Mike Killen, How To Sell a Marketing Funnel and Why Websites Are Dead

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00:00
welcome to funnel hacker radio podcast
00:02
where we go behind the scenes and
00:05
uncover the tactics and strategies top
00:07
entrepreneurs are using to make more
00:09
sales dominate their markets and how you
00:12
can get those same results here is your
00:14
host Dave Woodward welcome back to
00:18
funnel hacker radio I’m your host Dave
00:19
Woodward and today you guys are in for a
00:21
massive treat I have the opportunity of
00:23
having Mike killing with us Mike welcome
00:25
to the show oh okay thank you for having
00:27
me
00:27
I am so excited this is one of the
00:30
topics I get a lot of questions about so
00:31
for those you guys don’t know Mike he’s
00:33
a marketing funnel sales coach and
00:35
teaches people how to sell funnels so
00:37
Mike I’m Way excited to have you on
00:38
today this is a one of the things I get
00:41
asked all the time and that is young
00:42
gosh how much can I sell a funnel for
00:43
how do I sell a funnel what’s the theory
00:45
behind how do you how do you do that
00:47
kind of stuff so I really appreciate you
00:49
taking time for our audience today and
00:50
really kind of filling them in and so I
00:52
just want to kind of dive right in any
00:53
other thing you want to mention as far
00:55
as your own background or an intro that
00:57
I didn’t say no I know that’s that’s
01:00
perfect I’m a coach with WP elevation as
01:02
well and you know we use click funnels
01:04
and long and short is I moved into
01:06
selling just marketing funnels to our
01:08
customers because I realized that
01:10
websites just didn’t get the returns
01:11
that I wanted and I realized there was a
01:13
website was one small part of this large
01:16
overall process and yes started building
01:19
those for customers and bit by bit other
01:21
people started asking me they’re like
01:22
well how much you selling them for you
01:24
know how are you finding customers for
01:25
it and we kind of create a coaching
01:27
program for you know sell your service
01:29
and born out of that you know I love it
01:31
well let’s address the the biggest issue
01:34
here and that is what’s the difference
01:35
in your opinion between a website and a
01:37
funnel yeah that’s a really good
01:40
question and we get this a lot and
01:41
actually I’ve actually presented on this
01:44
in my opinion a website is typically
01:48
what people do businesses go for when
01:52
they think they have a problem with
01:54
their overall marketing and business and
01:56
lead generation strategy most people go
01:58
I need more customers therefore I’m
02:00
gonna get a website and they think that
02:02
this kind of sexy front end website is
02:05
going to solve all of their problems and
02:06
it’s kind of like I mean if your guys
02:09
have built websites in the past maybe
02:10
they can put their hands up kind of
02:12
through the radio
02:13
how many times have you built a website
02:14
for a customer I don’t know if you’ve
02:16
experienced this day and the customers
02:17
gone right well where are my customers
02:19
wearing my sales and why aren’t I at the
02:21
top of Google yet it’s the holy grail
02:28
web site building I guess yeah and this
02:30
is the thing in my opinion web sites are
02:33
one part of a larger system that you
02:36
have to have for your business a funnel
02:38
to me is the exact same process that we
02:40
would have used you know 10 15 maybe
02:43
even a hundred years ago where you’re
02:45
trying to gain a traction in the
02:46
marketplace people back to a way that
02:48
they can communicate with you give them
02:50
something useful that they can walk away
02:52
with and then follow up with them and
02:54
have a conversation with them later on
02:56
and a website is amazing for one part of
02:58
that but there’s parts at the top and
03:00
there’s parts at the end it just doesn’t
03:02
work with a website to me is fairly
03:03
static it’s one point sure you might
03:06
have a blog it might even be where you
03:07
host your funnel but the website itself
03:10
is pretty static but there’s an enormous
03:12
amount that you’ve got to take care of
03:13
on the top end and there’s an enormous
03:15
amount that you’ve got to take care of
03:16
on the bottom end and once we start
03:18
introducing that to customers they kind
03:20
of seemed happy to blow out this this
03:23
concept of one website as a project into
03:25
a larger system that they would call a
03:26
marketing funnel I love that I think
03:29
that this for us is one of the main
03:31
things you know I’ve talked a lot of
03:32
people as far as you know well what’s
03:33
the difference in four I look at a lot
