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Work Less, Earn More is the podcast that explores how to get the most out of every hour you work. Gillian Perkins brings more than a decade of experience as an entrepreneur and educator to help you design a business that's not only flexible and fulfilling, but highly profitable. She shares strategies that are working in her own business to save time and maximize profits. She also features interviews with successful business owners on how they’re achieving big things in their businesses with crazy-little time investment. Share Work Less, Earn More with an overworked entrepreneur you know who could use a change of pace!
[0:00] Hi there, everyone. Welcome. So what we're going to be working on today is diagnosing
[0:04] leaks in your sales funnels. So what I mean by that is places where money and customers are slipping out of your funnels, where you could essentially be making more sales. We're going to talk about how to prioritize the right fix so that you don't waste your time on solutions that aren't going to help that much. And create a simple action plan for increasing your revenue in your business.
[0:33] [intro bumper]
We became entrepreneurs because more than anything, we want freedom. We want to be in control of our own schedule, income, and life. But unfortunately, that isn't always the reality of being a business owner. I'm Gillian Perkins, and I'm on a mission to take back entrepreneurship for what it's supposed to be.
In every episode, I'll share with you how to get the most out of every hour you work so that you can work less and earn more. Let's get to it.
[/intro bumper]
[1:02] To start out, let me know if you have a sales funnel right now. I'm just curious where we're starting at. How many of you would say you have some sort of sales funnel? I always say that any business that is making sales has a sales funnel. If you are making sales at all, you have some way that you are turning your customers or turning your leads, I should say, into paying customers. So you have a sales funnel of some sort if you are making sales. But I'm also curious, do you have an automated sales funnel? A system that is advertising your business for you, attracting leads into your business, and then engaging with those leads. For example, an automated email sequence, turning them into paying customers. Let me know. Do you have an automated email sequence? I'm curious about that as well. Okay. I see Brittany says she's got a funnel, but it's not automated. A few of you are saying that it's in progress or you have a tiny funnel. And that is okay. You're still going to learn some valuable information here. For those of you who do have a funnel, I see somebody says that they have an email funnel, but it's not converting. Well, you're definitely in the right place. Maggie says a funnel, but it's not automated. Priscilla, you seem to be saying you do have a funnel based off of Postinger and MailerLite. Cool. So those of you who do have a funnel, when we get to that kind of workshop part of today's class, I would love if you could share a little bit about once you've heard about how to diagnose your funnel, what point of your funnel is not working so well. Okay, so let's get on into this then.
[2:32] So we're going to work on, like I said, uncovering exactly what's broken in your funnel so you can walk away with a clear step-by-step plan to fix it. Now, I am all about keeping things really practical, hands-on. So we're not going to waste any time on fluffy theory here. I did see a few of you saying that you are maybe kind of beginners to this topic, that you're not someone named Forger Chick. I don't know what your actual name is. But you said that you get lost on the funnels. And a few of you were saying that you were just getting started with your funnel. So I just want to let you know right now, if you have questions about anything as I'm going through this, if you don't know what I'm talking about, if I'm using a term you're not familiar with, if you're not at that point yet, feel free to ask any questions. This can be very conversational. And I want to make sure that you are not lost as we're going through this.
[3:19] Now, I also want to acknowledge, and I want you to know that everybody's funnel leaks somewhere. Okay? Even the most like polished, amazing funnels you see out there on the internet, they still have a weak point. Okay? There still is some aspect of it that is not as strong as it could be. And that funnel could be making more money if they were working on optimizing it. Now, when you see those super amazing funnels, how did they get to be so amazing? Well, the answer is not just that the person who built it was brilliant, you know, or was an amazing entrepreneur, more genius when it came to marketing. They may have been that and you know, if it's the most amazing funnel you've ever seen, they probably are. But it didn't stop with that. Okay. They built that funnel by iterating. Okay. They built a first version and then they worked on improving it. They looked for the funnel's weak links and they worked on strengthening those weak links over time to get it to the point where it is today. So if your funnel is not converting as well as it could right now, maybe it's not even converting at all. Don't worry about it. Okay, the thing that you need to know, the difference that you need to have if you want to get it to the point of being really successful is a mindset of always being improving, of always looking for areas where you can learn, where you can grow and where you can make your funnel better.
[4:38] First, let's talk about understanding how revenue flows through your business and where it often escapes. So we've got four basic stages to the funnel. And I've chosen to lay them out like this. We can see them on the screen. Oftentimes, you see this as a cone-shaped funnel. At the top of that cone-shaped funnel would be traffic, of course. We need to somehow get eyes on your content and your offers. You can do this through search engine optimization, advertising, social media, collaborations, long-form evergreen content. But somehow people have to first discover your brand, right? From there, a percentage of those people will move on to becoming leads. They will convert into subscribers with a lead magnet and a landing page. This is where it now becomes a two-way conversation. You have their contact information. So it's not dependent on them just coming to your website or them coming to your social media. But instead, you can reach out to them via email or via their phone number.
[5:34] Then a percentage of those people will turn into sales, right? Some of those people will choose to purchase your product. They'll do this via email sequences, via webinars, and of course, on a sales page, right?
[5:47] And then finally, you've got retention as the final stage of the funnel. This is kind of below even the bottom point of that funnel. But we want to make sure that we keep the customers engaged and coming back so that we don't have refunds. And so that we can potentially sell additional products to these customers. We can get them to renew, pay us again, and they can refer additional customers to us. And each of these different stages of your funnel represents a critical conversion point. If just one of these four stages is underperforming, it creates a bottleneck that limits your entire revenue potential. Essentially, it creates a weak link in your chain and that limits the total load that your chain can pull. Does that make sense to you? you can only pull as big a load as the weakest link in your chain. So we want to make sure that we focus on strengthening that weakest link, because that is going to have the biggest impact on the total amount of revenue
[6:42] or sales that your funnel can bring in. So let's look at several places where funnels often leak. The first one is insufficient traffic. This is probably the most obvious one to the new small business owner. You just don't have enough eyeballs on your website, enough eyeballs on your content to where people are even entering your sales funnel in the first place. Now, while it's the most obvious, because when the bottleneck is kind of the first stop in your funnel, if that makes sense.
[7:14] Means that nobody is flowing through the whole rest of your funnel. So you can't even diagnose what's going wrong in the rest of your funnel. That doesn't actually mean it's necessarily your biggest issue. For example, maybe you have a trickle of traffic and it's way below where it should be. And so you think that that's your biggest problem. But then later on in your funnel, you have a place where they get to the point of potentially buying and zero people are buying. Your funnel is converting at zero. So that is actually maybe your biggest bottleneck. And maybe the place you should start working on first. But it's like I said, hard to diagnose that without traffic. Another place where funnels often leak is when it comes to lead magnets. Okay, so lead magnets are free things that you offer in your content on your website to compel people to get on your email list. So they sign up to get that free thing. But if your opt-in offer does not compel action, then this can result in low conversion rates, even if you have decent traffic to them. Another commonplace is inadequate follow-up. So maybe people are signing up for your list, but you don't have your email systems built out enough to where you are emailing them regularly enough or texting them regularly enough. Or maybe you're not making content often enough so that the leads grow cold before they ultimately get to the point of purchasing.
