How to Build a Funnel That Makes Your Offer the Next Logical Step

Danny: So I would love to chat about funnels. So my question is people's experiences about building a funnel. Right now I have an email list, a free Facebook group membership. I feel like something is broken in my funnel because I'm just pushing everybody to the membership. But I feel like there's something missing to get more people there. So I feel like also people are getting away from freebie lead magnets and doing more low ticket offers to get people in.

So that's my question about funnels.

Melissa: Excellent. Good question. So anyone would like to chime in about funnels? Whether you have funnels in your business or you've experienced a funnel. And does everyone know what funnels are as far as that goes? I don't want to assume too anyone to chime in on that

Guest 7: I can share?

Melissa: Yes. Yes, go ahead. Okay.

Guest 7: I do love my low ticket funnels and I found them to be really effective.

I have a couple different low ticket offers that I run ads to and, and promote organically that are a really good stepping stone into my membership. But I Think also for any funnel, just positioning your membership. I don't know how yours currently is, but if they get a freebie, are they getting a few emails before you pitch the membership about the problem and making them problem aware and making sure that they understand how your membership could be a good solution before you start kind of pitching.

So I feel like that's always a good step that some folks Smiths who maybe don't think about the marketing world more. So know what yours currently looks like of course, but that's something to think about is how you're actually kind of nurturing them before you go into the pitch of the membership.

Danny: That's good. Yeah. Right now I have pretty much everybody from my email list is coming from my free Facebook group.

So I have that welcome sequence and then the membership is being mentioned or offered. But I guess the conversion there is not what I'm like happy with. You know, I want more obviously, so that's why I'm asking. So thank you for that. And I think

Paul: Lindsay was came off a mute for a second.

Lindsay: Yeah, I was just gonna share. So I have a marketing membership for travel agents and I just reworked my funnel so that my free resource, it was like a quiz, but I found that it didn't necessarily tie in the way I wanted it to like as the next step to join my membership.

So I created, travel agent marketing starter kit. So it's almost like a little teaser of my membership so that it's like really natural for me to send follow up emails and to drip it out saying, you know, if you really love this, then you're gonna love what you find inside the membership. I just find it makes it a little easier to sell when you like almost give a little sample if you can and then also pointing out like plus when you join the membership you not only get all of this and blah blah, blah, but then you also get additional support if that's what you're really craving.

On like okay, now how do I implement these things? So I had to get really strategic on that.

Danny: Thank you, that was helpful.

Melissa: Excellent. Anyone else? Well, I'll chime in because I love a good funnel. I, I build a lot of our funnels and funnels. You know, I think it's a matter of just again coming back to the messaging and figuring out what it is that your person needs help with.

And funnels, you know, you can use that funnel as a way to drive people in, into the membership with that traditional, you know, lead magnet get them on your list and whatnot. Typically what we do is we're always just trying to get our person to take the next natural step that's going to help them. So a great funnel if you have a lead magnet, something free, a resource kind of Lindsay had said something that's going to give them a taste, something that's going to be give them a quick win and something that's enticing.

And again if you have your messaging on point and you know those problems you could come up some really really good no brainer freebies. But what we typically do on every single free offer that we do, we always give an opportunity to buy immediately. So on the thank you page, so the thank you page we put a low ticket offer whether it's a $7 or 17. It doesn't pricing doesn't even matter.

But how we look at it is like you just made this step to get this free resource because you're in pain and you need help with this. But we also know that you also need help with this problem over here. So it's just basically we help solve a problem with the free and then we take them to the next natural step with a paid offer with that way and that, starts that just really being able to identify when someone comes onto your list the you know if they are a buyer because then once they make that another micro commitment they're more primed up you know to, to maybe go into a membership or maybe go into a low ticket offer because you're just solving problems along the way with, with the funnel.

So more offers more often. That's really what it is. Don't be afraid to give offers more offers more often. And when someone comes into your email list too don't be afraid to give them an offer within within the first couple of days. We whenever anyone comes onto our list we give an opportunity to buy something from us within the first 10 days. So yes we do want to nurture, we want to build a relationship.

We don't want it to feel salesy and slimy like what you know Paul was saying. Really it's just about building that relationship. But if you have something that truly again if you know the messaging, you know what's their pain points are it would be a disservice not to offer this opportunity for them to work with you because you could help solve a problem. So give them an offer initially when they opt into a free as part of the funnel when they're on your list within that first 10 days, give them another offer.

And I love the idea of doing the introduction sequence too. And in the introduction sequence too, you also can give them an offer too, sometimes if you could do it right in the, in the copy with the email. Sometimes I like to do it as a P.S. like you give them something really cool free, something to think about. P.S. if you love this, I think you might want to check out my membership over here because we talk about this all day long, five days a week, head over there.