03:35
of websites kind of as a big brochure a
03:37
big business card but again I think the
03:39
key as you mentioned its static and I
03:41
think that’s the problem people make the
03:43
biggest mistake of when they look at a
03:44
funnel is the ability to have it
03:46
extremely dynamic and to be able to
03:48
relate specifically to leading a person
03:51
down a logical path to make the right
03:54
decision for that customer so I just
03:56
love love that you’re doing this so
03:57
let’s kind of talk about this whole idea
03:59
as far as how you look at you know
04:03
selling a funnel what what are some
04:05
what’s the theory behind selling a
04:06
funnel how do you approach it how do you
04:08
talk to an SAR client about it how does
04:12
that work for you yeah so it’s a good
04:14
question because unfortunately we can’t
04:16
start the place where people want to
04:18
start which is in front of a customer
04:20
saying to them give me some money and
04:23
I’m gonna give you a funnel
04:23
unfortunately we can’t start that I’d
04:25
love to
04:26
have to work backwards a little bit the
04:28
most important part when it comes to
04:30
selling a funnel is you have to be
04:31
really clear on what it is that you want
04:34
to help people do we might think that
04:37
selling marketing funnels is a bit of a
04:39
niche but actually it’s not you know
04:41
risk to take one of my colleagues can
04:43
for example he helps social influences
04:46
monetize their online presence that’s
04:48
actually what he does he helps find
04:50
people who have got big social
04:51
followings and help find products for
04:54
them that he can then you know help sell
04:56
to their audience now he does that with
04:58
a marketing funnel but what he does is
05:00
he’s really clear and he says I help
05:02
this particular customer this particular
05:04
industry this particular vertical solve
05:07
this particular problem or get to this
05:09
particular goal so he’s really clear on
05:12
who it is that he helps and then from
05:15
there we need to go and find that
05:18
particular type of customer and start
05:19
having conversations with them and in my
05:21
opinion it is easy as approaching these
05:24
guys and saying hey look you know this
05:26
is this is who I help what kind of
05:28
problems are you facing what is it that
05:30
I can help with and if you know that
05:31
market really really really well you
05:34
should be able to come up with content
05:36
and posts and lead magnets and webinars
05:39
and videos and podcasts that help them
05:42
do something that’s the first way to get
05:44
in front of the bee you have to be
05:45
really clear on who you are and who you
05:48
are targeting you know I love that so
05:51
you recommend that a person picks a
05:52
niche or a vertical and specializes in
05:54
that niche 100% like it’s you can sell
05:58
funnels to anyone but it’s a very
06:00
expensive way to sell products we fat
06:04
for example our agency that we have we
06:06
just sell funnels for online course
06:08
based businesses we found enormous
06:10
growth there even that is actually too
06:12
broad we found coz we found that we’ve
06:14
had to specialize within that the two
06:16
reasons and I’m sure I’ve heard your
06:18
guys talk about this specializing within
06:19
a vertical or a niche is important first
06:22
of all you find enormous depth within
06:24
that you know it’s it’s it’s actually
06:26
very easy to start finding customers and
06:29
a lot of the time we’re actually only
06:30
looking for one more customer at a time
06:32
you know that’s really who we were
06:34
looking after secondly what it allows
06:36
you to do is standardize the results
06:39
that you can
06:40
for that particular type of person I
06:42
know what course based businesses want
06:45
you know with some of my friends know
06:47
what pharmaceutical but he’s become one
06:51
some of them know what online fitness
06:54
companies want some of them know what
06:56
coaches want by choosing a vertical it
06:59
doesn’t always mean industry I think we
07:01
have to be clear on that as well
07:02
vertical ization doesn’t always mean
07:03
industry they can do if that’s what you
07:05
want to go after but choosing a specific
07:08
type of customer and the type of
07:10
characteristics that they’ve got it’s
07:13
the first step towards finding customers
07:16
who want to buy marketing funnels from
07:18
you oh man I love that I totally totally
07:20
agree so tell me now that you so I guess
07:23
the one more question on that is do you
07:26
just pick one that you are passionate
07:27
about yourself do you pick one you think
07:29
you can make the most money at how do
07:31
you actually pick that niche or that
07:32