[8:34] Another common leak is poor sales page copy. So maybe your sales page isn't converting because the visitors who land on that sales page don't really understand what your product is or how it can help them. And then finally, here on this list of most common funnel leaks is a lack of retention strategy. A lot of us are really focused in on trying to make that sale, and we don't really have a plan for after that. How are we going to make that customer be as happy as possible. How are we going to follow up with them, keep them engaged, make sure that they actually get into the product and start using it, and give them a reason to come back for more. So those are just some of the most common funnel leaks that I see. And I'm just to also give you an example of what I mean when I'm talking about funnel leaks.
[9:22] So my number one goal today is for you to identify your number one funnel leak, okay? Even if we don't get into the perfect fix for it, if you can identify what that weakest link is, then you are going to be a huge step forward towards solving that problem and strengthening your funnel.
[9:41] There will be multiple problems in your funnel. That's something I think you should know. Every funnel has multiple problems, but you can't fix everything at once. And neither do you need to. You really should just focus on that one weakest link first. And then from there, if you're able to strengthen it, move on to something else. Or if the first strategy that you try doesn't work well enough, then you might want to try a different strategy to strengthen that weakest link. And just keep focusing on it until it is not your weakest link anymore.
[10:12] Okay, so let's get specific. We are going to map your actual funnel, examine your real numbers, and pinpoint exactly where revenue is escaping. So you might want to grab a notebook and take some notes and also be thinking about these different aspects of your funnel, because this is really where we're going to get into making some improvement.
[10:30] So first, let's sketch it out. So you want to grab a piece of paper, like I said, and sketch out a funnel shape, okay? And what we want to list here is the different pieces of your funnel. So we're going to start out with traffic source. What is your traffic source? Okay, so you might have several and that's okay, write them down. But I also want you to make sure that you focus on which one is the main one. So for example, is it Google to your blog? Is it YouTube? Is it Instagram? Is it paid ads? Write it down. Next, your lead magnet. What is the main thing that compels people to get on your email list? And by the way, if you don't know the answer to any one of these questions, that is a big red flag. But in this case, that's kind of a good thing because the whole point of today's workshop is to look for those red flags, right? We're trying to figure out where the weak links are, where those problem spots are. So if you don't know what your main lead magnet is, or you have a few lead magnets and you aren't sure which one, maybe none of them are really bringing in very many leads. You don't know which one is the main one or you don't have a lead magnet at all, right? Like that is a red flag, but a very good thing to know. And as soon as you get to a point here where you don't know the answer, we've kind of successfully completed today's workshop because that's the thing you need to work on first.
[11:49] Okay, so moving on. Next, we've got your nurture sequence. Do you have an email series? And we don't need to be super specific here, but you can just write like email series or a content journey. Maybe you have a pod funnel that you use, like a private podcast. Or if you have an email series, you could get a little specific and write down maybe how many emails it is or how long, like weeks, months it is, for example, and what the ultimate goal, like the main call to action is in that nurture sequence. Okay. And you probably have multiple email sequences. You probably have one that is first, like introducing people to your brand and maybe welcoming them in. and then you might have a separate one that is actually the sales offer. Now, when it comes to the sales offer though, what I'm looking for here is like, what is the product? What are you selling to these people? Is it a course? Is it a membership? Is it a service? Is it a physical product? Write down what that offer is. And then the final thing to look at is what does your follow-up process look like? We're going for broad strokes here. So do you have an email onboarding sequence that onboards them with a product? Do you have a manual onboarding process where you maybe are meeting with them via Zoom or sending them a questionnaire. Do you have an automated onboarding process where they fill out a questionnaire or something like that? And then also, do you have any upsells? Okay.
[13:08] So here are just a few examples of what this might look like. You might have a funnel that's focused on content where you are writing blog posts that lead people to lead magnets. And then that leads people into some email series and a sales page. So your map of your funnel might look something a little bit like that. And of course, we don't want to get a little bit more specific when it comes to that sales page. Again, what is that offer that is being offered there? And do we have a follow-up system after that? I want to know. Another example is maybe you have a webinar. So maybe your funnel starts with a traffic source. Let's say Instagram leads people to a registration page, then a confirmation page. Your webinar itself that includes the sales pitch. Again, what is the offer? And then you have maybe a timer for your cart close. You might have a very social media focused funnel where you start with Instagram or Twitter, LinkedIn or something like that leads people to your bio on that platform, which leads people to a landing page and ultimately to your offer. Or your funnel might be focused or at least start with paid advertising, right?
[14:16] So I hope that you've taken a couple minutes here to sketch out your funnel. This is something you'll probably want to revisit and think about a little bit more in the future. But for now, we're going to move on to step number two,
[14:27] where we're going to try to identify the leak. The best way to do this, I find, is to compare your actual performance against these industry benchmarks. These are numbers that will reveal where you're performing well and where you have the most room to improve.
[14:42] So if possible, it would be great if you could pull up your analytics so you can look at your real numbers. You also can do this by, you know, maybe you know some of these numbers like just off the top of your head. That's fine too. But also you are going to have the recording to this. So you can go back and review this later if you need to kind of dig up these numbers. And then one more option for you is it might be a good idea for you to jot down these benchmarks, even if you're taking minimal notes, so that later you can go in and uncover your real numbers and not have to go watch this entire training again, which you can just compare it to those benchmark numbers. Okay, so first of all, we're gonna start a really big picture here, your overall funnel sales conversion rate. So this is the percentage of people who go from visiting your landing page to becoming customers. And I will, like big disclosure here, people measure this in different ways. Some people are measuring people who visit the sales page compared to sales at the end. And some people are measuring number of leads compared to sales at the end. And there is going to be a big difference between those numbers. So take this with a grain of salt. But typically, we are looking to convert a minimum of 1% of our leads. And we want to be like ideally converting at least 2%. And we're aiming for 5%. Okay, 5% is exceptional.
