Resources: Investment Commitment
Write this number down: ___________________.
Now, as long as you see the value, and the program meets all your goals, is there any reason you can think of that would keep you from investing ___________ today? (Yes or no.)
If the setter and the closer have done all the previous steps correctly and the prospect says you or your product/service is the next best thing to sliced bread, then suddenly the price tag isn’t such a big deal anymore. It’s all about setting things up in the beginning to keep him from objecting to the money at this step.
Knowledge: Teachability
My main concern with taking on students is that they are teachable. They must be willing to learn and then implement what they’ve learned so they are successful. Do you feel like you’re that kind of person? (Yes or no.)
How come?
So if someone could show you how to do ___________ , you would be successful? (Yes or no.)
What’s Included: What the Prospect Gets When He Signs Up Today
We’re going to give you everything you need to be successful and avoid mistakes. Your coach will help you work at your own speed.
Now, simply list out exactly what buyers get with the product or program.
Close: Finalizing the Sale
This is probably the most important question . . .
Why do you feel like you are a good candidate for this program?
The prospect is selling himself again on how he will be successful if he is accepted. Then all that’s left to do is take his credit card information. Instead of you asking for the sale, he is asking you to let him buy. Do you see the subtle distinction there?
Sales become easy when he tells you (or your setter/closer) why he needs your help.
Okay, that’s the whole two-step script for the setter and the closer. Again, I strongly recommend you listen to this script in action to gain a better understanding of each step. Just go to www.highticketsecrets.com.
Let’s Review: When selling high-ticket coaching and consulting programs, it’s important to weed out people quickly if they aren’t going to be a good fit. That way, you can spend more time with the people you can really help. The application and homework pages pre-frame and pre-sell the prospect on all the reasons he should sign up—instead of worrying about all the reasons he shouldn’t sign up.
When there’s twenty-five, fifty, or a hundred thousand dollars on the line at the end of a sales call, you want to make sure you’re following a proven plan. The most effective way I’ve found to close high-ticket sales is to hire two commission-based sales people and have them use the two-step script outlined in this chapter.
Up Next: Now that you have learned how all seven core funnels work and the scripts we use at each level, I want to show you how simple it can be to build out these funnels. I am going to give you a quick tutorial on how to use ClickFunnels.com to build out any funnel you can dream of.
SECTION FIVE:
CLICKFUNNELS
One of the first questions people ask me after they learn about my seven core funnels is this: But, Russell, there’s so much technology involved . . . how do I create all the web pages and make sure they’re connected together correctly? I don’t want technology to hold anyone back from building a more successful business, so I want to officially introduce you to ClickFunnels. It can be your new best friend and take care of most of the tech stuff for you.
This section is not meant to be a full tutorial on how to use ClickFunnels. The first step I go through when creating any funnel is to decide which type of funnel I’m going to create. Is this a frontend funnel? Is it a middle-of-the-Value-Ladder funnel or a backend funnel? After I know which type of funnel, then I decide which one of the seven core funnels offers the best way to sell this product.
Then I usually get in front of a whiteboard and sketch out each of the steps this funnel will require. Remember the seven phases of a funnel and also the twenty-three building blocks I explained? Am I going to use a quiz to pre-frame this funnel, or just start with a squeeze page? What price will I set for my frontend offer? Will I use an order form bump? How many upsells will I have? Will I add any downsells if the customer says no to one of my upsells?
Next, I want to map out my follow-up sequence. Who is my Attractive Character? How do I want to flesh out that character in my emails? What will I say in each email in my Soap Opera Sequence? What types of messages do I want to send out in my Seinfeld emails?
I then sketch it out like this:
Fig 21.2: First, we draw out the flow of the funnel. Then we set everything up with a few clicks inside ClickFunnels.
After I have a visual representation of what I want to build, then I can log in to ClickFunnels.com and let the magic begin. We’ve made ClickFunnels easy enough that a CEO could use it, but also powerful enough that your web and tech guys will love it.
Step #1: Pick which type of funnel you want to build.
Fig 21.3: The first step in ClickFunnels is choosing what type of funnel you want to build.