vertical yeah that’s a really good
07:34
question because we’ve kind of got like
07:36
this dichotomy between who’s easy to get
07:41
and who’s easy to get results for and
07:44
it’s really important we’re clear on the
07:46
distinction between those two for
07:48
example
07:49
non not profits not-for-profits and
07:51
startups are an incredibly easy customer
07:54
to target because they always need help
07:56
they always yes don’t we know that right
08:00
but how many of those guys actually have
08:03
budget to be able to you know hire your
08:07
services the truth is not that many you
08:09
know really they don’t and we will
08:12
probably come onto pricing in a little
08:14
bit but it’s easy for me to find
08:16
customers who want me okay that’s easy I
08:18
can go out there and I can just start
08:20
you know going to networks and finding
08:22
those types of guys on the other hand
08:24
there are customers that are easy to get
08:26
results for now a customer that’s easy
08:29
to get results for is someone who will
08:31
seriously see the benefit of working
08:33
with you let’s say you find a customer
08:35
who’s got a hundred thousand dollars a
08:36
year in revenue now some of your guys
08:38
are going to be working with customers
08:39
with a lot less than that some of them
08:40
are the hell of a lot more you know if I
08:42
get 10% if I add 10% to their top line
08:46
so I add 10 grand a year to their
08:49
business that’s a hell of a result and
08:51
frankly that probably pays for the most
08:53
base
08:53
level of my service if I just add and
08:55
ground on to that Bob line but chances
08:57
are they’ve already got revenue which
08:58
means they have subscribers probably
09:00
already got leads and they probably
09:01
already got customers so that’s one
09:03
person that I can get awesome results
09:04
for if we then scale that up even
09:06
further somebody’s making you know 200
09:09
grand or two million if I get 10% to
09:13
their top line of those same customers
09:15
that’s someone who I can get massive
09:17
results for and those customers are out
09:19
there they need help they need reliable
09:22
suppliers and they need people to manage
09:24
this overall funnel process to add
09:26
revenue to their business because at the
09:28
moment they’re not growing you know
09:29
there’s a lot of businesses out there
09:30
that aren’t growing so I would argue
09:32
find someone who you know you can add
09:35
results to find someone who you know
09:37
that you can seriously seriously help
09:40
and that may mean you might think well
09:41
that’s not necessarily an industry it’s
09:43
actually a particular type of customer
09:45
maybe they’ve got five people you know
09:48
they sell online products or they sell
09:50
you know physical products workout the
09:53
characteristics of who you can help not
09:55
just who is easy to to go after you know
09:57
I love that you know we talk a lot about
10:00
the ability to be able and willing to
10:02
spend money there’s a lot of absolutely
10:04
are very willing willing to but they’re
10:07
just not able to it kind of goes back to
10:08
your nonprofit you know gosh if I had
10:10
just money I’d totally do it but I don’t
10:12
so I don’t know I’m not able to so I
10:14
love that idea as far as able and
10:15
willing to spend and again your air x4
10:17
caveat there as far as who you can
10:19
actually get great results for just ties
10:21
that down even more so I think it’s
10:22
fantastic yeah and there’s this kind of
10:24
thing like if I we had a customer who
10:26
approached us a long time ago who was in
10:28
the wool manufacturing business and I
10:30
was like I don’t really care what the
10:32
product is it sounds insane like there’s
10:34
this huge market out there and she said
10:36
that she wanted to get to 250,000
10:38
dollars a year I was like okay that’s
10:40
fine how long have you been going how
10:42
many customers because if you’ve got
10:44
which is apparent revenue and it was
10:46
zero for all of it she just started well
10:49
to get you to to 250 thousand dollars
10:51
it’s gonna cost you five hundred
10:53
thousand dollars like that’s that’s it
10:55
there’s nothing I can do about that to
10:57
get to two hundred fifty thousand
10:59
dollars for your business model it’s
11:00
gonna cost you five hundred grand and of
11:02
course she didn’t have that so I was
11:03
like even if I got to 250 thousand
11:06
dollars
11:07
a hundred percent increase would be two
11:09
hundred and fifty thousand dollars
11:10
whereas someone who’s like some of our
11:12
insurance customers who are you know two
11:14
hundred fifty thousand dollars a month
11:15
to get them you’re ten percent on their
11:18
revenue which is a much easier for me
11:20
