social media followers, and email list to give their opinion.
You can set up a simple survey and ask your blog readers, social media followers, and email list to give their opinion. Another place to ask is your current client lineup. You can send them your survey or send a request for feedback, and ask the same or similar questions.
Do this right, and you’ll know exactly what you should be offering your audience, plus, you’ll know what language to use on your opt-in page and in your opt-in promotions.
Step 2: Create your opt-in
Now that you know what your potential coaching clients need, it’s time to create your opt-in incentive. Keep in mind that readers today seem to prefer simple, easy-to-digest offers rather than 200-page eBooks or 7-part video series. This makes your job quite bit easier, too.
Some effective options for your opt-in offers are:
- Resource guides
- Video training
- Audio downloads
Choose one or two of these that best suite your potential coaching clients needs from the survey. Make sure the format fits the type of content and how your prospects learn. If you are not sure, ask these question in your survey or feedback request.
Step 3: Map out your autoresponder
Every good opt-in offer should be followed up with a series of emails that build on the freebie material. If you’ve offered a resource guide, for example, then your follow-up emails might include usage tips for each of the resources, or case studies that show how others have benefited from using the tools.
If you’ve offered a resource guide, for example, then your follow-up emails might include usage tips for each of the resources, or case studies that show how others have benefited from using the tools.
TIP: Try not to get overly complex here, keep it simple and make sure the flow of emails makes sense. Think of these emails as a dialogue between you and your prospect, like you are answering their most burning questions.
Step 4: Make an offer
Arguably the most important part of your business coaching sales funnel, your offer must be the logical next step for readers to take. They’ve signed up for your opt-in offer, read your follow up emails, and they’re hungry for more. Now is the time to make your offer.
Just like the other pieces of your sales funnel, your coaching offer needs to be the answer to your readers’ most burning questions. If you consider your opt-in and follow-up series to be the “lite” version, then your coaching offer is the premium package. It will be bigger, juicier, and the perfect next step in your sales conversation.
TIP: Each one of your opt-in offers will have a different funnel, but the end of each funnel will always be your juicy premium package.
Before you post your first opt-in offer, take some time to map out your funnel according to these steps, and you’ll not only fill your funnel faster, but you’ll close more sales along the way.
About Torie Mathis
Torie Mathis helps small business owners and service-based professionals get SMART AF with their marketing. It's time to grow your business without wasting any more time, money or sanity. She is the founder of the Smart Arsenal and host of the SMART AF podcast. Tune in and find out more at toriemathis.com
Marketing + Digital Strategist, Business Coach, CEO, Designer, Army Veteran, Author + Speaker