There are 3 simple, proven systems that work together to fill your funnel and keep the clients and money coming in, predictably and consistently.
Discovery Systems – or how your prospects find you.
Ask most freelancers, solopreneurs and self-employed business owners where their clients come from, and they’ll almost always tell you “word of mouth.”
That’s great because it skips right over discovery and relationship building and makes a beeline for the sale. Here’s the problem though: It’s inconsistent and unpredictable.
You need to supplement word-of-mouth advertising with discovery methods that will fill your funnel—and keep it that way.
Relationship Systems – or how your potential customers get to know, like and trust you.
Once you have their attention (the “know” part of the oft-repeated “know, like and trust”) you have to foster a relationship. It’s not enough for a potential client to stumble across your blog or social media accounts, or even for her to buy your new book. You also have to maintain contact and become the “go-to” expert if you want to turn those chance meetings into sales.
Sales Systems – or how to make it easy for people to buy from you.
Now that you’ve got your discovery and relationship systems in place, the only thing between you and your 6-figure year are more well-thought-out sales systems to handle sales, follow-ups and even customer support automatically, leaving you free to continue to grow the discovery and relationship components.
At its most basic, your sales system must contain:
Your funnel. This begins with discovery (the top of the funnel) and continues through low-cost products and services, right down to your high-end VIP coaching program.
Payment system. Whether a shopping cart or a simple PayPal button, you have to have a way for people to pay you, and for them to receive their product.
Customer support. Not just a help desk, customer support includes everything from your FAQ page to follow-up messages and encouragement. The last thing you want is for your clients to feel they’ve been abandoned as soon as they make a purchase.
Solid Systems Can Transform Your Business
If you’re not earning that 6-figure salary you deserve, chances are one or more of these systems are lacking. Perhaps you have lots of traffic to your blog and social media, but few sales. That would be an indication that your relationship building system needs some work. If engagement is rocking, but you’re not making sales, it’s time to take a look at your sales system.
If your sales system is good, but you want to increase your profits (who doesn’t?) then a good hard look at your funnel is probably in order. Also, check your follow-up system if your customers buy once but never again.
And of course, if there’s no traffic at all, and you can trace each and every client back to a referral, your discovery system likely needs an overhaul.
I do want to stress, though, that these three systems work best when they’re tightly integrated with each other. A discovery system alone can bring in clients, but it won’t be efficient or consistent. A relationship system will help grow your list and build your audience, but it will be slow going if you don’t have a great discovery system in place.
Take a look at your overall business, and identify those areas where each system could use some sprucing up. Whether your social media accounts are outdated, your blog looks like a ghost town, or your sales funnel is as leaky as a piece of cheesecloth, take the steps needed to tighten those systems up and you’ll be well on your way to earning that six-figure salary.
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