In here, I will provide you a proven B2B sales-funnel template, and traffic strategy. You can use this template for generating qualified leads for your services-based business. If you’re an entrepreneur, freelancer, or consultant, this sales funnel is for you.
This B2B sales funnel is going to be a little different than some sales funnels you’ve seen in the past. Because it’s designed to get us off the hamster wheel of spinning a bunch of time and energy, trying to get clients.
So here are the five steps, the sales funnel you’re going to be able to copy for yourself. The very first step is traffic. We actually need to start with traffic then we’re going to have our offer.
The reason to start with traffic is we’re going to be building rapport. We’re going to book. And then finally, we’re going to close, well, you know, hopefully close. At least get the visitors on the phone, and then well, I’ll leave the closing up to you.
So let’s go ahead and dive in. The very first step is traffic. Why’s that?
We need to remember that the whole purpose of this is to build trust, authority, and rapport. The sales process is easier and smoother when you’re on that sales-call at the end of the funnel. And the reason we want to think about traffic before we put together a sales funnel.
We need to think about the first touch-point a potential customer or client has with our funnel. This is why I recommend starting with content. But you can also do ads, and I’ll go through the pros and cons and a hybrid version.
So you have three options here. The first option is content. You’re going to make a video or a blog post that just demonstrates that you know what you’re talking about. The best way to prove it is by solving a small problem for your ideal customer.
You don’t have to solve the same problem that your service solves. But you can think about something the subscribers may be struggling with. You can give them a quick win or an “awe-ha” moment through your content.
The second thing you can do is run ads. Unlike the content you can see results within a few weeks with ads. Where content will take a few months to start bringing in clients and customers.
The awesome thing with ads is, it gives you a much faster result. The problem, though, is it’s very hard to show your value through an ad. And you’re not going to have very much rapport building.
So your email sequence (that we talk about later) has to be really strong. That is if you’re doing cold traffic and ads versus using content.
A great hybrid model is actually promoting your content first. And then using ads to re-market to people who’ve already engaged with your content. That’s kind of the best of both worlds. The power of content marketing, and advertising to speed up the process of views. This process speed up the views to your content as opposed to waiting for it to rank organically.
So that’s the very first step of our process. The second step of the sales funnel is crafting an opt-in offer, where we can collect their name and email. I know we want to get them on the phone at the end, but we don’t need to ask for the phone number right now. There is a large majority of people who just don’t want to talk to anybody yet.
They’re not ready to hop on the phone with you. Those who are prepared to hop on the phone with you fill out your contact form and ask for a call directly. Trust me, that’s, that’s how it works.
We’re just going to collect their name and email by making an offer to get them into our sales funnel sequence. Now what’s very important is there are three types of offers you should make.
And these are the only three that I recommend for this type of B2B sales funnel for services. Number one is an audit. Number two is a webinar, and number three is a tool. I’m going to go through each one of these.
Number one is the audit. And the reason you want to do an audit is that we want to agitate whatever problem they have, right? Chances are, you have a service that’s going to help them. Get them from where they are, to where they want to be.
So we want to show that where they are. Which is a lot worse than they thought. And they really need some help, getting to that next level or getting to that next step. An audit or checklist is a great way to do this. Because it forces them to go through how you would evaluate their situation.
And hopefully, by the end of it, they see, “Oh my gosh, I didn’t realize how bad this was,” right? Now, we don’t want to make things up or make them feel terrible about themselves or belittle them in any way.
That’s not what we’re doing here. The audit is simply to show them, help them see the reality of their situation. Also, help paint a picture that their situations a little worse than they thought. And maybe fixing it rather sooner rather than later is a good idea.
Now, the second type is a webinar. And this is one that I actually don’t recommend doing right off the bat. Simply because webinars take so long to put together.
Now, this isn’t going to work for everyone. But the point is whatever tool you put together, it should help show them where they are. And then the huge gap between where they want to be. And of course, your service or product is want to fill that gap. So I hope that makes sense.
Once we have that offer, it’s time to build rapport. So hopefully we’ve gotten their name and email. They’ve seen our ad or content, and they’re engaging with one of our three offers.
