High Ticket Sales Funnels -...

High Ticket Sales Funnels for

Coaches & Consultants

3 Proven Funnels to Sell High TicketCoaching & Consulting Services

01Influential Digitalwww.influentialdigital.com [email protected]

Phone: (07) 4032 0000 02Influential Digitalwww.influentialdigital.com [email protected]

Phone: (07) 4032 0000


Coaches & Consultants3 Proven Funnels to Sell High Ticket

Coaching & Consulting Services

Your Sales EngineYour sales systems are one of the most profitable and important parts of your business. As busy business owners, it’s easy to get overwhelmed by marketing - should you be blogging, doing social media, SEO, or podcasts?

Sales Funnels help you focus your marketing on revenue generating activities - what will move the income needle in your business? In this guide we’ll share 3 proven sales funnels that are ideal for selling high ticket coaching and consulting services and programs.

About InfluentialDeveloped by Influential, a leading Australian digital marketing agency specialising in lead generation and brand strategy for coaches, consultants and professional services firms.

Influential offers done-for-your digital marketing, branding and website design services to help your business grow. Learn more at influentialdigital.com

Because we believe that you need to be the voice of your own brand Influential also offers world-class education, training and marketing resources for professionals to understand and implement their own marketing. Resources include webinars, videos, articles, podcasts templates, and other tools.You can access many of these for free at digitalinfluence.org

The High Ticket Sales Funnels in this guide have been proven to generate high quality, qualified leads when implemented correctly.We hope they help you grow your consulting or coaching business.

For Coaches and ConsultantsCoaching and Consulting are two of the best business models for rapid revenue growth while making an impact through your expertise.

Unfortunately, many coaches and consultants struggle to attract enough clients, or the right kind of clients, to fill their courses, programs or schedule. Learn and implmement these proven sales funnels to attract more clients to your business.

Author Dallas McMillan has 12 years of digital marketing experience. He is a brand strategist and founder of Influential - the Digital Agency for Professionals.Prior to founding Influential, Dallas spent 10 years as managing director and practicing veterinarian in a large veterinary practice group. These roles have given Dallas unique insight into professional practice, client relations, business development, online marketing & brand strategy.

http://InfluentialDigital.com








http://digitalinfluence.org



Phone: (07) 4032 0000

Grow Your BusinessSelling high ticket coaching and consulting programs and packages is one of the best ways to expand your reach, attract more clients, and grow your business.

However, most coaches and consultants struggle to attract enough high value clients to fill their programs or calendar. In this guide we’ll share 3 proven sales Funnels to attract more clinets, more sales, and dramatically improve your business.

Hi, I’m Dallas McMillan – I’m a brand strategist and founder of Influential – the Digital Agency for Professionals. I’ve written this guide to help you learn the best ways to market and sell your high ticket coaching and consulting services, packages and programs.

At Influential, we work with coaches and consultants to design, develop and sell premium products and services in our High Value Practice Program. We also offer Done-for-you Sales Funnels and Lead Generation Campaigns.

We use 3 proven sales funnels to generate more leads and sales online. In this Guide, we’ll review these 3 funnels, their pros and cons, and show you which one to use to best suit what you are selling.

Choose the Right ToolChoosing the right sales funnel to sell your premium coaching and consulting services depends on the format of your product or service.

You see, if you are selling high ticket 1:1 coaching then it makes sense to use a sales funnel that matches that experience for your client, whereas if you are selling group coaching or online programs then you want to include more of a social element into your sales funnel.

In addition, I’ve created a short video course that goes into more detail about the technology and strategy we use when we create these sales funnels in our business and for our lead generation and high value practice clients

We’ve had hundreds of coaches and consultants download our lead generation guide (Get yours here), and the feedback has been fantastic. But a lot of people wanted more details on how to implement high value sales funnels in their business.

That’s why I’ve created this guide and extra video training on high value sales funnels, including a report with case studies of sales funnels that have generated millions of dollars worth of sales.

1 The Strategy Session Consulting FunnelSummary – the Strategy Session Consulting Funnel is one of the simplest and easi-est online sales funnels to set up and operate. Ideal for selling Consulting services.

2 The Webinar FunnelThe Webinar Funnel is a powerful approach that can be surprisingly easy to im-plement and highly effective for selling coaching and consulting programs.

3 The Video Training Series FunnelThe Video training Series funnel is a popular sales funnel that offers increased contact time and interactions to educate and build rapport and trust.

