What if you threw all the fancy sales funnels out the window and just went old school?
Yeah, you know, actually talking to people? Letting them know what you do. Looking to help when you can.
Just being a nice human.
Sometimes it’s just about the fundamentals. Getting back to basics. Making one sale and then another and then another, not “crushing your six-figure goals” but slowly getting there brick by brick.
Build a business and not some crazy thing with a ton of tech that you don’t even know how to work.
Yeah, I know. But billions of dollars in business have been generated just like this for generations.
It’s how my Dad and my Grandad built their farm business (and other business interests.)
It’s called Main Street, and it’s how the economy’s used to work before the age of conglomerates and big-box retail took over.
It might not be as sexy as a Silicon Valley startup but chances are, you’re not a Silicon Valley startup.
You sell professional services.
And I’m going to help you sell more of them.
I call it – new school goes old school. You can call it good for business.
Don’t worry; it’s still online; it’s just a way to stack habits, create scripts, and develop a Simple Marketing Plan that brings you, clients.
So if you’re looking to level out your freelance income, if you sell graphics design, web design, writing, and even consulting, then this is for you.
Make it Easy for People to Give You Money
What’s a problem you solve for people?
Maybe you’re great at helping businesses connect the dots between content and sales.
You understand the difference between Top of Funnel 101-level material and the “ready to buy” mindset of those searching for comparisons and success stories so they can make the case for your solution to their boss.
But you need a way to package and sell it.
Make it easy to understand so your prospective clients immediately grasp your offer.
You can go analog with a pen and paper to ask yourself a few questions and spur your subconscious.
Grab a notebook, a pen, your favorite beverage, and a comfortable spot. I’m a fan of a comfy chair in a patch of sunlight.
Next, give yourself a “container” to simplify things.
Step 1: Create the “container.”
Can you sum up the current situation in three sentences or less? What’s the problem you want to solve? (Hint: this is what I ask prospects in our initial calls.)
It’s easy to ramble here or be overly broad like, “I want to make more sales.” But if you get serious about drilling down, you’ll find the gold.
For example, “I know businesses need help generating more leads with their content. Many don’t know what their top performing content is and don’t a logical process for collecting email addresses from it. Many of them are also missing important interlinking to help their visitors easily find the answers to their questions.”
Russell Brunson didn’t invent funnels, but he did invent the term “funnelhacking” and turn a traditional direct sales technique into a gazillion dollar empire. Aka, he created a “container,” making it easy for people to grasp his offer.
Step 2: Think about your prospective customers
- What problem does your offer solve? (e.g., Turn more hard-earned traffic into customers.)
- How important is it to your prospects that they solve it now? (Is it a “nice to have” or is it critical? Revenue is critical! Vanity metrics are not.)
- What do your prospects already know about your solution? (Are they looking for strategic help?)
- How can you bridge the gap between what they know and your offer? (Can you repackage it with a catchy name, e.g., “funnelhacking?”)
Step 3: Map the path to sale
Once you know you have a strong offer, it’s time to sell it.
If you already have an email list or a big social following, make an announcement! Show them how it works and can boost their revenue.
Write useful posts about the value of your offer. Go on podcasts/make videos, etc. The entire purpose of a business is to provide value, so the more you can share value, and make it easy to understand, the more you’ll sell.
Don’t worry if it doesn’t come together right away. There’s no magic button for human psychology. However, the more you understand your customers and how their desires/needs intersect with your skills, the more value you can provide.
Once you have that in place (or as you’re figuring it out, there’s nothing like real-time feedback!) start reaching out to potential customers.
You can start with your existing network and expand. Show them how you can help them by sharing case studies and helpful content. Start conversations in the DMs, and invite them to a call if they seem interested.
Build those sales (and relationships) with targeted content and outreach on a daily basis, and you’ll amaze yourself with what’s possible.