[52] Exactly How to Build a Sales Funnel From Scratch, and Why

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[52] Exactly How to Build a Sales Funnel From Scratch, and Why
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Today we talk about exactly how to build a sales funnel from scratch. We cover WHY a sales funnel is important, and exactly how to create one.

Check it out:

Updates

Brian’s update:

  • I listened to Rob Walling’s new audio documentary which follows their launch of Drip.  Listen to it here: http://www.startupstoriespodcast.com/
    • I really enjoyed it, even as a podcast listener and a Drip customer. I kinda knew the general outline of the story, but this really gives a closer look at their thought process while things are happening — exactly the kind of real world case study that I love.
    • My big takeaway from it was how laser focused Rob is when it comes to figuring out WHO is Drip’s actual customer. That changed over the course of that first year for Drip, and it was interesting to hear their process truly understanding who their customers are, and why they might look at using Drip in their business.
    • I’m really glad they moved toward the email automation stuff, because I’m definitely in that group.
  • My RE Webinar was a complete failure 🙁 …Everything that could have gone wrong did.
  • This month I’m re-working my marketing funnel for Restaurant Engine, starting with the top of the funnel, a new video series for restaurant owners. I’ll report back on this in January and February once this new funnel really kicks into action.

Jordan’s update:

  • Travel is bad for productivity, but really good for strategic thinking.
  • Been feeling like CartHook is at a crossroads and I need to decide on the right path forward for 2015.
  • Been feeling stressed out by the fact that the way I’m doing things now is not achieving the results I want, so I need to come to terms with the fact that I need to change HOW I do things, not just what I do.

In This Episode…

How to build a sales funnel:

Step 1:  Customer Avatar

  • Define your target customer. This is super critical. Get this right and everything will be easier and more effective.

Step 2: Desired End Result

  • You need to identify the real desired end result of your customer. This is what your content will be helping them get closer to achieving.

Step 3: Email Nurture Sequence

  • Your email content should provide value that brings your prospect closer and closer to their desired end result.

Step 4: Offer and Follow Up

  • Make sure to position your offer as valuable. And don’t just make the offer once, follow-up!

Step 5: Lead Magnet

  • Create a lead magnet that leads into your funnel, takes a few minutes to consumer, addresses a specific problem, and doesn’t take you more than a few hours to create.

Step 6: Software Integration

  • There’s a reason software comes last. It’s because it’s the least important part of this whole thing. With that in mind, I recommend you do two things. First, keep things as simple as possible. Second, use software that’s built for this purpose.

Links

 

[51] Crush Every Goal You Set with Clint Warren

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[51] Crush Every Goal You Set with Clint Warren
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Today our friend and returning champ, Clint Warren joins us in a discussion about getting things done, and crushing big goals. It’s not same productivity hacks you read about.  We’re working through real, day-in-day-out strategies and mindsets that help us do more, achieve more, and get from point A to point B faster.

In this episode

  • Consuming vs. Doing… How to strike a balance between consuming stuff (blogs, podcasts, courses, books, etc.) and taking action in our business.
  • How to start with the end in mind — setting big goals for the year or multi-year goals.
  • How to stay on track with those big goals throughout the year — without getting distracted and going off course.
  • Our monthly, weekly, and daily routines to keep us moving the ball forward.
  • Keeping a balance… Home life, relaxation, recreation… How do we avoid over-working ourselves?

Links

[50] Getting First Customers For a SaaS, Pricing Your Product, & Other Listener Questions

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[50] Getting First Customers For a SaaS, Pricing Your Product, & Other Listener Questions
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In this week’s show we take listener questions on early-stage SAAS sales process, picking your pricing, and more.

Check it out:

Updates

Brian’s update:

  • Listening to Ask Gary Vee episode 45, he said something interesting: “People fall in love with the way they make money” – He was talking about getting too comfortable with the way you’ve always done marketing. You’ve got to constantly be trying out new things, even when what you’re currently doing is working.
  • …Which I really relate to in my Restaurant Engine business. We’ve relied almost exclusively on our content marketing and organic channels to drive new signups and I feel like I’ve become stuck on this strategy for too long.
  • This month I’m working to add a new, more predictable marketing funnel by running some Webinars. So I have our first webinar for Restaurant Engine scheduled for Monday and Tuesday of next week. We’ll see how it goes.
  • On the Productize side of things, this week I sent a survey out to people who didn’t buy so I can try to get a handle on the key objections. Here’s what those were:
    • Some people said “not right now, but plan to buy later” — a common reason cited was that they’re currently going through a different course and don’t want to do several at once.
    • Some felt the price was too high, but they didn’t have unreasonable comments about price. Most said they’d like to see a price point in the 100-200 range.
    • Some said they don’t like video courses and prefer text. I must have done a poor job of communicating that in fact all lessons come in text, audio, and video formats.
    • Some felt they already had a handle on the concept of Productizing… Again I did a poor job of communicating this. 2 thirds of the course go well beyond just picking a service to productize… it gets into systemizing and marketing strategy.
    • …So I’ve got some work to do 🙂

Jordan’s update:

  • Thinking aggressively on the sales front again.
  • Launched a Facebook ad campaign – it’s good to make concrete progress.
  • Really enjoyed Brennan Dunn’s podcast episode with Scott Yewell – http://doubleyourfreelancing.com/100kprojects/ – amazing value and inspiring story. And also related is Brennan’s post on a new agency he’s going to launch that’s a hybrid productized service, with a recurring element to it – http://doubleyourfreelancing.com/new-agency/

In This Episode…

  • Anthony Franco asked about early-stage sales process for his SAAS BetterCater
  • Anthony also asked about liability insurance for web businesses.
  • Ryan Frank asked about pricing for his calendar appointment app TossBlocks

Links

 

Do you have questions or topics you want us to cover? Head over to this page and let us know: https://bootstrappedweb.com/contact/

Or leave a comment below and we’ll make it happen.

[49] Allan Branch Joins us to Talk Less, Life, Focus & SaaS

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[49] Allan Branch Joins us to Talk Less, Life, Focus & SaaS
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We’ve got Allan Branch joining us today. Allan runs LessAccounting, among other things, and he’s got a ton of wisdom and insight to offer on business and life.

Check it out.

Updates

Brian’s update:

  • Working on doing my first webinar for RE, but not sure if I can get enough signups before Thanksgiving. We’ll see.
  • Time management issues.

Jordan’s update:

  • Launching the CartHook blog and paid advertising next week.

In This Episode…

Long Slow SaaS / Focus / Branching Off

  • Getting started on LessAccounting
  • Side projects vs Focus
  • The Less Conference
  • Where’s LessAccounting today?

Links

 

[48] Launch Sequence & a Case Study of Brian’s Productize Course Launch

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[48] Launch Sequence & a Case Study of Brian's Productize Course Launch
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Today in episode 48, Jordan and Brian talk through every detail, metric, and strategy from Brian’s recent launch of his course, Productize.  Yes, you’ll hear all of the numbers, but more importantly, you’ll get the sequence of events that led up to this launch, and why it was a success.


Bonus:  Download this entire launch sequence — All of the emails, dates, and notes — along with Brian’s recap article where he shared other lessons learned on this project, over on Brian’s blog at: casjam.com/launch


But first…

Updates:

Brian’s update:

  • My one big goal for this month is do our first webinar for Restaurant Engine / Hotel Propeller…
  • …But all the “little things” are getting in the way

Jordan’s update:

  • New CartHook integrations are starting to roll – plan on being aggressive on the “integration marketing” front with a personal approach that’s been working so far
  • Toiled on an SEO strategy – came up with a content/SEO hybrid that I’m really excited about
  • Believe it or not I’m actually working on my first blog post and plan to publish that next week.

In this episode…

It’s an in-depth case study of Brian’s launch of his course and workshop, Productize.  We cover in detail:

  • The final sales numbers, mailing list numbers, and breakdown.
  • Rewind and figure out why this was the right idea to pursue as a product.
  • How Brian went about doing customer research to know what his audience really wanted.
  • The exact sequence of emails and blog posts leading up to (and past) the launch.
  • How Brian used guest posts and guest podcasts to promote the launch.

[47] Business Models for Bootstrappers

Bootstrapped Web
[47] Business Models for Bootstrappers
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There are an endless number of ways to make money online. But you’ve gotta pick the right business models at the right times. Today’s episode focuses on business models for bootstrappers, and how to decide which ones to pursue at different stages of the game.

Check it out:

Updates

Brian’s update:

  • Sketchnotes Handbook by Mike Rhode – http://rohdesign.com/sketchnotes/ (discovered it on Product People)

    Jordan’s update:

    • Really proud of the previous episode on family businesses.
    • Trying to loosen up more and remember to stay aware of my mood and happiness. If I don’t consciously pay attention to it I tend to drift toward stress and impatience. Not cool for anyone, but especially when you’ve got little kids.
    • CartHook is keeping up the momentum, I’ve hired a few people to help with SEO and content writing, and the search for developers looks like it’s all going to work out after all.
    • Taking a page out of Brian’s book and planning for the next few months, which is always eye-opening.

    In This Episode…

    Different business models for different stages of the game:

    • Phase 1:  Employed
      • Goal:  Go out on your own, and replace your income
    • Phase 2:  Freelancing (client work)
      • Goal:  Move beyond trading time for money
    • Phase 3:  Launched product 1
      • Goal:  Traction and moving forward
    • Phase 4:  Growing a company
      • Goal:  Go big / double down / multiply

    Links

     

[46] Family Business

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[46] Family Business
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Today we’re joined by returning champ, Matt Medeiros, who hosts the Matt Report show, all about WordPress and business.  His company recently launched Conductor Plugin for WordPress.

But enough about WordPress… Today, we had the pleasure of talking about something not many of us talk about: Doing business with family members.

Both Matt and Jordan have plenty of experience.  Both were/are involved in businesses with their father’s and brothers and we talked at length about the ups, the downs, the ins, the outs, and everything in between when you mix family and business.