3 Top Sales FunnelsThere are 3 high ticket sales funnels that you should consider when selling coaching and consulting services online. These are:



Phone: (07) 4032 0000

Understanding FunnelsWhat exactly is a sales funnel?It’s a series of client interactions designed to maximise sales conversions. the power of the funnel is it breaks the entire customer journey into a single linear path that lets you engineer and optimise your sales process to dramatically increase business revenue.

Sales funnels are really a specific type of business system optimisation. You’ve probably heard the expression:

“Work on your business, not in your business.”Michael Gerber - The E-Myth

Setting up and working on sales funnels is a great way for you to step out of your business - it gives you the perspective to analyse, step by step, how you attract, engage and convert potential customers into paying customers.

Part of what makes funnels so powerful is that the effect of improving performance of any specific step on the funnel has a multiplicative effect on your overall revenue.

It shifts your thinking to the “maths” of your business.

Take a look at the funnel on the next page:

The total revenue this funnel generates is equal to:Number of suspects xConversion rate of suspects to prospects xConversion rate of prospects to leads xConversion rate of leads to to opportunities xConversion rate of opportunities to customers xAverage customer purchase =Total Funnel Revenue

This means we can double the revenue this funnel produces by doubling any one of these metrics.Doubling any two of these metrics will quadruple funnel revenue.

This ability to dissect and optimise your sales process is what makes funnels so important to understanding and growing your sales.

Traditional Sales FunnelThe traditional sales funnel is a proven model for sales process optimisation. The language used to describe the stages of the funnel reflects the stages of the sales process.

The specific steps will vary across different organisations or industries. The funnel below is typical for a B2B organisation with separate marketing/prospecting and sales teams.

The marketing team’s role is to generate qualified leads (or “opportunities”) for the sales team to contact and close the deal.

SuspectsPeople we believe could be ideal clients

ProspectsPeople interested in our offer

LeadsMeets qualifying criteria

Opportunities Ready to buy

CustomersHave Bought

RevenueFrom Sales

Funnel



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Rethinking the FunnelYou can see how valuable sales funnels are for understanding and growing your revenue generating activities.

At Influential we love funnels, but because we specialise in working with high value, high trust, high touch businesses like coaches, consultants and other service professionals we understand that your customers aren’t numbers - they are people just like you and me, and chances are they don’t like to be called “suspects”.

While traditional funnel terminology is useful we believe that language is powerful and needs to be used precisely. Further, we believe that the experience and relationship that you give your clients is at least important as the obvious products and services you supply.

For this reason, we use much more human, client centred language to describe the stages of the sales funnel.

We call this the Social Sales Funnel.

The Social Sales Funnel have the added benefit of working much better to describe the steps in a sales process conducted on social media - which is all about the relationship and interactions with your prospective clients, rather than just about your sales team’s needs.

The social sales funnel reflects the reality that your customers need to Know, Like and Trust you before they will Try and Buy your services.

At Influential, we use these 5 steps of relationship throughout our marketing frameworks and processes, because this isn’t a marketing theory - it’s how people behave and respond to each other.

Interestingly, these steps work at any scale - from a 30 second encounter with a pitch or product through to an 18 month sales process. (You can test this by trying to skip one of the steps!)

The steps in the funnel act as relationship milestones that must be passed on the journey to the sale of your products and services.

Read more about the Professional Services Buyer’s Journey at:digitalinfluence.com.au/the-professional-services-buyers-journey

The Social Sales FunnelThe Social Sales Funnel describes the steps in your relationship with your clients as they move toward buying your products and services.

The language reflects the relationship, as well as the customer journey. The product of the funnel is both revenue and relationships.

The details of each steps will vary according to the exact sales funnel you use, your industry and your products and services.

This type of funnel is ideally suited to social and online sales processes used by coaches, consultants and service professionals.

Ideal ClientsPeople we believe could be ideal clients

Interested ClientsPeople interested in our offer

High Value ClientsMeets qualifying criteria

HV Conversations

Ready to buy

Clients

Have Bought

Revenue

+ Relationships

From Sales Funnel



Phone: (07) 4032 0000

High Ticket Funnel #1Summary – the Strategy Session Consulting Funnel is one of the simplest and easiest online sales funnels to set up and operate.

The Strategy Session Funnel is ideal for selling 1:1 high ticket consulting and coaching services. It relies on a 1:1 live coaching call over the phone, or video call (Skype, Gotomeeting or Google hangout) to qualify the client, share some value and close the deal.