[16:04] Now, those numbers might seem really low to you. But just remember that there are a lot of people on the internet and a lot of people who are very much just browsing. They have no purchase intent. They are just looking for free content. They're not planning to sign up for anything or buy anything. And that is totally okay. And so most, pretty much every online business has thousands and thousands of people sign up for their email list by signing up for one of their free opt-in offers or signing up for their newsletter, or even signing up to learn more about the product. And out of those thousands and thousands of email subscribers, only 1% to 5% actually purchase. So we just want to make sure that you are converting at least 1% of your email subscribers overall. And if you are not converting at least 1%, then I would say you really need to focus all of your time and energy, your work time and energy on fixing your funnel before you are working on any other aspect of building or growing your business. And then ideally, like I said, we're aiming for 5%. So 1% is like top priority. 2% is there's room for improvement here. 5%, your funnel is good. Like you really probably don't hardly need to work on it. You know, we should always be improving, but it is extra credit at this point.
[17:24] So if you don't understand yet how to calculate this, what you're going to do is just divide your total sales by your total funnel visitors or your total number of leads.
[17:33] And then if you want to turn that into a percentage, then you would multiply that by 100. So for example, if you have gotten 20 sales over, and you can choose the time period. So we could say like over the last month, for example, you've gotten 20 sales, and there have been 1000 people who visited your landing page or who opted in, you can play with it both ways and see how these numbers are. Work out, then you are looking at a 2% conversion rate. Now we're going to drill down a little further, okay, and look at some specific points in your funnel. And this will be much more specifically instructive about what you should do. You know, we're diagnosing the issue here.
[18:08] Webinar registration page conversion rate. If you have a different opt-in offer that is not a webinar, then these numbers will translate. But the reason why we're looking at webinar registration page conversion rates here specifically is because out of all the different opt-in offers that are out there, okay, free things that get people to sign up for your email list, free things that turn people into a lead, we do find that webinars convert at the highest of any mass marketing tactic. Okay. And what I mean by that is if somebody is signing up for a one-on-one discovery call with you, that is going to convert at a higher rate. But that is not very scalable. And so when we're talking about automated funnels, we are looking at webinars. And here I'm talking about automated webinars, a pre-recorded webinars, video trainings that people can watch on their own time at their leisure. Not talking about pretending those things are live, right? Just a training that somebody can watch and there's a pitch at the end. Those are what we see consistently convert the very best. Now, as far as the numbers go, if your webinar registration page isn't even turning 20% of the visitors into webinar registrants, people who've signed up to watch the webinar, then that is the number one place you need to focus your efforts on improving your funnel because you're leaving a lot on the table.
[19:29] You want it to be converting at at least 35%. So that should be kind of your baseline target. And then we're aiming, ideally, to get as close to 50% as possible. But we're not expecting anything higher than 50. Because that'd be crazy sauce, right?
[19:46] So again, you can figure this out the same way, like out of every 100 visitors who visit your page, how many of them are choosing to sign up for this webinar. We will be talking in a little while about how to improve this page if this number is lower than it should be. Right now, we're just trying to diagnose where's your weakest link. Now we'll talk about the webinar show up, right? Because again, webinars are key to getting these automated funnels to convert as well as possible. So how many people can you really expect to show up at your automated pre-recorded webinar? On the low end, we're looking at about 22%. If you are up to at least 22%, it's acceptable, but we would like it to be a lot higher. We're aiming for over 30%, up to about 45% as like exceptional gold star type performance. Again, you might want to jot this down because getting registrants is really only half the battle. Getting them to actually show up and watch the training that they signed up
[20:46] for is the second half of the battle. And you are not going to win the sale if you do not win both halves of this battle.
[20:54] So then we come to the live webinar, sales conversion rate. So people have shown up for your webinar. They've listened to you. But did they stick around to the end? And do they choose to buy? Well, this number does vary a little bit more, I find, from specific business to specific business, from industry to industry, because at different price points, different conversion rates are more typical.
[21:18] For example, if you are selling something that costs thousands of dollars, then 2% can actually be considered a good conversion rate for your webinar. On the other hand, if you are selling maybe a $49 mini course or something like that, then you can expect a much higher conversion rate. We're looking at 10 plus, often 20 plus for a conversion rate. So keep that in mind. But generally for any price point, we do want to see at least 2% of a conversion rate on your webinar. Again, this is people who showed up here to your webinar compared to how many people actually buy at the end. Again, regardless of the price point, we want to aim for at least 5%. And 25% is pretty much where it tops out where you rarely see a webinar convert at over 25%. So we can all be aiming for that. Fun fact, I have had actually quite a few webinars convert at about 25%. But it's not something that I would say happens predictably. It's sometimes you have the right people in the room, and you've got the right energy and your offer is really compelling to that particular crowd. And it happens sometimes. But I just aim to consistently have my webinars convert at at least 5%. And generally, we want to see them converting at 10% or higher.
[22:34] All right. And then we've got sales email open rate. So this goes whether you are using a webinar or not, but I'm not talking about your email newsletter open rate here. Okay, I am talking specifically about the sales emails. We want to see them converting at about 30% or higher. Okay, if it's under 30% down, especially if it's below 22%, then we really want to work on this, especially because for email open rates is typically a negatively reinforcing loop, okay? And what I mean by that is it's a downward spiral where the fewer people who open your emails, it tends to lead to lower and lower open rates over time because it sends signals to the email servers out there. I'm talking about things like Google, Yahoo, Hotmail. I don't know what people are using today other than Gmail, right? Most of us use Gmail, but I know some people use like Outlook and different things like this. Well, those different email servers, they are actually measuring what percentage of people open your emails effectively.
[23:38] And if a very small number of people are opening your emails, then that tells that email server that people aren't very interested in your emails and that maybe they think they're spam. And it will start filtering your emails more and more into people's promotions inboxes or people's spam folders. And that will lead to lower and lower open rates over time. So this really is something we want to focus on if it is especially below 22%. But anywhere under 30%, I would really encourage you to work on this and try to get it closer to 40% or so.
[24:11] All right. So now let's take a look at a few examples of how to spot the leak in the funnel. Because like I said, because there are different benchmarks for these different conversion rates in your funnel, we're not just looking for the lowest number. We're looking for the number in your funnel that is the furthest below where it should be. So in our first scenario, it turns out it's a traffic problem. So the scenario is, you have a 40% webinar registration conversion rate and an 8% sales conversion, but only 50 people are visiting your page monthly. Okay, so even though you've got a great webinar registration conversion rate and a great sales conversion rate on that webinar, your traffic is just way too small. So you don't need to try to, you know, get your webinar to convert even better or work on optimizing that page. You really need to double down on getting more traffic to that page.