it’s a much easier job for me and yet
11:23
it’s the same amount of money so I kind
11:25
of think you know I’m like if I even
11:28
double someone who’s at fifty grand to
11:30
get them to fifty grams so adding a
11:32
hundred percent I can still get a lot
11:34
more for someone who’s at five hundred
11:35
thousand and just adding ten percent on
11:37
to their business you know I love that
11:39
such a great approach I love the idea as
11:41
far as realize what is the result that
11:43
they they expect and you know how much
11:45
do you how much working you have to put
11:46
in to make that happen that’s fantastic
11:48
so tell me what what’s the next step so
11:51
now you’ve kind of found the niche found
11:52
the kind of the verticals that you want
11:53
you don’t want what do you need from an
11:55
ROI standpoint how do you then sell a
11:57
funnel yeah so first of all let’s say we
12:01
know who we’re going after you guys are
12:03
obviously very very good at targeting
12:05
ads making sure that you’re going after
12:06
people I want to be clear as well that
12:08
Facebook advertising is one option I
12:12
love that right the reality is if it
12:16
costs me three grand to fly up to Miami
12:19
to see someone who I think is going to
12:21
be perfect for my business but I know
12:23
they’re gonna bring in fourteen thousand
12:24
dollars a month I’m gonna spend that
12:26
three grand I’m gonna find that three
12:27
ground somewhere and go out there and
12:29
flight there and find and speak to those
12:31
people now the way that we have found
12:33
those types of customers first of all is
12:35
by interestingly telling people the
12:39
characteristics that we’re looking for
12:40
in a customer I couldn’t believe how
12:42
quickly we started getting inquiries
12:45
because people want to help your your
12:48
friends want to help your network wants
12:49
to help your current customers want to
12:51
help if you’re brand new starting today
12:53
the rest of your friends wants to help
12:55
you and if you’re really clear about the
12:58
types of businesses that you can help
13:01
but those characteristics and you’re
13:02
really specific about who does you can
13:04
go after and tell people that tell them
13:07
that this is who you’re going after I
13:08
promise you you will have inquiries
13:10
faster than you realize they’re not
13:12
going to come from traditional sources
13:13
they’re going to come from places like
13:15
your referral network like online but
13:18
it’s because you’re really clear
13:20
in who it is that you’re going off great
13:23
advice
13:24
I love that night I agree I think what
13:26
matters most is identifying get that
13:28
clarity and then spend whatever it takes
13:31
to make to get that client I again we
13:33
talk a lot about you know if you’re
13:35
getting started you may have to build
13:36
your first funnel for free which get but
13:39
we get results and it actually sticks
13:40
and you can say hey I did this and yeah
13:43
that is a huge and then obviously make
13:45
sure that the the client you getting the
13:46
results for is gonna talk talk to others
13:49
about it and and you can use their
13:50
results yeah it’s interesting because we
13:53
actually say that the customers like so
13:54
we build like learning management
13:55
systems and we’ve said to a few of them
13:57
that will give you that twenty five
13:59
thirty thousand dollar products you know
14:01
and I’ve said I’ll give that to you for
14:02
free because I know that you’re gonna
14:05
have to do so much more within your
14:07
business to be able to get results from
14:09
this learning management system which
14:10
happens to be a funnel so that’s another
14:13
thing as well as are you willing and
14:15
seriously willing genuinely you know
14:17
obsessed with the idea of putting 100
14:21
percent helpful useful content out there
14:23
we are the equivalent of there’s a
14:26
saying it must be in the US as well that
14:28
the Cobblers to children has no shoes
14:30
like Garth we’re really bad as funnel
14:34
builders at putting out useful content
14:37
and yet it’s our biggest complaint with
14:38
customers when they don’t want to put
14:40
that right I only laughing because yeah
14:45
we’ve started producing a massive amount
14:48
of content I guess some people would say
14:49
almost too much content but for that
14:51
roll up one reason and that is you have
14:53
to be willing to put the content out
14:54
there you have to do it absolutely and
14:57
if you’re not willing to put aside eat
15:00
even an hour a day or the week to create
15:04
something that’s genuinely useful
15:05
bearing in mind you know who your
15:07
customers you know what their problems
15:08
are you know what their goals are you