Pros and Cons of the Strategy Session Consulting FunnelPros: • Easiest to set up and operate• Makes it easy to test and improve your offer by varying it with different clients, getting feedback etc.• Perfect as your first sales funnel• Lets you build testimonials• Lets you tailor pitch for 1 client at a time -> higher close rate Cons: • Requires 1:1 strategy call• This means it must be a manual process• Relies on good sales/closing skills and a clear offer

Suggested use case for the Strategy Session Consulting FunnelThis sales funnel is ideal for consulting and coaching professionals who work 1:1. Because it’s the easiest of these funnels to get set up, it’s often a good idea to start with this funnel when you are testing a new offer or a new market.

This is the funnel we use for our done for you Lead Generation service for consultants and professional services firms.

Because it requires direct attention from the consultant or a sales person, it is most suited to high ticket sales (we work with clients with an offer of $2,000 plus)

Consulting Funnels Example: digitalinfluence.com.au/lead-generation-professionals/

Strategy Session FunnelThe perfect funnel for high ticket 1:1 consulting & coaching sales.

digitalinfluence.com.au/plf-1/

Lead MagnetOffer a valuable gift for ideal clients

Thankyou & OfferThankyou video offer strategy session

Applicationfor strategy session

Strategy Session

+ Offer

ClientsBought Services

Revenue

+ Relationships

TargetHigh Value Ideal Client

Get Your BlueprintGet Your Blueprint

http://digitalinfluence.com.au/lead-generation-professionals/

http://digitalinfluence.com.au/plf-1/






Phone: (07) 4032 0000

High Ticket Funnel #2The Webinar Funnel is a popular approach that can be surprisingly easy to implement and highly effective for selling coaching and consulting programs, online training and done for you services.

Webinars are excellent for creating a sense of immediacy, intimacy and a social environment. Events replicate a “live event” environment.

Because they are live, people often feel more connected and engaged than with pre recorded video and other less interactive pages.

Pros and Cons of the Strategy Session Consulting FunnelPros:• Webinars can be surprisingly easy to get up and running• People love webinars• Live events & social element boost engagement & conversion • Can trigger buying frenzies: people love to buy what others buy• Webinars encourage authenticity and connection • Great for sharing stories, interviews and case studies• A great way to build your list and attract more subscribersCons:• Webinar software can be buggy or confusing to work• Webinar software can be expensive• Many people get stressed talking to a live audience• Tech issues can ruin otherwise good webinars• People sometimes struggle with technology to view the webinar• Some people don’t know what a webinar is• Managing the webinar, slides, offer & questions is a juggle• Can require a second person handling the tech and questions • It can be disconcerting “talking to nobody/cyberspace” at first• Webinars lack “instant gratification” (people don’t like to wait)Suggested use case for Webinar FunnelsIdeal for selling group coaching, live events, and online programs with plenty of social engagement. The potential for Q& A makes them ideal for exploring new markets, because you can get feedback on possible questions, objections, and sticking points. By monitoring live sales you can also get a feel for what is working well (and what is not.

Webinar Sales Funnels Example:

influentialdigital.com/high-value-practice-webinar/

Webinar Sales FunnelThe perfect funnel for group coaching programs & masterminds.


Webinar RegistrationOffer webinar and/or another gift

Webinar ThankyouBook in to webinar session

WebinarCombine training & offer

Training/

Resources+ Offer

Clients

Bought Services

Revenue

+ Relationships


Get Your Blueprint

https://influentialdigital.com/high-value-practice-webinar/






Phone: (07) 4032 0000

High Ticket Funnel #3The Video training Series funnel is a popular sales funnel offering lots of contact time, education, interaction and anticipation.

This gives you more time to educate the client, build rapport and position yourself before the sale. It’s highly effective for building excitement and anticipation.

Popularised by Jeff Walker as the “Sideways Sales Letter” or “Product Launch Formula” the video training series funnel is often used to sell high ticket products such as online courses and coaching programs.

Pros and Cons of the Video Training Series FunnelPros: • Can be completely automated• Builds positioning, anticipation, demand and interest in the offer• Multiple interactions makes it good for selling to cold audiences• Uses social triggers to create buzz, ideal for selling group programs• Familiar format can help build comfort and credibility• Cons: • More complex to design and implement than other funnels• Slower/longer funnel means people can’t buy immeditately• Some people don’t like watching a lot of videos• May confuse some buyers• Ubiquity may turn off people who have seen funnel format before.• Not as good for selling consulting services: lacks strategy session

Suggested use case for Video Training Series FunnelsIdeal for selling online programs, video courses and other group online experiences. Also good for offline group coaching programs.Can be paired with a strategy session to sell consulting services

Video Training Series Case Studies(once you notice this funnel you’ll see it used everywhere online)Callan Rush – Wealth Through WorkshopsInfluential – Lead Generation for Professionals (Video series)Jeff Walker - Product Launch Formula (original proponent of funnel)

Launch Funnel Examplesdigitalinfluence.com.au/lead-generation-for-professionals/

Video Training Series FunnelThe perfect funnel for high ticket online courses & group programs.