[25:03] Scenario B, your sales page gets 1,000 visitors per month, but it only generates 5 sales. Okay, so this is a 0.5%, a half a percent conversion rate. So you really need to work on your offer messaging, your pricing, or your positioning so that you can make that sales page start converting better. And then in our third scenario, it turns out there's a nurture problem. And here's what that looks like. You have 5,000 email subscribers. Okay, so a decent list size with a 15% open rate and rare sales. Okay, that sales rate, it might even be that same like 0.5% conversion rate we saw in scenario B. Okay, a really low conversion rate. But we have to look at the kind of the highest point in the funnel with the worst performing metric. And here that's that 15% open rate. Okay, open rates begot sales rates. And what I mean by that is your sales are going to stem from your open rates effectively. So if your open rate is too low, we need to work on that before we try to do anything to improve the sales. We don't want to try to strengthen the sales copy. People aren't even opening those emails because this tells us that we have an engagement problem that for some reason, people are not wanting to read our emails. As it says here in the diagnosis, your email sequence isn't building trust or desire effectively.
[26:24] So what is your leak? Okay, I want you to take a moment right now to look at those benchmarks that you jotted down, compare them to your actual numbers if you can, which metric falls the furthest below the target? That is your primary leak. That is the bottleneck that is costing you the most revenue. So take a look at your notes here for a minute or two. And I want you to just circle whichever one you think is your biggest issue right now.
[26:53] For now, we're going to move on to talking about potential solutions because for every common funnel leak, there are proven fixes. There are ways that are commonly known to solve these issues. And you are certainly not the first person to face any funnel issue that you might have. So I want to walk you through some actionable strategies for each stage so that you can know what to do based on your diagnosis. So first of all, let's say you have a traffic issue. So again, this would be if there's just not enough people visiting your opt-in page. Now, if you don't have an opt-in page, by the way, then that could be the first issue to look at. Maybe you are doing things to try to get traffic and you're just sending it straight to your sales page. You're not making any sales. Well, you might want to build out your funnel a little bit so that you have a way to capture those leads and so that you can engage with them before you try to close the sale.
[27:48] But if you have your funnel built out and you are not getting enough leads, then you want to, again, look at that conversion rate on that lead magnet page. If the conversion rate is okay, what could be the other issue? Well, it could be that there's just not enough people visiting that page. So here are three strategies that you can use to fix this. The first one is evergreen content.
[28:10] So this is probably my favorite one. This is where we create blog posts or YouTube videos or podcasts. This is content that is substantial so it can really have a big impact on your potential leads but it's also searchable and it lives on the internet for a long time so it's content you can create one time and then people can find it for years to come and they can find it without you even necessarily promoting it if you just make a good video and you put it on youtube.
[28:40] Will do a lot of the heavy lifting for you and it will recommend it to people who aren't even looking for it. And it will certainly serve it to people who are searching for those keywords that you mentioned in your video or that the video is about. And it's not just on YouTube. Google is also our friend here with blog content and podcast content. People can find that content that you take the time to create. And it can attract ideal customers to your business 24-7. Okay, so this is passive. This is automated. And it doesn't rely on you consistently showing up. You can create this content when you have time, as you have time, and then publish it. And then people keep on finding it. So of course, you want to focus on popular topics in your niche, but also high intent keywords. And what I mean by that is high sales intent keywords. Keywords that indicate not just that someone has some passing interest in the topic you talk about, but that they are actually looking for a solution.
[29:39] So that's the first strategy that you can use. The second strategy is strategic collaborations. So this is great if you are struggling to grow your audience and you feel like you need some leverage, you need a boost. It's also good if maybe you don't love the process of creating content and you want to do it in a more collaborative and engaging way. Do it with other people.
[30:02] And it can also just be kind of a speed boost where it can help your audience and your list to grow a whole lot faster. Now, what strategic collaborations look like is you partnering up with people and brands who already have audiences. This could be a podcast that already has a big listenership or a brand that has a big email list or a big audience on YouTube or Instagram. And by big, I do not mean millions, okay? I just mean bigger than where you are right now. And that's going to change over time. If right now you have zero audience, this might mean partnering with someone who has an email list of just a couple hundred people. That is still a big boost and is going to zoom you forward in terms of getting exposed to potential customers and growing your list in the process. And then as your list grows, you'll get to the point where maybe you have a few hundred email subscribers or a few hundred followers on social media. So then you're going to start looking at people who have thousands of followers or thousands on their email list as your big boost. And pretty much always like adding a zero is a good rule of thumb. So you're looking at people who have audiences anywhere between your size up to about 10 times your size.
[31:13] One of the great things about doing these strategic collaborations is that not only are they a speed boost, but they also are a way for you to tap into warm audiences and to get an introduction. You know how you are way more likely to buy something because a friend recommended it to you than because you saw an ad for it on Instagram? Well, the same thing can happen here. When people are already engaged with a brand or a personality online, and then that person recommends you or at least offers an introduction to you, then these leads are going to come to you much warmer than they would come if they stumbled across your content just via search and certainly much warmer than if they had found you via an ad. So it's very effective marketing and I love that. Now, the final option, if traffic is your issue, is of course, paid advertising.
[32:06] Now, paid advertising, what's good about it is that it's pretty predictable. It's a way that you can, I like to say, turn on the tap in your business, where the more money you spend on ads generally, the more leads you see coming into your business. But it's only predictable once you get it to start working for you. And that's something that I think a lot of people miss. Because it can take months and thousands of dollars to find ad copy that converts well. To find ads that resonate with your target audience and that your target audience really responds to in terms of both clicking and of course, ultimately buying. So I do not recommend paid advertising to anybody who isn't already seeing some sales come in organically into their business and consistently. Because until you have that, you don't know if your marketing messages are really working, really being effective out there in the real world. And so it is quite a gamble to try paid advertising.
[33:01] The other thing you want is not only essentially a proof of concept, especially in your marketing messages, but also enough of a budget that you can afford to lose it. Okay, you don't want to be playing. You don't want to be gambling with money that you can't afford to lose, right? And getting started with paid advertising really is quite a gamble. That being said, once you have those two things, once you've made enough sales in your business, that you've got that proof of concept, and that you've got
[33:27] some padding in your marketing budget, then paid advertising can be a great way to go. It can be one of the most passive ways to get more traffic into your business. There are three most common different ways people advertise. You are probably most familiar with two of them. Facebook ads, now meta ads. So this is the ads that we see on Instagram and Facebook. And Google ads. Okay, those are the ads at the top of the search results when you Google something. But another one that you've probably seen, but maybe not considered is private ads. So this, I think, has gotten increasingly popular in just the past couple of years. But this is, you know, when you're watching a podcast on YouTube, as we do now, which is like a strange collision of worlds, right? Like I thought podcasts were things we listen to, but now we watch them, right?
[34:12] Anyhow, and the host says, this episode is sponsored by... And then they tell you about a couple different brands that sponsored the episode. Okay, those are private ads. Brand sponsorship. ship.