And now, we have a five email sequence that we’re going to build rapport and help agitate the problem. Also, show them how much better their life is going to be as a result of purchasing your product or service.
This is how we warm them up for the booking. So the very first email in our sequence is here’s your audit. Link to the offer that you made, or here is your calculator, or here’s a link to your webinar time, whatever the offer is.
And then you go ahead to show them with three to five bullet points. Show them why it’s awesome and how it will help them achieve the result that they’re looking for. Or how it’s going to help them avoid traps that a lot of other people fall into.
Now for the second email, we’re going to be talking about the biggest challenge they face. So talk about how hard it is to achieve the result that they’re trying to achieve. And then debunk some common myths and these myths should be tied to buying objections.
And you’ll actually introduce your paid offer, which is, of course of booking a strategy. Or the discovery call with you. Now the third email we’re going to do, a story of success. So it’s a story of yourself. Or the previous client of how working with you helps them achieve the result they were looking for.
And then the next two emails are big benefit one and big benefit two. These are pretty much the same format. We’re just going to be talking about different benefits and pain points. And what we want to do is focus on how our service can help make their life easier.
Paint a clear picture of, “Hey, this happens if you don’t take any action. And then, “This is what happens if you do take action.” And so with these five emails, you’re going to build rapport. You’re going to have each one of these you’re going to except for the first one. You’ll be asking them to book a free discovery or strategy call with you. To see if you could help solve their problem or take them to the next level.
Now what’s very important here is if you’re doing a webinar. Your webinar call to action is actually going to be to book a strategy call with you. So emails two through five would come after your webinars.
So just a quick asterisk, if you’re doing a webinar. So with that, you’re ready for step number four of your BTB sales funnel template, and that is booking. So there are a couple of software options we have here to help automate this process.
Because something has caused me a lot of headaches in. The back and forth emails of trying to schedule a call, especially in different time zones is a hard. I recommend two apps or programs that I recommend using, Book like a boss and Calendly.
They both offer free to start plan, so you’re not going to be paying, you know, 10 or 20 bucks a month out of the gate. And essentially, what this allows you to do, is set up a calendar. So when you drive people to your booking page. Or drive them directly to these programs.
They can just choose a time slot that works for them and will automatically figure out all that time zone stuff. And then you don’t have to worry about the back and forth emails. This will save you so much time. I can’t stress this enough.
Now the second part of the booking process is like this. Once they’ve chosen their time and their time slot. Of course, you can do 15 minutes, 30 minutes, 45 minutes, yet long you want the call to be.
You can go ahead and use Google forms to set up a pre-strategy call survey. Now, this is very important, so important. Please, please, please, don’t skip this step. This is how you’re going to pre-qualify people who get on the phone with you.
You want to have three to five questions max. You don’t want to make this like a 30-minute ordeal. But you do want to make it so that you have enough information to know whether this is a good fit.
For example, on our pre-strategy call form, we ask, what is your marketing budget? Or how much have you spent on advertising in the past? This gives us a ballpark of what their budget is.
And most importantly, it lets us know if any of the services we offer would be a good fit. We’re probably not the best solution for them if someone only has 200 or 300 dollars a month to spend on ads.
We always want to make sure that we’re not wasting our time. And arguably just as important, you don’t want to be wasting your prospect’s time. It’s disrespectful to them. Getting on the phone knowing that they’re not going to afford your product or service, or they’re not a good fit.
So make sure one of those questions is making sure that they are actually going to be a good fit for your product or service. And finally, we have the close, which is where you’re actually getting on the phone.
And this is the first step in the process. This is what makes us so great. This is the first step of the process, where you have to take your individual time, right? So at every point before this, we’ve leveraged the power of technology. You haven’t had to use any of your personal time.
You’ve been off working with other clients or making more content or testing your ads. You’re only getting on the phone with someone who’s gone through your entire sequence already. Believes that you can be valuable to them.
Nobody has a hundred percent close rate. And it’s just natural to begin to learn about who’s coming through your sales funnel. And what’s really cool is after 5 to 10 sales calls, you’re going to have a pretty good idea of what you need to change earlier in your sales funnel. So that you get more of the right people and filter out those who aren’t a good fit.
So thank you so much for bearing with me this far. I hope you got some value out of this content.