There are several different types of sales funnel you can use to sell information products online.
But if you want to attract your dream client into your top end product -- or any high ticket programme -- you need a different strategy. This is what I've been developing lately, to sell my 6 month Courses that Sell Mastery mentoring programme.
It's a three step process. The first two occur online. For the third step, you change the selling environment to make sure your prospect has information they need to make an informed choice.
It's also your opportunity to screen candidates, so that you know -- as do they -- that this is the right programme for them right now.
Step #1
Begin with an enticing free or very low cost offer. Something that draws the right people to you. I'm going to be using a Free webinar to introduce my audience to Courses that Sell Mastery.
Let them know that this programme is by Application Only.
Step #2
Invite those who are interested to fill in the online application form. This serves two purposes:
- It helps you understand about your prospect's business -- where they are now, and what they want to achieve.
- More importantly, it pre-frames the prospect by getting them to sell you on why you should take them as a coaching client
This process weeds out those who are not ready for your programme, so you only call those who are a good fit.
Step 3
Once they complete the application, take them to a page that engages them with you and the programme, and explains what happens next...
A 121 call, where you deep dive into where they are now, what they want to achieve in the programme, and whether they are ready, with the resources they need, to be a part of it. Ask them why they think they are right for your programme.
And if they are right for it right now, take them through the sale.
If not, offer a different programme, or put them into your follow process, for when they are ready.
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