[34:22] Oftentimes, these can actually get you the best advertising rates and can kind of be a great crossover between paid advertising and the strategic collaborations where you're getting that warm introduction from the host. So they are a great place to start. I also love that when you do private advertising, you are supporting small businesses and other creators, and you're not supporting Facebook and Google. So it's just an added benefit of those. Now, important note here, you might see at the bottom of the slide, do not diversify too early. You really want to master one traffic channel before adding another. Depth beats breadth when you are building momentum. This is so true and so important. If you try to tackle all three of these traffic strategies at the same time, or even taking the first one as an example, evergreen content, you try to do YouTube and podcast and blog all at the same time, you are probably going to spread yourself so thin that you don't make any forward progress. So I highly recommend that you choose not even just one of these three, but a specific one of the three, okay? A specific type of collaboration or a specific paid advertising medium or a specific type of evergreen content. And you double down on that for several months at least until you start seeing real results with it before you even consider adding something else.
[35:45] [mid-roll ad] Hey, did you know that I have another podcast? So right now you're listening
[35:49] to Work Less, Earn More, which is my main show. But I've also got this other podcast called The 100k Method.
[35:55] The 100k Method is a 10-episode podcast series all about how to build a strategic sales system for your online course, your membership, or your coaching program. So if you don't already have a system that is consistently getting you sales online, then you're definitely going to want to give this podcast series a listen. Now, like I said, there's only 10 episodes in it because I know that sometimes it can be a little overwhelming to start listening to a new show. You don't know where to start. You don't know if you should start with the most recent episode or the first episode that was like three years ago or somewhere in the middle with a random episode that just looks interesting. So I wanted to make sure that this podcast series had a really clear start and finish. you can actually listen to the whole thing and get the whole message. Of course, it's totally free since it's just a podcast series. But honestly, it's kind of like a mini audio course. To check it out, all you need to do is go to gillianperkins.com/the-100k-method. And you'll find the podcast series right there and you can start listening right away. You can also just give it to Google. All you'll need to do is search the 100k method podcast and it'll pop right up top results. And I really hope that you do go look that up and give it a listen, because I know what a difference it can make to have a strategic, automated sales system for your product online.
[/mid-roll ad]
[37:24] Okay, we're going to pause here for just a couple minutes because I see we've got several questions coming into the chat. And I want to make sure that I'm getting answers to those. So the first one, let's see, is going back to email marketing. Somebody asked, should I look at open versus click?
[37:42] Now, the click metric certainly is relevant as well. But I find that when it comes to email marketing, the most telling metric, and this might seem counterintuitive, because you might think that clicks, you know that is closer to that end point of the ultimate goal here which is making the sale but your open rate is generally the most important thing when it comes to the emails themselves because if your open rate is healthy you know if it's over 30 percent and it's staying stable maybe even climbing over time that tells you that people are positively engaging with your content that they are interested in what you have to say that they want something now there might be a different problem like lower down in your funnel where people the offer isn't resonating with people maybe you're not explaining it well enough maybe it's just not what they want and clicks can help to answer that question like is that really the problem but as far as the open rates of your email or as far as the health of your email marketing i would focus on that open rate um britney asked how do i know if content is evergreen well is it searchable okay is going to be one of the main things. What evergreen really means is that it has a long shelf life, that people are going to keep finding it for, I would say, years after you post it. So looking at any specific piece of content, I think that you will be able to intuitively say whether it is evergreen or not.
[39:02] Let's take a look at a few examples. Instagram stories, are those evergreen? Are people going to be able to, or are they going to choose to at least find them years after you post them? Obviously not, they expire after 24 hours. So definitely not evergreen. What about a post on Instagram? Now this one is a little bit of a gray area, perhaps. I do not count it as evergreen. Yes, people technically can find it, but the chances of people reading any given post years in the future is pretty low. It'll be a very small number of people, especially compared to how many people could be finding a blog post or YouTube video or podcast. So you really want to be creating the types of content that both are evergreen in the sense of like perennial, okay, like they will still be relevant down the road, okay, that has to do more with the topic of the content. But also, it's in an ecosystem or on a platform where people do find the old content, okay, Again, that is in typically YouTube videos, podcasts, and blog posts. The YouTube videos get found mostly on YouTube. The podcast episodes and the blog posts get found mainly on Google and other search engines.
[40:13] Angela asks, is it customary to pay for collaborations? I would say no, but also yes. It depends on the type of collaboration. If it is a joint venture collaboration, if it is a cross promotion, typically no. If it is with somebody who has an audience that is a similar size to you or up to like I was saying 10 times, then I'm talking about not a paid collaboration. But again, a cross promotion where you are promoting something of theirs to your audience in exchange for them promoting your thing to their audience. And just an important point here, it typically works best if you both are promoting something free to each other's audiences. Okay, which again, might be a little counterintuitive because ultimately, you're trying to make sales of your paid offer, right? So you might want to try to jump to that step. But they often need to get warmed up a little bit more to you before they're ready to purchase your offer, at least sit through a webinar with you, or maybe be on your email list for a few weeks, get to know you a little bit, learn from you, and really discover that you know what you're talking about, right?
[41:19] So for that reason, it generally works best if you collaborate with someone and they promote just your free offer, okay, to get people on your email list so that then they are a lead of yours and you can really build a relationship with them. Now, there also are collaborations where people pay. And this is where there is an imbalance between what one person is giving and what the other person is giving. Most often, if it's paid, one site isn't giving anything except for what they are paying. So this now is starting to look a lot more like paid advertising, right? You sponsoring somebody else's content or you paying to reach their audience in some way.
[41:57] Let's see. Brittany also asked, do you recommend the private ads for low sales rate? And Gabe asked a follow-up question. Do you mean if your sales are low right now or if your conversion is low? And Brittany says both are low. If both are low, then I would not recommend paying for paid ads. Because paying for ads, what is going to happen is you are going to get more leads. But if your conversion rate is low, those will not translate into sales. And so you will kind of be throwing money down the toilet. So you really need to make sure that you improve your conversion rate first. And then you can pour fuel on this fire, right? You can put some gas in your gas tank and make this sales machine drive forward and generate sales for you by paying for the ads. But we don't want to do that before the conversion rate is working very well. Somebody said, my open is 54%, but the click rate isn't high at 3%. Actually, those numbers are both really good. We didn't look at click rates because they do vary so much depending on what you were asking people to click and how and how often and all sorts of things. But 54% is an amazing open rate. And the click rate is solid at 3%, especially if that is for a paid offer. Now, if you are promoting something totally free to them, like just sharing your YouTube video with them or your podcast, it'd be nice to see it a little higher than that. But that is still solid. Okay, that is still good, just not great.
[43:19] Okay, so we're going to move on and we're going to talk about how to fix the lead conversion issue. Okay, so what I mean here is, let's say you have enough traffic to your lead magnet page or your opt-in page, but your page is not converting well enough. Okay, you are seeing that less than about 25% of the people who visit this page are choosing to sign for this offer.