15:09
should be creating stuff and getting
15:11
that to them this is why Facebook
15:13
marketing has kind of eclipsed
15:14
everything else because I’m able to get
15:16
that content to people in an easier way
15:21
than ever but that has never stopped me
15:23
from manually finding people on LinkedIn
15:25
within my network talking to my friends
15:28
talking to my current customers and
15:30
saying hey we just came up with this new
15:32
process on how to keep
15:33
more members we come up with this new
15:35
way of of you know building a private
15:39
Facebook group and increasing attrition
15:41
because I know that these are the
15:43
problems that my customers face and
15:44
saying I want you to read this and I
15:46
don’t ask for anything in return
15:48
I give it to them and it’s so important
15:50
that we’re saying only give you value
15:52
I’m not here to sell you anything I’m
15:53
not here to get you results after you
15:55
give me money I’m here to give you
15:57
results way before you’re even willing
16:00
to get out your checkbook and that’s the
16:02
thing you have to be seriously committed
16:03
to helping this particular audience you
16:05
know I love that obviously that’s why
16:07
we’re doing this podcast right now I
16:08
know you’ve got a podcast on your site
16:10
as well yeah podcasting that I talked a
16:12
lot of people about all the time is
16:13
probably the easiest ways to get content
16:15
out it’s so easy you know again
16:18
regardless you have to make sure you’re
16:20
getting content out on a regular basis
16:22
so now that you’re making you’ve
16:23
identified your niche you’ve really
16:25
specialized it you gone out ask for
16:27
referrals you’re producing content
16:28
what’s the next step they’re really
16:29
selling the funnel but the next step is
16:31
to have a conversation with someone and
16:33
this is the one that always kills me
16:34
because I’m always staggered at how
16:36
difficult other people make this let’s
16:38
say that Dave let’s say that you have
16:40
you know this online and cost
16:44
this or whatever it is hey Dave you know
16:48
I’d love to get a conversation with you
16:50
bearing in mind I’ve sing free content
16:52
I’ve started having a conversation in my
16:54
inbox you might be an email subscriber
16:55
I’ve sent you a couple of videos we’ve
16:58
had a few invitations hey look I really
17:00
want to hop on the phone with because I
17:01
just want to understand why don’t you
17:05
just want to understand what you’re
17:07
going through and by running through and
17:09
asked what is it you want okay what are
17:12
your goals what are the problems you’re
17:13
facing what is it if we’re not asking
17:16
we’re not telling them what we do we’re
17:17
just asking what did they want and what
17:20
are the problems that they’re facing we
17:23
I published a video recently saying
17:24
about how you know ask where they are at
17:26
the moment what kind of traffic do you
17:28
have at the moment what kind of leads
17:29
you getting how many subscribers have
17:31
you got what’s your most popular blog
17:33
post how many sales do you get from your
17:35
current customers because we all know
17:36
that there’s a variety of solutions that
17:39
we could provide but we don’t know
17:40
enough about a customer yet to go to
17:42
provide that and what we do is we run
17:44
this this thing called the prescription
17:47
which is taken from frank kern so i
17:49
cannot claim ownership to this but where
17:52
he basically says after that he’ll
17:54
repeat back and say okay so you want to
17:57
sell more courses online you’ve
17:59
currently got a hundred customers but
18:01
you want to have a hundred and ten
18:02
customers does that sound about right
18:04
and because i’m repeating back to you
18:07
what you’ve said i haven’t spoken about
18:08
this entire thing i’ve just been asking
18:10
questions you’ll go yeah that’s that’s
18:11
that’s it that’s about it and already
18:13
you have given them clarity so many
18:16
customers don’t have this clarity and
18:17
you’ve given them that just by asking
18:18
those questions and all we do is this
18:21
magic phrase and I wish people would use
18:23
it more as would you like some help with
18:25
that and I love that they’re not gonna
18:29
say no they’re gonna say yeah I’d love
18:32
some help with that that’d be great
18:33
which is your chance to go fantastic I’m
18:36
gonna get you over a proposal fantastic
18:38
let’s have a proper discovery called
18:40
fantastic let me fly out and meet with
18:41
you that is your hook to getting them
18:44
for a fact that you are someone who hope
18:49
for them you’ve given them clarity
18:50
you’ve already been helping them because
18:52
you’ve been giving them free content and
