What's In Your Marketing Funnel?
by Alexandria K. Brown

A past client of mine, whom I'll call
"Mary," was a financial planner. She'd
had a Web site for a few years that
pretty much served as an online
brochure for her. When Mary came
to me, she was looking for other ways
to generate income besides working
directly with clients.

During our first conversation I introduced her to the marketing funnel. If you picture a
funnel, you know it's wide and open at the top, and tiny and narrow at the bottom. At
the top of the funnel is where you want to get as many prospects in as possible. At the
bottom of the funnel is your highest priced service or product. And in the middle are
in-between levels of services/products and prices.

So as you go down the funnel, the products are priced higher and higher, and the idea
is to keep people flowing down from the top to the bottom.

First, Get Them IN the Funnel

Offering something FREE is the ideal way to get tons of people into your funnel. Most
people collect prospects by giving away something free, such as a report, an e-zine, or
a teleclass. When people sign up for these goodies, you get their names and e-mail
addresses, allowing you to contact them again.

At the top of Mary's funnel was her e-zine. And at the bottom was her pricey
one-on-one services. But there was nothing in the middle of her funnel.

I see this often with many solo professionals, such as coaches and consultants. There's
either free or high-fee. This is the reason many of them have so much trouble
converting prospects --- people usually aren't ready to make that big jump from $0 to
several thousand dollars!

So I helped Mary brainstorm several information products ("info-products") and other
programs she could quickly create and begin to sell.

Info-Products Are a Great Solution

By packaging your knowledge into info-products, you give your prospects the chance
to "sample" you at a lower price, filling the middle of your funnel. Here are a few ideas
to get you started:

* Books
* E-Books
* Special Reports
* Manuals
* Workbooks
* Journals
* Audio (downloads, CDs, or cassettes)
* Video (downloads, DVDs, or VHS tapes)
* Home Study Courses or Tutorials (usually a mix of media)

Even better, selling these products on your Web site gives you passive income. That is,
it's money coming in automatically. It didn't require your working X hours for Y
dollars. Sales can come in 24/7, and you don't even have to be there.

And don't forget about teleclasses or teleseminars, delivered over the phone, or even
Webinars, taught over the Internet. These require your direct involvement, but allow
you to teach many people at once. These formats allow you to make much more
money per hour, and they give your prospects access to you for a lower fee than hiring
you one-on-one.

Let's look at what Mary's funnel could look like:

Free e-zine

Workbook ($49)
Teleseminar ($79)
2-CD audio program ($97)
4-week tele-course ($249)

One-hour private consultations ($250)
2-day live workshop ($997)
Personal mentoring program ($3,000/mo.)

Take a few minutes right now and sketch out YOUR funnel. See where the holes are,
and start thinking about what products you can add to make it easier for your
prospects to sample your expertise and buy from you.

Meet the author: Online entrepreneur Alexandria K. Brown, "The E-zine Queen,"
publishes the award-winning 'Straight Shooter Marketing' weekly ezine with 22,000+
subscribers. If you're ready to jump-start your marketing, make more money, and have
more fun in your small business, get your FREE tips now at
Ezine Queen
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