[43:45] Now, the first most obvious thing would be maybe the thing you're offering isn't very compelling to them. And what I would recommend in that case would be that you do a survey with this traffic. You could even do a survey right there on that page, give them a couple options for different things they could download. Or you could do a survey via email or in social media, or you could talk to some real people, but brainstorm some different ideas of free things you could offer. These could be workshops. they could be guidebooks, they could be checklists, different tools, they could be different webinar topics. And really, that is the one I would recommend the very most. Because like I said, webinars tend to create the highest conversion rate post opt-in. So after somebody opts in, you will see the highest percentage of people go on to buy if your opt-in is a webinar or some type of free video training. So what I'd most recommend you do, brainstorm some different workshop or webinar topics. And then you do a survey to find out which one will be the most compelling. Now, if that is not the issue, if you already have an offer that you believe is something that your target market really wants, then we can work on just optimizing the page itself.
[44:57] So you can start with the headline. Now, this is often the biggest like bang for your buck in terms of improving. You can change your headline on this page in a matter of seconds, right? Or maybe spend a few minutes brainstorming some different options and swap it out. You can use a fancy software that will test multiple different options for you at the same time. Or you can just use one for one week or one month and switch it out for something else. But it is a few minutes of work that you can do that can potentially literally double your business's revenue. Yes, really. Okay. Because if you are able to double the conversion rate on that one page, that means you will have twice as many leads, which will result ultimately in twice as many sales. So if you don't do anything else, if this page is not converting well, start here.
[45:46] You can also, of course, work on your value proposition. Okay, clarifying the bullet points, tweaking the bullet points, A-B testing the bullet points. You can test things like just the colors for your call to action button. That typically doesn't have quite as big as an impact as the headline can, but it can still have a big impact on the conversion rate for this page. And that can take even less time. The most important thing with that call to action button is that it is in a very contrasting color so that people notice it and pay attention to it. You also can consider doing things like adding social proof to this page so this would be like testimonials or comments that people have made about this opt-in offer and how amazing it is this can help to build credibility but it can also help to sell your lead magnet by showing people what the value is and remember that's what you're trying to do on this page you are trying to sell this lead magnet and it should be a pretty easy sales pitch right because the thing is free Okay.
[46:41] So if we want to make sure that we are giving away something that people would be willing to pay for, but we aren't charging anything for it so that we can get as many leads as possible. Now, don't get carried away adding things though, because through many tests that my team and I have done, that our customers have done, and that many of different marketing companies have done as well, most have found that shorter lead magnet pages, shorter opt and offer pages, convert the best. So we want to make sure that we've got the best headline, that we've got the best bullet points, that maybe we've got a couple of testimonials on this page. We've got a bright colored button, but do not make this page a mile long. You might think you want to because it takes a lot more convincing to get people to buy a paid offer. But for these free lead magnets, people are making much more impulsive decisions and we don't want to distract them or ultimately say something that might make them feel like they are being too pushed and make them decide to not sign up for it. So keep it short and sweet. Just focus on optimizing your short and sweet page.
[47:43] Now, another thing that you can improve on this page is the call to action, okay? So this is sometimes the text right on the button. And we wanna change it from saying something just like submit or download to instead a few more words, something like send me the guide or get instant access or yes, I want this. You'll definitely wanna test some different button copy and like I said, button colors because small changes here, again, they can take just a few minutes and they can boost your conversion rate on this page definitely by 10% or more. And that will have a direct impact on your sales. Okay, so some of the best work you can do in your business.
[48:21] As far as the lead magnet goes, circling back around to this, because I talked about it when I wasn't supposed to, your lead magnet ideally will solve one problem and solve it quickly. We want to look at things like simple tools, mini courses, and like I said, webinars instead of generic eBooks or worksheets, especially in this age of AI content, people are not really looking for free things that are going to add work to their plate. There was a time when people wanted the worksheets, but not so much now. You know, maybe if you're helping people with something that is akin to therapy, they might want to do the worksheet. But for most things that you might be helping people with, they want you to just hand them the answers or give them the training so that they can go out and do it. Not where they have to spend a lot of time thinking about this or processing it themselves. That might be a sad fact, but it is the truth of this day and age in this marketing world that we live in. And just again, reiterating, make it value enough that people will want to pay you for it so that it is a super easy sell when the thing is free. Okay, so we're working through the funnel and now we're going to move on to if you have a sales conversion issue. Now, probably most of us have a sales conversion issue, okay? But don't start here. if you have a problem higher up in your funnel. Okay, start with the highest, biggest problem first.
[49:43] So if you don't have enough traffic, start there. If you have the traffic, but the traffic isn't signing up for your lead magnet, then start there. If you have those leads coming in, but you're not making the sales, then we can move on to your sales conversion issue.
[49:57] First one to look at is sequencing your sales page. So typically for a paid product, a longer page does work better because there are some people who want more facts and figures to be comfortable making the decision. So you want to make sure that you have your sales page built out with all the information that some people want and that you follow a proven formula. Okay, you can write this down, the formula. And of course, there are lots of different formulas out there. But this is one, like it works really well. I've seen it work on so many pages. So it's a good starting place. You start with the problem that they're facing. Then you agitate the problem. You talk about like how the problem is affecting their life, basically.
[50:35] You present the solution to them. You offer proof, like testimonials, that that solution works. and then you present your offer as kind of the vehicle for that solution. Like this is how they can get the solution. You offer a guarantee and the details and you end with a strong call to action. Now, you might also add more pieces into here, into the sales page for sure. We have our entire sales page lab training available at the startup shop that walks you through a roughly 16-piece sales page. And that is the sales page sequence that we have found to work the very best out of all the structures that we have tested. It just has every piece that anybody wants without being excessively long to the point where it overwhelms people. So you might want to check that out if this is the weak place in your funnel and you really want to optimize that. But again, this is a good starting place. Just understanding this problem, agitate, solution, proof, offer, guarantee, and call to action. If you don't at least have those pieces, then start there.
[51:40] Second thing you can work on is clarifying your positioning. So you want to make sure that it is super clear who this offer is for and the transformation that they will experience. Specificity, sales, okay, being more specific is almost always better. And you always want to focus on being clear over being catchy or cute or something like that. If they don't understand what they're going to get out of it, then they're not going to buy it no matter how clever your language might be. A great way to work on improving this is to have a friend or a team member look over the page and just ask them to point out anything, just like circle anything or let you know anything that just isn't clear to them, that they're not sure exactly what you mean.
