Ep 24 | Sales Funnels with Cody Burch
Sales funnels are a word you hear thrown around all the time. And you probably have them in place, you just don't even realize it!
If you've heard sales funnels and want to run in another direction you're not alone. I brought in Cody Burch, from Red Anchor Marketing, to help you think about what you need when setting up your sales funnels.
What You'll Learn
- Why are sales funnel scary?
- Simplifiying Sales Funnels
- What is a sales funnel?
- Relationship building in sales funnels
- Where do you start?
- Making a great offer
- What are Cody's favorite tools?
- The power of the 9 word email
- Get out there!!!!
Founder, Red Anchor Marketin
Cody Burch ditched his comfy 6-figure job in pursuit of entrepreneurial legacy. His goal is to help online businesses own their marketing, and experience growth on-demand using sales funnels and Facebook ads.
By day he runs a boutique digital agency, Red Anchor Marketing, and by night he documents the tumultuous journey on his podcast, Cody Builds a Business.
He's most famous for helping driven entrepreneurs scale their businesses with online marketing campaigns (including one client who recently experienced nearly a 30:1 return on ad-spend).
He left the red dirt hills of Oklahoma to the Rocky Mountains of Colorado Springs in 2004 with his wife Christy and their 3 sons, Jacob, Luke, and Ben and his lazy, retired racing greyhound, Zeke. Learn more at www.onehourfunnel.com
People say no I don't, I go to Chamber of Commerce meetings and I sell stuff to people there. That's also a funnel.
You met 100 people.
Got 20 business cards.
Set up 5 coffee meetings.
1 didn't show but the other 4 did.
1 bought your thing.
That's a funnel! There isn't any kind of business that can't use a funnel.
Sales Funnel 101
Hold you hand, step by step approach to walking someone through your sales process.
Taking someone from a stranger to a repeat customer that's referring you to their friends.
They're typically a value exchange on the front end in the form of a freebie. Date them before you marry them.
Building relationships through sales funnels.
Cody's funnels don't offer up ways for people to give him money right away.
He has a podcast, written a book, hosts live events. It's about downloading the book, which gets you to subscribe to his podcast, eventually, he'll run a challenge then it's about asking them if they want to go deeper and dive in more to get better results for this problem you said you had.
Don't grab a stranger off the street and ask them for money! That's how funnels have been changing.
#1 Where do you start?
Start with understanding your market. Who is your target market? Understand them better than they know themselves. Get to the point where they say, “get out of my head.”
Don't be afraid to get specific and niche down.
#2 Make a great offer
Favorite tools to use.
Clickfunnels is a great one.
Best advice, pick one and stick with it. It's much easier to create funnels then it used to be.
Keep it simple. You don't have always have them designed. It can even be as simple as a Google Doc.
It's more about the quality of the content than the design.
How do you get them to buy?
#1 – There is a portion of people that are going to want to buy right away. Their pain is so great that they just need to get it addressed immediately.
Get out of their way and let them buy immediately. 5-10% will be ready to buy right away. Put it on their thank you page.
#2 – Stay in touch. Short term strategy – give them an offer in the next few days. Could be a masterclass training, video, audio download. Invites them to take another step in their transformation.
#3 – Long term nurturing. Podcast, live events, book, emails, etc. Weekly email – Friday 5 – something he listened to, cool podcast, something he saw on Netflix, something he made and something he said. Figure out your cadence! Minimum email them 2x per month. Open loops and close loops. Create additional pieces of value.
Use the 9 word email!
Subject line is their name.
“Are you still interested in getting in shape before your wedding?”
Might be more than 9 words but it's super simple and short.
Lack of engagement doesn't mean a lack of caring.
Don't be afraid of the unsubscribes.
There isn't a way to go fast. You have to continue to show up. Create content and be there for them. They'll come around when they're ready.
It's a large world out there. Imposter syndrome is real. Instead, just be you and use your world experience to help your audience.
Don't worry about giving away stuff for free.
Just because they get the free info from you doesn't mean they actually want to do the work. They may not even read the thing they donated, but the wanted the information.
Sequencing matters and even if you get the information for free, it's not necessarily in the right order.
(2:50) Welcoming Cody Burch
(3:20) Why are sales funnels scary?
(5:31) Nailing your sales funnel
(6:10) What is a sales funnel
(7:36) Has relationship-building changed the way sales funnels work?
(10:23) Be in it for the long game
(11:17) #1 Where to start
(15:46) #2 Make a great offer
(17:53) What are Cody's favorite tools?
(20:49) How do you get people from opting in to purchasing right away?
(28:25) 9 word email
(33:25) Don't be afraid of the unsubscribes
(37:27) Think outside the box
(39:20) If I give away stuff they won't buy.