Internet Marketing – What is a Sales Funnel? -4

A decade ago, most IM vendors
were selling individual products,
then returning to buyers
with new offers, using
separate emails.
Finding potential buyers is
expensive in money,
time or both. They need to
‘know, like, and trust’ you before
they are prepared to buy.
Starting selling with a $10 book,
for example, identifies a need to
be able to sell higher-priced
products to make better profits.
For a funnel to work, it needs a
suitable range of products,
offered in a logical, attractive
You need to set up a sequence of
higher-priced products, leading up to
a high-ticket item ($100+).
You can do this by a sequence of
emails, but it is better to make the
sequence of offers immediately
following the ‘lead magnet’ (free
gift in exchange for email address).
A buyer may go straight to an
offer of a $5-$10  product,
bypassing the lead magnet.
In either case, you offer the
next product in the sequence:
the ‘upsell’. This product has a
similar appeal to the previous one,
but has a higher price.
The first product might be an ebook,
which you follow with video training
on the same topic.
Each product is paid for before the
buyer sees the next offer.
The benefit of immediate additional
offers are that the buyer has his/her
credit card out and is in a buying mood.
There has to be a limit to the number
of upsales offered, before the buyer
is allowed to sign off and collect
the purchases. Three extra products
is probably the limit. Each offer gives
the ‘no thanks’ option.
When the buyer stops buying, either
being at the end of the funnel, or
choosing not to buy something,
he/she is added to your buyers’ list.
​​​​​​​To be continued
Omar Martin is one of the best
sales funnel designers.
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