[52:27] Strengthen your offer. Okay, so there are lots of ways that you can strengthen the same offer. So without changing the offer, I mean, but you can add bonuses to increase the perceived value of it. You can reduce the perceived cost with payment plans. You can increase the urgency with limited time pricing or closing cart. You can address the top three objections explicitly on the page. These are all things that you can do to make the offer more compelling, to make it more valuable and the perceived cost be less. And then also, of course, adding strategic testimonials. I would recommend you have at least three to five results-focused testimonials sprinkled throughout your page, especially near the bottom of the page where you were getting to that strong call to action. And video testimonials do have an outsized impact compared to text alone, especially in, well, in this just very saturated marketing space that we are living in now, there is obviously a lot more authenticity and veracity to a video testimonial. Now, I don't know where this is going to go in the future now that we have so much AI content out there and it is going to become increasingly easy to fake these things. But at least at this point in time, there is a lot more weight given to these video testimonials. So if you have any of these from your customers, or if you have a customer who you think you might be able to get one out of, then I would encourage you to do that because it can really have an impact on your bottom line.
[53:56] Okay, let me pull the chat back up here and see if there are any questions you guys have about any of these things.
[54:02] Maddie, you asked, where is that located? Could you specify what you are talking about?
[54:09] Thanks, Gillian. This has been awesome. I was just wondering for the sales page, setting that up strategically. I didn't hear if you were saying it's in the startup society or if there was a training on that. Great. Thank you for clarifying. So it is in our startup shop. Gabe, maybe you could find the link to that and share it in the chat. Thank you. So in the startup shop, we have some premium resources that are not inside Startup Society. And it's also a different type of resources. So in Startup Society, we focus on the training aspect. And then we give you tools to implement what we teach you. So there are over 24 business courses in Startup Society. And I believe all of you who are here with us today should have access to Startup Society. And there is in fact a sales page training in Startup Society. Over on the startup shop, we have done for you resources where you can like instead of learning how to do it yourself, you can just buy a copy of it that we have created for you. And then there's also some like advanced trainings and like larger courses and things like that. If you're looking for that advanced training. So that is where you can find the sales page lab, which is our kind of top tier expert level sales page training. It comes complete with a template that you can fill out. And it's essentially like fill in the blank for a really powerful sales page. So you can check that out if you're interested in that. Okay, let's see. Brittany asked, what are some ideas for a lead magnet besides a discount for a physical product?
[55:39] Brittany, I don't know if I'm going to be able to answer this question off the top of my head because I tend to specialize in digital products and services. But I think that'd be a great question for you to take to the Startup Society discussion forum that we have on Slack, which you should have access to now if you haven't already had access to it. Because we do have many Startup Society members, even though the program is geared toward digital products and services, we have many who sell physical products as well. So I think this would be a great thing to spend a little bit more time thinking about and talking about there. But great question. And I'm sorry, I don't have an answer for you off the top of my head. Okay. And there was a whole discussion here about creating blog posts and using AI to do so and whatnot. Great discussion. I'm not going to take the time to read all of those comments right now. So if there were any questions that came out of that discussion, feel free to ask in the chat and I can definitely get to those as well.
[56:34] All right. So now, finally, we're going to talk about retention issues. So this is post-sale. You've made the sale, but you're getting refunds. Or you've made the sale, but your customers are never buying from you again. Okay? Or you've made the sale, but you're not getting any word about marketing. Like you really would like your customers to be recommending you to other potential customers. You don't have to be doing all the heavy lifting yourself, right? So here are four things you can do to improve your retention and your word-of-mouth marketing that you're getting out of your customers. First one is an onboarding sequence. This is the bare basics. You need to have an email onboarding sequence so that after somebody buys, they're getting three to six emails over their first two weeks as your customer. You want to guide them to get into the product and to start using the product, help them get their first few quick wins, maybe give them some bonus resources, set expectations, just do anything and everything you can to really hold their hand and make sure that they are getting the best use out of your product that they possibly can.
[57:38] Second thing is follow-up campaigns. Okay, so don't go silent after that. The onboarding is important, but you can do even better. Okay, now, technically, this is optional, but I think it's a really good thing to do. And we always do it for our products. You want to have some emails that go out at at least that 30, 60 and 90 day point where you are following up with them. You're asking for feedback, you're offering support. And you can also use this as an opportunity to upsell. Now, you don't have to limit it to like one email at 30 days, one to 60 days, and one to 90 days, especially if you are going to offer an upsell. I would recommend doing that with a short sequence of emails at those different time points after the purchase. Don't just come out of the gate with a random email about an upgrade that they can buy for your product. But it's good to check in at those different times with at least one email and maybe a short sequence if you have something additional to help them out with. Third thing, upsells and cross-sells. Okay, so make sure that you have them, first of all. Again, if you don't have a bottleneck ahead of this, okay? We only want to be working on upsells if we've gotten the original, the main product to be selling good in the first place, right?
[58:49] So you can, though, once you have that working, you can add additional products that are either kind of like sister products, where it's like, if you bought this, maybe you also want this other thing to help you with a similar problem or an adjacent problem or upsells, where maybe you want like a higher level of support or you're ready for the next part of the process. And then finally, building community. Now, this is certainly something that's optional. It's not the right fit for every product or business or entrepreneur. But creating a discussion forum or scheduling regular live calls can be a great way to build a deeper relationship with your customers, to give them more value and support them in their journey as they are working towards either success or just working on using your product. And also to get them to want to come back for more and to choose to buy from you in the future. Obviously, the stronger of a relationship you have with them, the more likely they are going to be to buy from you again.
[59:47] One question that I guess I missed was, what advice do you have for finding help or best practices to write blog posts for someone with limited time?
[59:56] So ChatGPT is a great resource here to help you do this faster. Now, it generally is not best practice to just have ChatGPT do the whole process for you because it's going to write something that's very unoriginal and it won't make you stand out from the crowd. It won't really give people a reason to want to work with you or choose to buy your product. So I would recommend that you really work with ChatGPT on this, that you, at minimum, have a conversation with ChatGPT and tell it what you wanted to write an article about and your unique perspective. And that you really, like when I say tell it what you want the article to be about, I don't just mean like write an article about how to plant a garden. I mean, write an article about how to plant a garden with limited resources or in the winter or during the off season. Like be very specific about what and like the obstacles you want to overcome and your unique. If you have a method or a unique tact that you would take to solve this issue, like tell it. You don't have to write the article yourself. Yeah.
[1:01:01] You can tell it all of what you want the article to say, just in less words. And it can essentially polish it up and make it into that finished article for you. So that's one way to do it. Another way is if you have articles you've written in the past, you can create custom GPTs and train. This is like a lot easier than it sounds. I have a few actually just free YouTube videos you can watch about how to do this. It's very easy to create these custom GPTs, take content you've written in the past, train ChatGPT on that content, and it will make it so it can actually write like you. So it will sound like you wrote it, it will write it in your unique style. And you can also feed it lots of content so that it knows your ideas and your takes on things as well.
