What Hollywood can teach you about creating a successful sales funnel

I’m looking forward to two movies this summer — The Hangover Part II and Pirates of the Caribbean – On Stranger Tides. (Feel free to draw your own conclusions about me based on that confession). Although I PVR everything and tend to fast forward through the commercials, I’ll usually stop fast forwarding and play previews […]

Just read: “How to Hook a Prospect? Check its Job Ads” at WSJ.com

Researching a company before accepting them as clients is an important lesson I wish I knew earlier in my business. Only the past 5 years or so have I really started to investigate a potential Customer first to make sure that they’re the right fit. Researching businesses for this kind of information isn’t always easy […]

Weekly Sales Funnel Challenge: Wrap-up

This week, your challenge was to think about the trigger that a contact performs to transform from a Customer into an Evangelist. How did you do? As I mentioned earlier this week, these triggers are the hardest to identify. In my business, it happens primarily when past Customers are talking to their entrepreneur peers and […]

Is this common sales funnel mistake keeping you from making more sales?

When business owners create their own sales funnel, the temptation is to think of each stage as a single event. But this can actually repel people from buying. Here’s what happens: Entrepreneurs see the 5 stages of the sales funnel (Audience, Leads, Prospects, Customers, Evangelists) as 5 separate, distinct events. They create one action-step for […]

4 places in your sales funnel where you shouldn’t use testimonials (and the one place where you absolutely must)

Testimonials are great tools to have for your sales funnel. You should collect them like a kid collects baseball cards (… do kids still collect baseball cards?). But are you using your testimonials effectively in your sales funnel? Or are they merely collecting dust and contributing nothing to your sales funnel? Not all of your […]