18:53
you’ve given them clarity and now you’re
18:55
saying would you like some help with
18:56
that and that’s all you have to do going
18:58
forward and we have most people kind of
19:00
close within the next month or so from
19:02
that conversation I think that’s
19:04
fantastic I know years ago I read a book
19:06
called Socratic selling and it was all
19:08
based on what you just made mention of
19:09
its questions it’s you know soccer news
19:12
all it was about asking questions and
19:13
questions and I think the more questions
19:15
that you can ask a person just your your
19:18
logical thought process of the questions
19:20
that you’re asking is what builds up
19:22
your credibility almost instantly
19:24
because the as you made mention dilute
19:25
your clients going I never thought about
19:27
that or you know what I now have clarity
19:29
you’re right I want to go from a hundred
19:31
to 110 or from a thousand to twelve
19:34
hundred sixty-five or whatever the
19:36
number might be for him just just
19:38
getting that number out there and then
19:40
saying hey so would you like some help
19:42
with that it’s really hard to say no
19:43
once they’ve identified there’s a
19:44
problem yeah and you know what sometimes
19:47
they are gonna say no okay and sometimes
19:49
they’re gonna go do you know what at the
19:50
moment no maybe they’re anxious fine you
19:54
know do I go do you know what don’t
19:56
worry about it you’re obviously not
19:57
ready for me at the moment tell you what
19:59
I’ll come back and speech
20:00
in a few months and this is the thing is
20:02
actually a lot of people in their email
20:04
INBOX have people who have turned them
20:06
down you need to be talking to those
20:07
people again you need to be picking up
20:09
the phone
20:09
emailing these people and saying hey a
20:11
few months ago I spoke to you you
20:13
weren’t ready for me then would you
20:14
still like some help with what it is
20:16
that you’re struggling with and we found
20:17
that just by increasing the number of
20:19
conversations that we want to have with
20:20
customers we have shockingly increase
20:23
there are funnels that we sell to
20:25
customers you know now I think that’s
20:27
brilliant
20:27
I think it’s the problem to me people
20:30
always think is when they get a know
20:31
that that’s the end of it
20:32
typically they know it’s just it’s just
20:34
not the right time right now or they
20:36
think you know what I you know I don’t
20:38
need help with that I’ve already kind of
20:39
have a plan in place I’m gonna try this
20:40
first and if it doesn’t work let’s talk
20:42
later
20:43
but that follow-up obviously the
20:44
follow-up funnels for us is one of the
20:46
main things you know we joke around
20:47
about it but it’s really serious and
20:49
that is it for every dollar that comes
20:50
in the front end of our funnel all the
20:52
follow up funnels on the back make us
20:53
another seventeen and that’s so critical
20:56
I know I was looking through your site
20:58
and some of the stuff you got on there
20:59
your whole thing is always about to
21:01
follow up the follow up the follow up so
21:03
I think that’s fantastic yeah and that’s
21:06
also the first part that we sell to
21:08
customers as well is we’ll go through
21:10
their follow up process the first thing
21:12
we’ll sell to them I think that’s a
21:14
great idea so I know one of the main
21:16
things people are gonna start asking and
21:17
that is price and I know you’ve got a
21:19
whole webinar on how to price a
21:20
marketing funnel and in fact Mike and I
21:24
were talking beforehand for those you
21:25
guys are listening I’ll put in the show
21:27
notes the actual link to the details of
21:29
how to price a marketing funnel and the
21:31
webinar that might create it but you
21:34
know quick synopsis or kind of as a
21:35
teaser for that webinar how do how do
21:38
you price a funnel so that’s a really
21:40
good question and the reason we have
21:42
this this is you know out there because
21:44
it’s so important to me I I think a lot
21:48
of people have a go at me because I
21:49
believe that everything should be ten
21:51
grand or 25 grand or fourteen grand a
21:53
month or whatever and that’s not true I
21:54
believe that everything you sell should
21:56
be profitable if you have a way to sell
21:59
a funnel at a hundred bucks as long as
22:01
it is profitable for you brilliant okay
22:04
have a real think about whether you
22:05
would rather have a hundred customers at
22:07
a hundred dollars or one customer ten
22:09
thousand dollars that’s up to you but
22:11
that’s the first pies we have to be
22:13
mind everything is profitable now it’s
22:15
actually a really simple process behind