Step #2: Choose which template you want to use at each step in the funnel, or you can custom design your own templates from scratch. My team has dozens of proven templates that we’ve perfected over the years for each of these steps, so it would be hard to go wrong if you stick with these.
Fig 21.4: Step two is choose your web page template.
Step #3: After you’ve picked the template designs for each step, finalize the funnel and you will be able to see your entire sales funnel at a glance.
Fig 21.5: Once you’ve finalized your funnel, the page templates are set up and all your analytics and stats are available on the dashboard.
Step #4: Now you can go in and edit the copy, add your videos, integrate with your email auto-responder, and set up your order forms on each page.
Fig 21.6: Text, video, buttons, order forms–all areas of the template are customizable.
After that’s finished, you’ll see that the sales funnel you sketched out on the whiteboard has now come to life. You can start driving traffic and getting results in record time! Isn’t that exciting?! While this once took our team of experts two to four weeks to create, we can now create everything in ClickFunnels in about an hour!
If you don’t have your ClickFunnels account yet, you can get a free, two-week trial at www.ClickFunnels.com.
Also, if you want to see how to build out any of the specific funnels in this book, you can see a live demo at www.DotComSecretsBook.com/resources/cfdemo.
CONCLUSION:
IGNITE
Phew!
Right now you’re probably feeling a bit overwhelmed. This book is not exactly what I would consider light reading. You’ve just concluded a full-on immersion course in high-level Internet marketing strategy, and you should feel proud of yourself.
Being overwhelmed is actually a good thing because even though you feel like all that information is a big, jumbled MESS upstairs, your brain is subconsciously making connections. Right now, without you consciously doing anything, it’s figuring out which competitors you might want to research. It’s strategizing about what your Value Ladder will look like and what types of sales funnels you will use to ascend people on your Value Ladder. All this is happening, even though you might feel overwhelmed.
Pretty cool, huh?
Your most important tools are the silly little diagrams I’ve given you in each chapter. After all this information has a chance to sink in for a day or so, go back to the images and see how much of the entire chapter you can recall. I think you’ll surprise yourself. And if you do forget one of the concepts, you can always go back through the book and re-read the sections you want to remember.
So, what in the world should you work on first? Here’s what I recommend:
1 Decide who you want to serve. Who are your ideal clients?
2 Create your bait, and do it quickly. Don’t overthink it or try for perfection here.
3 Figure out your Valu
e Ladder. What can you offer above and beyond what you currently do? Go create those things.
4 Start building out your funnels, one at a time.
This book is a playbook. Don’t just read it once and go on with business as usual. Keep it handy, and refer to it often. Once you get your first couple of funnels working, I would strongly suggest spending a week or two implementing one of the secrets you learned here. Then move on to another secret and another. When you’ve run through all of them, go back, and do it again! Continue to improve.
IGNITE YOUR BUSINESS
Many people who read this book before it went to print wanted me to look at their ideas personally, including their startups, or their existing businesses and sales funnels. I did just that for a few friends and was able to identify the holes that were keeping them from growing as fast as they wanted. I suggested the simple tweaks needed to implement these DotComSecrets you’ve just learned about. We were able to see dramatic increases almost overnight in each of these companies.
That’s what I love so much about the things you’ve learned in this book. They are all simple concepts that you can apply without too much effort, but the results from each of these tweaks can double or triple your sales almost overnight.
Once this book is available to millions, I know it’s going to be much harder to accommodate everyone who wants more personalized help. So I created something special just for the readers of this book. I’ve opened up space in our DotComSecrets Ignite program so that I can personally look at your current funnels, spend an hour with you on the phone, and then have my team work with you for a full year to implement the changes you need to make.
If you’d be interested in being part of Ignite, then I want to invite you to apply with me personally. You can apply here:
http://Ignite.DotComSecrets.com
After you apply, someone on my team will give you a call and explain the Ignite program to see if it’s a good fit. If it is, then we could actually be talking together less than a week from right now.
And with that . . .
I will end this book.
Thank you so much for reading, and I wish you all the success you can dream of . . .
Russell Brunson
DotCom Secrets Page 19