Mike Killen - Sell Futures, Not Features - Build Marketing Funnels For Your Customers and Make Money

Описание: How To Build Marketing Funnels For Your Customers And Charge Good Money For It. We Motivate Marketing Agencies To Sell More Marketing Funnel Services To Their Clients, Increase Their Prices And Create Multiple Scalable Income Streams.
Mike Killen Is The Founder Of Sell Your Service. He Gives Marketing Funnel Agencies The Confidence To Create Multiple Scalable Streams Of Income, To Free Them From The Crushing Constraints Of The Traditional Out-Dated Agency Model.
Takeaways From This Episode:
What A Basic Funnel Is And How It Delivers Value To Your Base.
The First Rule Of Selling Marketing Funnels - Is Don't Call It A Marketing Funnel.
Understanding The Differences Between Advertising And Marketing.
What Should We Charge For Marketing Funnel?
So, How Does A Funnel Benefit My Customers Business?
Finding Those Emotional Triggers
Michael talks about the little pitch that he gives about marketing funnels. It doesn't matter if it's websites, email, social media, or none of that - forget about the tools - all we're trying to do is find a bunch of people that don't know that you exist, and pull them through and turn them into happy, profitable, repeat customers who refer you to their friends.
Michael's definition of a marketing funnel doesn't include any tools. He explains that if you are at an event and your iPad broke, your phone broke, you would go grab a scrap of a piece of paper to get their information. We do not need tools but we do need to qualify every single person that comes through and put the data in later. There are tons of tools that can move them through the process but hear Michael's process and true definition between advertising and marketing. He has a plan!
What Should We Charge For Marketing Funnel??
As much as you damn well can! Michael says he actually doesn't think it matters how much you charge until you can answer how much do you want to make? If you say to a business owner, "Do you want to earn $100.000 a year and they go Yeah, that'd be incredible". Well, that means that business probably needs to turn over $250,000 and that means that you probably need to charge around $25,000 per customer and average 10 customers a year. But, in reality, you need to flip that. When you understand how much you want to make, it throws up loads of other questions.
So, How Does A Funnel Benefit My Customers Business??
The number one thing Michael talks about is selling futures, not features. That means selling marketing funnels all based around benefits. The key to understanding a benefit is really just understanding the future that the customer wants? What are they wanting? In fact, on this show, we mention two or three benefits, all dealing with - productivity operations -Time-saving, and Money making.
The keyword is a benefit. We talk about marketing being a huge component of a business. We are talking about benefits for you and your clients.
Another thing I have learned is that in the first three to five minutes with a new prospect, they will tell you exactly what they need if you just shut up and let them vent. They have had this pinned-up emotion going on for months, years, or whatever and without fail within the first three to five minutes, just ask a simple question and then sit back and shut up. They are about to vent. By shutting up in the first few minutes and just taking notes, I promise you those emotions that you write down are the things you need to close the deal. They literally gave you the exact words you need to close them on a $100,000 project in the next 30 days.
This is a really good reminder that those benefits are emotionally charged. Don't overcomplicate just listen. If someone says, "I just really want to feel confident in the direction of my business". You say, "Great, I can help you with the core benefits to start feeling more competent and more confident. People will pay for those positive emotions. You are building confidence and showing you understand what they need.
Finding Those Emotional Triggers
What we are talking about are human triggers. It is called emotional hooks or psychological hurdles. If we understanding the emotion behind decision making, we can understand the prospect's pain and help them where they need help.
Sophisticated marketing minds will tell you 100% of the time, it boils down to an unbelievably rudimentary simple emotion. They might try to check off the boxes logically to validate the emotion - but make no mistake about it - bring it back to that emotion every time and you'll win the sales game.

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