22:17
pricing a funnel typically what we’ll do
22:19
is the discovery process will ask okay
22:21
what is it you want what is it you need
22:23
what are your goals where are you now
22:24
and we have a really good understanding
22:26
will spend 45 minutes to an hour just
22:29
asking questions before we even send
22:31
over a proposal can we mention tools on
22:34
this by the way of course yet so we use
22:37
better proposals i oh that’s that the
22:39
program that we use as a digital
22:40
signature thing you can measure your
22:42
income you can save templates and stuff
22:46
but we actually have it like a proposal
22:47
just pre-written in there that we use
22:49
and you know that’s great that’s fine
22:50
that works for us but first of all I
22:54
know how much I need to make per month
22:56
and I know that a project is probably
22:59
going to take two months okay so that
23:02
therefore I need to know that I need to
23:04
have at least two projects a month or
23:06
one project every couple of months to be
23:08
able to keep my over overheads going
23:09
that’s just some basic maths that I know
23:11
and your guys should work that out too
23:13
how much do you as an individual need to
23:15
earn per month okay that’s you
23:16
personally that’s your mortgage that’s
23:19
your rent
23:20
that’s your bills that’s going out to
23:21
the cinema that’s food your personal
23:23
expenses then you need to be really
23:26
clear on how much it’s going to cost
23:27
your business to just stay open tomorrow
23:30
what is your office rent what are your
23:32
hosting bills
23:33
what is your subscription plans to other
23:35
services and you need to know that
23:37
amount so for the sake of posterity
23:38
let’s say I need to earn a thousand
23:41
dollars for me personally my business
23:44
costs me you know $500 a month to keep
23:47
open and the last thing I need to figure
23:49
out is I’ll go through all of those
23:51
needs and those goals from the customer
23:54
and I’ll work out okay well what is it
23:56
I’m actually going to deliver to get
23:57
them there and I spend some time finding
23:59
out how much is it going to take me to
24:01
deliver that do I have to buy another
24:03
subscription platform do I have to buy
24:05
them a new website do I have to build
24:07
them in your website on top of the
24:08
funnel do I have to you know write some
24:11
email copy for them well they need an
24:13
email writer well they need photos all
24:15
of this kind of stuff I figure out how
24:16
much is it going to cost them I put all
24:19
of those costs together and we add
24:22
anywhere between 30 and 50 percent
24:24
margin on top of it that’s
24:26
basically how we work all that out
24:28
that’s awesome right super simple yeah
24:32
there’s no there’s no written rules you
24:34
know and the reality is you should be
24:37
clear this is why understanding who you
24:40
go after is so important because I want
24:43
to go after businesses that have a
24:45
turnover at least a minute which means
24:47
they’re going to be spending at least
24:48
$100,000 a year on marketing which means
24:51
I know that I could probably get
24:52
anywhere between fifty and seventy five
24:53
thousand dollars for that so we’re not
24:55
put a proposal towards them for that to
24:58
solve their problems it’s gonna fit
24:59
within that budget and they’re not gonna
25:01
go oh my god that’s so much money
25:03
because you have to price it like this
25:05
to be profitable for you because you owe
25:07
it to yourself and your customers to be
25:09
profitable because if you’re not around
25:10
in six months time you’re not helping
25:12
anyone you’re not you’re literally not
25:14
able to help anyone so by going ahead
25:17
and making sure that you know that every
25:19
project you price is profitable by
25:21
adding that margin the easiest way to do
25:23
it is to just take the costs of the
25:25
suppliers take hamlike it’s gonna cost
25:27
you and just times it by three that’s
25:29
ultimately the easiest way to do it
25:31
that’s the fastest way to do it but you
25:33
have to understand what it is you’re
25:34
delivering and understand those costs in
25:38
order to make sure that every project
25:39
you put forward which is another reason
25:41
why we standardize and we have a
25:42
particular vertical we go after because
25:44
we know that the the price is probably
25:46
going to stay pretty much the same
25:47
within all our projects you know super
25:49
super simple man man that is so smart I
25:52
love I really encouraged it was listen
25:55
to this to rewind that segment and
25:57
listen that piece again as far as price
25:58
because that I know when I I’ve had some
26:02
crazy stories personally as far as
26:03