So more offers more often. And that's really when it comes to funnels, just giving them the opportunity to buy from you.

Danny: I love that. More offers more often.

Melissa: Yes.

Danny: Thank you so much.

Paul: I just, I just have a couple of final thoughts as well. As, we wrap up

I normally say people always say no to the offer that is never made. So most of us only make free offers publicly. And if somebody opts in, that's the only offer that we made them. Okay, so, so we need to condition ourselves and look at things differently that if that person's sitting in their pain, they probably might have said yes to a paid opportunity, but you most likely didn't make them a paid opportunity offer.

But they probably are going into the marketplace doing SEO, doing other things and hunting for another solution somewhere that they're willing to pull their wallet out. Right. what I want you to do though is I want you to move the free line. And I just want you to think of everything as part of your funnel.

when you're in your group, you need to look at, your group is actually part of the funnel. Okay. So your group isn't a stopping point for people. Your group is actually a feeder to your membership. You have to have that mindset right out the gate because so many of us go in and we build a, like something like a Facebook group and then we overserve, we give too much, we cultivate the community to the point where you unsell the membership because they can get all their questions answered and there's no tension at all to move on because the community is so self serving.

To the point that everybody else is reteaching your advice, you know, in their type type thing. But so you need to look at your Facebook group as part of your funnel. And then the next step is like, what are you doing intentionally in there to create natural tension that gets relieved if they get on your email list list. And then from there it's hard, it's very hard for most of us to sell a membership as the first offer.

Continuity is a very hard first purchase. We all needed the pain that we all lived in by renting cassette tapes from Blockbuster to be okay with a Netflix solution of paying, which now has turned into streaming. But all of us going to the store, not getting the new one, standing there in to see what people are dropping into the bin saying, can you look to see if that's the new thing, you know, forgetting to rewind, you know, having late fees, like all of those pain points made us hyper aware.

Oh, Netflix is a great solution. I'm willing to pay monthly for it. Right? So when you have somebody for the first time, because this is the hard part, this is the part that people don't tell you about, is that, that we're all used to in general in life, like, okay, I give you X amount of dollars and I'm getting some type of promise of transformation and return. And in a way, me giving up this money, I feel I'm getting a better deal of what you're giving back to me.

So if I had to work three hours, but you're giving me that dinner, this nice dinner out. I value that dinner out higher than I do on keeping this money, you know, so the value exchange has to have a perceived higher value, otherwise I'm going to keep the money and not give it to you. Now in, in that moment though, when that, that exchange happens, it's really, it comes back to transformation.

right now you Might be conditioning and putting people in a free zone That's a variation of friend zoning people with your current audience and then you're afraid to launch them and you're nurturing.

You need to put at least on the thank you page. Start there. That's version one. Put an offer there but make it a one time purchase. Not your membership. Like compartmentalize something, pull it off smaller, promise low ticket. Give people a quick win. Something that they already desire. Not something you have to create desire on. Make it no brainer because those little pieces of money coming in now is conditioning the audience that you're building to see you in a way like oh I buy things from you.

Because we all have people that we subscribe to that we never buy anything from them. They got such great free content but we are buying things from other people that kind of shield it a little bit. You know. So in a state of the free zoning people, you know you're just going to move that free line over. I would just go full circle that I would re look at what you're doing.

But just know it's like really advanced funnels or we have a training in our program and we go through an ascension system we take the same exact funnel and it has like six stages to it.

Lindsay: But right

Paul: now you have the opt in the stage number two is just putting a paid offer. There's so much more you can do. But in that moment at least just do that part of your funnel.

Get people conditioned and then stop being afraid to sell direct to your Facebook group.

Danny: Yeah.

Paul: Not just tell them to get on an email list. You'd be amazed how many people in your Facebook group don't even know you probably sell a thing, you know I'm assuming. But it just some. Some of it.

Danny: Yeah. You're not wrong. I. The only time I really mentioned the membership is when I do a launch which has been two times in the past nine months.

So I need to talk about it more and

Paul: yeah,

Melissa: get people back door in between launches to be able to come in.

Like you have that. You have this group. I mean I would put it on my calendar at least once a month to do like a live where it's like a you know, open house and like opportunity to join the membership and

Here's a special because. And you could do incentives like you're part of this Facebook group. So I normally give out this bonus, but because you're here, if you join, you'll get this extra bonus too. And you could do that every month just yet in to that internal group itself.

Paul: Yeah,

Danny: I love that. Okay, I need to talk about it more, more offers, so many things.

So thank you.

Melissa: Oh, you're so welcome and glad you came on the call too.