[45] To Build An Audience Or…

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[45] To Build An Audience Or...
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Today’s episode is all about the right way to build an audience and the right reasons to do it. Brian gives his advice and perspective as someone who has built an audience over the past few years, while I’m in the very early stages. Whatever position you find yourself in, you’ll get a lot out of this one.

Check it out:

Updates

Brian’s update:

  • Launched Productize! Just 2 days in and very happy (and relieved) with the response so far… I promise to share full details and numbers in an episode in November.
    • Actually had the first sale before I even announced it was open 🙂
    • And now that we have a good number of customers already inside the course, I’m excited to open up the new community (private Facebook group) for everyone to interact…
    • A few people asked about the Productize Workshop and what’s involved there… I’m breaking it into small groups of about 5, and as a group we’ll hammer through personalized feedback and strategy on each attendee’s productized business. Very interactive. Some have called it a Mastermind call and I think that describes it well.
    • $100 off sale is currently still on through Halloween.
  • Overall, just relieved and happy to get some rest.  I was actually in the office until 5am the morning of launch getting all of the videos finalized and uploaded.

Jordan’s update:

  • Remember when I talked about clearing my plate and being able to focus about a month ago? Yeah well, that’s finally happening. It’s amazing how much progress you can make when you start to focus.
  • CartHook is picking up momentum, have the most free trials going I’ve ever had, and we’re releasing new features.
  • Still struggling with finding a developer to build new integrations, but I’ve got a few prospects that I believe will work out.
  • Been thinking A LOT about the next move on the info product side of things, which leads right into today’s episode.

In This Episode…

The power of the email list.

  • Gets people to return. Basically no other way to do that, reliably.
  • Your early email subscribers are your most loyal, they’ll help spread your content.

What should you write about?

  • Write about what you know and what you do every day.
  • Every time you deal with something difficult, that’s an opportunity for content.

Guest blogging

  • Best way to get in front of new audiences.
  • How to start…
    • Start small (but not too small)
    • Pitch a topic that you know is relevant to their audience (do your research)
    • Leverage guest publishings to land more (bigger) sites
    • Snowball effect: Blogs come to you… Mentions and random meetings turn into guest blog opportunities.

Podcasting

  • Truly different dynamic. Audience really feels like they “know” you.
  • Less competition. Easy to rank highly in iTunes (but hard to get to the TOP).
  • I see podcasting as an inbound channel. People discover the podcast first (iTunes/Stitcher) and then make their way to my site and newsletter.

Links

 

[44] How to Build a Productized Service Business w/ Nick Disabato (Draft Revise)

Bootstrapped Web
[44] How to Build a Productized Service Business w/ Nick Disabato (Draft Revise)
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Really great show for you this week all about Productized Services. We talk about examples of Productized Services and the first step to productizing. Then we have a great interview with Nick Disabato, founder of Draft Revise.

Check it, check it out:

and the interview with Nick:

Updates

Brian’s update:

Jordan’s update:

  • Too much travel on the personal front – stressing me out but back to normal now.
  • Trying to move things forward with CartHook – having trouble finding development help.

In This Episode…

Brian shared a few high-level concepts pulled from his course material, including:

  • Common scenarios for freelancers or bootstrappers to get into Productized Services
  • Types of productized services (consulting, scalable, and software/service hybrid)
  • 1st steps to get started with productizing
  • How to choose one service to focus on
  • How to choose one niche to focus on

Plus plenty of examples pulled from Brian’s research interviews, like:

 

Nick Disabato

https://draft.nu/
https://draft.nu/revise/
https://twitter.com/nickd

[43] How to Raise Prices, Outsourcing, and Other Listener Questions

Bootstrapped Web
[43] How to Raise Prices, Outsourcing, and Other Listener Questions
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In this week’s show we take listener questions about raising prices, validating product ideas, automating lead gen, and more.

Check it out:

Updates

Brian’s update:

  • It’s crunch time, and it’s getting a little stressful. I am planning to open my course, Productize, on October 21st. But I have A LOT to do in order to make that happen. Namely, produce all of the lesson videos. So I’m working later than I usually do, and spending some weekends in the office to make it happen.
  • Once this is launched, I want to take a short break at the end of October to regroup and refresh. Then dive back into Restaurant Engine in November.

Jordan’s update:

  • Focused on CartHook and making progress on multiple fronts. New features being built, hiring a developer to build new shopping cart integrations, and I’m spending my time on sales and marketing.
  • Staying focused on CartHook until the marketing systems are in place, but doing a lot of thinking about the consulting front. Developing my strategy for shorter term revenue that combines consulting with an online course.

In This Episode…

  • Matt Medeiros of Matt Report asked about the upcoming product launch of Conductor, a WordPress plugin (that looks amazing, btw).
  • Matt Ward of The Art of the Kickstart asked about productizing his Kickstarter consulting business.
  • Alejandro Ruiz asked about automating lead generation on Facebook.
  • Julio Barros asked about validating an idea whose audience is primarily offline.
  • John Hooley asked about evaluating new opportunities as a bootstrapper.
  • Two listeners asked about the challenge of raising prices when they’re outsourcing the work.

Links

 

Do you have questions or topics you want us to cover? Leave a comment below and we’ll make it happen.