pricing things way too low and price um
26:06
things way too high whoa did I screw
26:10
that up like you know what you only got
26:11
that one shot to really make that deal
26:13
and so I love how you do that and I
26:16
think again it really makes it a lot
26:18
easier when you’re in that same vertical
26:20
because things are pretty common across
26:23
within one vertical where it changes
26:25
quite a bit if I’m working for a plastic
26:27
surgeon versus where I’m working for
26:29
someone who’s selling you know furniture
26:31
or I mean it’s totally different and the
26:34
margins are different and where they’re
26:35
trying to go is different so I love that
26:37
idea so great great
26:38
site appreciate that welcome well Mike
26:41
as we close to kind of wrapping things
26:43
up there any other tips or tricks you
26:44
want to make sure our listeners yeah I
26:49
can’t leave out color you think I would
26:51
say is when you’re selling a funnel to a
26:53
customer remember that you’re the expert
26:55
like I’ve been privileged enough to work
26:57
with some of the guys who listen to this
26:58
podcast and I have to keep very quiet
27:01
because I’m embarrassed about how much I
27:02
don’t know and I’m a guy who teaches
27:04
people how to sell funnels if I’m saying
27:07
that oh my god you guys who listen to
27:09
this know what you’re talking about you
27:10
do know you’re talking about so your
27:12
customers are ignorant and I mean that
27:14
in the nicest possible way they are dumb
27:18
when they say to you oh you know my
27:21
nephew tells me that Instagram is a
27:23
really good place to advertise just go
27:25
do you know what your nephew that’s fine
27:27
I’m sure he’s a lovely guy but he
27:29
doesn’t know jack about running a
27:31
profitable marketing funnel you can let
27:33
them get these ideas out on paper and we
27:35
do that as an exercise we say why don’t
27:37
you just tell us everything that you
27:38
think you want to do and we’ll agree
27:40
with them and go you know what that is
27:41
an option but what we have found is dot
27:44
dot dot and make sure that you’re the
27:46
expert what you should be putting
27:48
forward is what should be working for
27:49
your customers
27:51
not what your customers think should
27:53
work for them and it’s really important
27:54
that you have that and you know I just
27:56
want to say that if you not if you’re
27:58
not sure that you’re an expert I
27:59
guarantee you you’re better at building
28:01
funnels than I am I’ll promise you that
28:03
so you can at least have be better than
28:05
one person in the world all right well
28:08
Mike that is a fantastic note to end on
28:10
I’d love that I think I really hope you
28:12
guys as you’re listening that take that
28:13
to heart because yeah definitely a lot
28:16
of you guys who are listening to this
28:17
ballistas to listen to our podcast quite
28:19
a bit you guys are out there building
28:20
funnels you just trying to find the
28:21
right way of selling it this has been a
28:24
fantastic podcast Mike from really
28:26
helping a person wants to be in the
28:28
business of selling funnels to really
28:29
understand that so I think that’s
28:30
fantastic I greatly appreciate your time
28:33
today no you’re very welcome and I just
28:35
want to say Dave as well I love the
28:36
podcast like it’s weird being on this
28:38
side of it so I’m humming well Mike
28:42
thank you so much again I wish you all
28:44
the success in your business it’s so
28:46
exciting for me to see how it’s growing
28:48
it’s interesting seeing your podcast up
28:49
and running I love seeing that as well
28:51
so I
28:52
if you guys want to reach out to mike
28:53
what’s the best way of reaching out to
28:54
Mike well I’m on Twitter at Mike
28:59
underscore killin or you can just hit me
29:02
up on the website we’ll just say your
29:03
service code at UK and my email address
29:05
is just you know Mike let’s say your
29:07
service to UK and I’m always checking my
29:09
emails so yeah hit me up awesome I love
29:11
it well Mike thanks again appreciate
29:12
your time today have a wonderful day you
29:15
too thanks very much Dave thanks for
29:17
listening to puddle hacker radio podcast
29:18
if you’d like to be notified anytime we
29:20
release a new episode just subscribe
29:22
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29:25
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29:31
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29:34
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like access to a free dream car all you
29:40
have to do is go to funnel hacker
29:41
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29:46
for listening

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