Lead MagnetOffer a valuable gift for ideal clients

Thankyou & Video 1Thankyou video offer strategy session

Video Seriesfor strategy session

Strategy Session

+ Offer

ClientsBought Services

Revenue

+ Relationships


Get Your Blueprint

http://digitalinfluence.com.au/lead-generation-for-professionals/






Phone: (07) 4032 0000

Get started attracting more clients and closing more sales using these proven sales funnels.

Join our Free High Ticket Sales Funnel Video Training Course.I’ll take you through each funnel step by step and show you how to build your own High Ticket Sales Funnels

Want to get up and running as fast as possible, or need help setting up your sales funnel? Apply for a Done-for-You sales funnel built and managed by our team.

www.influentialdigital.com/sales-funnel-enquiry

Ninja Funnel Tips & TricksOptimising the performance of your funnel is the key to creating powerful, effective, and affordable lead generation campaigns and sales funnels.

Here are some of the strategies we use in our lead generation and marketing campaigns to maximize their sales performance.

10 Essential Elements of a High Performing Sales Funnel1. Instant gratification – your free gift should be something that offers immediate value or a quick win – these are most appealing, especially for cold audiences2. Use followup emails to move people forward in the funnels3. Use Retargeting (Facebook ads, Google Adwords and Banner ads) to keep people engaged with funnels, build your brand recognition/familiarity and guide people forward to the next step. Facebook ads in particular are highly valuable for this.4. Highly targeted – ensure your ad, landing page and other marketing collateral are specifically targeted to your ideal client5. Congruency - Ensure your advertisement or promotion, landing page and other marketing collateral are congruent and consistent to maximize conversion 6. Use the know, like trust, try buy framework to build the relationship over time before asking for the sale7. Followup – the money is in the followup8. Send all traffic to landing pages to capture emails (lets you followup)9. Use clear Call-To-Action text, offers and buttons10. Test, Test, Test – the best idea you can come up with is only as good as the results you get with your market – a scientific approach to testing, measuring and optimizing performance is essential.

Learn More About High Ticket Sales FunnelsWe’ve had hundreds of coaches and consultants download our lead generation and training guides, and the feedback has been fantastic. But one of the things you’ve told me is that they want extra training on how to implement these high value sales funnels in your business.

That’s why I’ve created this 4 part video training on high value social sales funnels, including a report with case studies of sales funnels that have sold millions of dollars worth of products and services

Get Started Now

Apply Now

Instant Access

http://www.influentialdigital.com/sales-funnel-enquiry

http://digitalinfluence.com.au/product-launch-funnel/

http://influentialdigital.com/sales-funnel-enquiry/

digitalinfluence.com.au/lead-generation-professionals/

17Influential Digital

High Value Practice Program - © 2015Marketing for Professionals 18Influential Digital

www.influentialdigital.com [email protected]: (07) 4032 0000

Work With Influential

Philosophy

Influential is an Australian Branding, Marketing and Website Design Agency specialising in lead generation and strategic branding for professional services firms. Founder Dallas McMillan has 11 years of digital marketing experience. Prior to founding Influential, Dallas was a managing director and practicing veterinarian in a large veterinary practice group. These roles have given Dallas unique insight into professional practice, client management, business development, marketing and brand strategy.

Influential offers practice growth solutions to help professionals attract clients, build their brand and stand out from the competition.

We work with successful coaches, consultants and professional services practices around Australia, helping them to build valuable brands.

Learn more about Influential: www.influentialdigital.com

High Value PracticeGrowing a successful professional practice takes years of commitment and requires serious investment.

The High Value Practice Program is a 24 week group coaching and implementation program your fast-track your practice development.

Enrolment is by application only to ensure participants are 100% committed to practice growth. This means you’ll be networking and learning with a group of truly exceptional entrepreneurial professionals.

To apply please visit www.influentialdigital.com/high-value-practice

Apply Now

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Coaches & Consultants

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