Sales funnels – is it just me or is there a lot of talk about sales funnels going around?
The term seems like it’s simple enough – you lead people down through your sales funnels to the sale. And in a way, it can be that simple.
Let’s see how it might apply to your freelance writing business. First let’s look at a definition.
What, exactly, are sales funnels?
Simply put, sales funnels are the process or steps you take to find potential customers, educate them about what you do, offer your services, and close the deal. The advantage of creating this process is that once you’ve got it working, it’s repeatable without much trouble.
Most of the hype around these funnels is aimed at products, and we writers are in a perfect position to create information products for sale. But a sales funnel can also work on marketing your writing services, and that’s today’s focus. I’ll talk about using a sales funnel for an info product you create in another article.
Although there are lots of ways to build sales funnels, I like this five step process.
Step 1 – Locate potential customers
In my mind this is the biggie. Here’s an approach that has worked for me:
When I want to market my ghostwriting services, for example, I first decide who might want it and has the money to pay for it. Say, for instance, I want to find a sales person who has a wow of a story to tell. I’d start by googling something like ‘top sales people.’ I might find some lists of people there or not. I might find some forums where I could post, or some websites that might let me write an article and include a link to my new (see below) opt in page.
The people you’re looking for might be middle management in a particular industry, or retirees who want to tell their story. You get the idea, define who you want then go out and find nests of them.