[1:01:40] There's kind of two different ways to do that. That's one way. The other way is train it on your voice, but then feed it new ideas, like I was describing, you know, to tell it exactly what you want an article to say, or to give it a piece of content that you've written. This could be like an Instagram post. It could be the transcript for your podcast, anything that you have created. And then you can ask it to write a blog post for you in your voice, you know, based on the training that you've given it about this topic or based on this topic or using this podcast transcript as the basis for it. And that is how actually most of the content on my blog today gets created. We've trained ChatGPT on my voice with, you know, because I have created much content over the years. And now I record a new video or a new podcast, we take the transcript from that, we give it to ChatGPT, and we say, turn this into a blog post. So it just rewrites it. It keeps all of my unique ideas, opinions, the facts I included in it, even the examples, all of that. But it just puts it into a different format where it's easy for people to read. Because if you've ever tried to read a transcript, you know, it's clunky and uncomfortable and not a.
[1:02:52] Okay. There was a question about Kajabi or Kit for building funnels. We do really recommend that you just use an email marketing software like Kit or MailerLite, not a full funnel building software because a lot of the time it has a lot of things you don't need these days and will also not be the best at any of the different things that you do need, if that makes sense. Angela was asking, can you copyright what ChatGPT does for you though? Angela, to be honest, I don't know. I'm not a copyright attorney or anything like that. So I don't know for sure. But the point of creating this content, this evergreen content is not to copyright it. We're not trying to create intellectual property here. We're not trying to publish
[1:03:31] a book or anything like that. We're trying to track people to our website. And you can do that whether you can copyright the content or not.
[1:03:39] Pam asks, is active campaign good? I hear pretty good things about it. It's not my personal choice, but I hear good things about it. And I would say if you're already using it, you should probably stick with it. Like that's probably not the thing that's holding you back. If you're looking for my recommendation, I would recommend KIT or MailerLite.
[1:03:55] One more question, then we're going to move on with our last couple slides here. The question is, do you keep your courses on a different platform? And the answer is yes, I don't keep them in ConvertKit or MailerLite or something like that. There are many different platforms you can put your courses on, of course, and you might choose to use something like Kajabi or if you're looking for something in that type of software, I would recommend Kartra. That is my favorite one over there for those kind of all-in-one softwares.
[1:04:23] But you also can just use something really simple like Teachable lately. Well, there are so many good options. We've got lots of recommendations in Startup Society. And we can also talk about this in the Startup Society Slack forum about your specific situation and what would really be best for you. Okay, back to our slides here. Let's move along. What I really want you to focus on for your revenue rehab plan is we looked at those different funnel metrics, okay, And those benchmarks for the metrics. And you circled one of yours that has the greatest disparity between where it should be and where it is right now. So that is where we want to start looking for how can we solve this problem. Now, if you have not yet circled something, okay, maybe you don't have your numbers on hand. Maybe you don't have a funnel built yet. Okay, first steps are getting a simple funnel built and starting at the top. Starting with some traffic coming into it so you can test the whole rest of it, right? So yes, if you haven't circled something yet, start there. If you have, then we're going to start looking at those solutions that we looked at today. But don't try to fix everything at once. Really focus on the biggest issue that you are facing. As far as the 30-day revenue rehab plan goes, step one is, of course, identifying that leak. That's what I'm hoping you accomplished today.
[1:05:42] Step two is choosing the right fix. I want you to choose one main fix that you are going to try out. For example, maybe you're going to rewrite your webinar registration page headline and add some social proof to the page. And then the third and yet very important thing here is to make sure that you actually put it on your calendar. Okay, give yourself a deadline or schedule some time on your calendar so that you make sure that you get this done. And I also just want to reiterate this thing I said at the beginning that the businesses that win, the businesses that are making the most sales, they're not the ones with perfect funnels. They are the ones that consistently test, measure and improve their funnels. And improving your funnel over the next 30 days is a great way to start this process and start moving you in the right direction.
[1:06:27] Okay, I've already said this. You want to focus on one thing to focus on, right? You don't want to dilute your focus by trying to fix everything at once. Not only is that going to overwhelm you probably, but you probably won't see the big impact that you really want to see. Okay, so that brings us to the end. You now have this diagnostic framework, the benchmark data, and a personalized action plan. Thank you so much for being so interactive and for all your great questions. If you do have more questions, you can definitely feel free to ask them over on Slack in the Startup Society group. Just a couple of last things I wanted to share with you. If you want to go a whole lot deeper with building a really incredible funnel for your business, you want to do it from scratch, from the beginning, make it as strategic as possible and fully automated, then you might want to check out 100K Mastermind. We run this program just once or twice per year. And we work with a small class of students to systematically optimize every stage of your funnel, scale that funnel and take you to 100K years. If you are interested in 100K Mastermind, the first step is to book a discovery call to learn more about the program and find out if it is the right fit for where you are right now. So I've got this link here. This is the link to book a discovery call for 100K Mastermind.
[1:07:46] I will just throw out there, if you book a free coaching call already, okay, that free coaching call, just to be clear, it is not a sales call, but there will probably be time available after it where you could stay on the line with the coach and you could talk to them about 100K Mastermind. So if you have booked a free coaching call, then you don't need to book a second call as well. You can ask those questions about the program while you're on that call and then book a follow-up call if you need to.
[1:08:15] And that is the end. Thank you so much for being here today. I hope that you found this really helpful valuable, that you learned what you need to do to improve your funnel. The main thing, like I said, is about diagnosing the issue, knowing where you need to work on it, and at this point, if you've done that, what you need to do is start executing, okay. Start today, or it's kind of late today, so tomorrow, perhaps make that one small change, track the results and then repeat. Rehabbing your funnel, rehabbing your revenue, is not a one-time thing. It is a mindset. You need to keep on diagnosing, keep on optimizing, and keep on growing. Your funnel will thank you, and so will your bank account. Okay, so here's to getting your funnel working smarter so that you can work less while earning more. If you have any questions about this process, go ahead and book one of those calls. We would love to talk to you about how we can help you further with your funnel.
[1:09:07] [outro bumper] Thank you so much for listening to this episode of work less earn more. Here's what I want you to do next. Take a screenshot of this episode you're listening to right now and share it out on your Instagram stories. And when you do, make sure you tag me at Gillian Z Perkins so I can see you're listening. Sharing on stories is going to help more people find this podcast so they too can learn how to build their business in a way that allows them to work less and earn more. And if you really love the show, head over to Apple Podcasts right now and leave Work Less, Earn More a review to give it a boost and help even more people find it. Okay, let's wrap this up. I'm Gillian Perkins, and until next week, stay focused and take action.
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