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has a story there's always a story behind a picture right it tells a thousand words well here's the story so i actually was gonna do this training for you guys today which is a really important one sales funnels not marketing funnels sales funnels marketing funnels is an entirely different thing when we hear the word funnel nowadays it's gotten so you know um online ties is that a word all right but it's over come on you know funnels funnels and people think oh i'll build your funnel for this album drives you crazy i think that funnels
funnels funnels but that's marketing funnels meaning how you essentially have an online funnel that collects that has page views and they read the headline there's a video there's a fricking click on this button they can either be buying something or getting a lead that's an online sales funnel i'm not talking about that remember you have marketing on one side of the equation and sales on the other marketing is the process by which you identify who your best buyers are either locally or geographically mean country around the world or okay and then then you take those
buyers and bring them into your sales funnel in a cost effective manner meaning it's not going to work very well for you as a business owner or a salesman who's trying to bring in leads if it costs you let's say uh a thousand dollars a day to advertise and the revenue you generate off of those incoming leads is 500 you lose half your money every day now that being said there are businesses around there i'll do this all day long and make a ton of money by spending a thousand dollars or 10 000 a day
in advertising and the opening sale makes them only five hundred dollars how very simply life of the customer so while they only might make five hundred dollars in the opening transaction and lose half their money if they have a great product and at least the future business then they can make ten thousand dollars over the first year or twenty or a hundred thousand for the life of the customer so it's a great exchange but remember cash flow wise you gotta be very very careful that your marketing activities are at least somewhat offset by short-term income
or else you could have all the long-term profits in the world but you're broke you're constantly broke because you're negative cash flow for big companies yeah you can finance it with money raised on wall street but for the average person here in which you are okay success oriented person who wants to get rich remember you you know you're gonna be very cognizant that marketing is not just about bringing leads in it's bringing leads in a cost effective manner end of discussion because this is not a marketing discussion today i will cover marketing funnels because i'm
an expert at i got one of the top performing funnels in the world right now so i know everything about it i'm going to give you a great training this is not about that this is about just for today a daily motivation understanding of what you should be doing as a salesperson how you're supposed to organize your day and how you can use a very simple technique the sales funnel to spot out where your problems might be if you're having a dry spell what's causing that dry spell and also how do you essentially motivate yourself
or work backwards meaning say hey i want to make x number of dolls a year how do i ensure that outcome well one of the easiest ways to ensure that outcome is by the use of the sales funnel and working backwards let me explain so watch this is your typical sales funnel here sales funnel not marketing funnel right and the funnel obviously has a cone shape right it goes from the from the wide end to the narrow end and what that represents is the obvious situation the reality that when you call people now remember let
me stop i'm gonna use dials okay so you imagine you're on the phone you're dialing the phone but just as easily as dials there's no difference it could be door knocks it could be people walking into your retail store it doesn't matter it's how many people enter into your sphere of influence that you could possibly have a chance to pitch okay now for instance let's stick with dials and i'll go back and forth just to show you the equivalences right so imagine if you're sitting behind this you're a telemarketer and your salesman you're looking to
dial the phone to eventually close sales now i'm going to use a very round number here of 100 dials per day some of you might think that's a lot for those who are really in the business of using the phone to make sales it's not a lot at all that number could be two to three hundred day easily but we'll use 100 because it's a round number right now when you make a hundred dials you're not going to speak to let's let's assume you're calling businesses right of those of those um dials you might only
actually speak to 50 people 50 people right because there's answering machines there's um wrong numbers phones will ring off this normal answer okay so just you're gonna find that every dial does not result in a connection okay same thing goes with knocking on homes you might knock on a door and no one answers right so so it's not just because your knock does not mean that you actually get someone in front of you right so we have doors dials whatever it might be or people might walk in your store that doesn't mean they might not
actually look around and bounce and walk right back out of your store before you ever have a chance to even talk to them you get it so while that's the case while you can consider people walking in to be that top line in the funnel remember that next step is is how many people how many live human beings do you speak to how many live human beings do you speak to from there we then go down to the next level which would be decision makers how many decision makers do you speak to because remember you
might want somebody to shut my phone off guys here you go grab that thanks just shut up okay i'll find myself ten dollars all right anyway how many decision makers decision makes you now you get 50 connections at a corporation right you might get screened out 40 or 50 of the time you might only speak to 25 decision makers the numbers go down again you might knock on a hundred doors 50 people answer 25 are maids or kids under the age of 18 that can't make it not the whole it's not the decision maker so
you don't actually get to those decision makers the number drops again then of those 25 decision makers maybe you have a 40 success rate of taking them and saying yes i'm interested i like what you get interested in speaking to you again assuming this is let's say a call system meaning where you might knock on their door and they like what you see you leave information you set up a return phone call or return visit to the home it could be you are on a phone where you speak to a business owner or a homeowner
and they say yup let's set up another call next week to send me the information i'll close you then or you could actually do a hybrid where you call a business owner or homeowner on the phone and then they say yeah great secret i'll come to your house next week and the next appointment will be in person or on the phone it doesn't matter so it's all the same okay so watch so you have 25 that would now come if only 40 are people you speak to okay a decision making only 40 actually become leads
that becomes 10. so you have 10 actual leads per day okay then what happens is here's the problem whether it's in person or over the phone if you have 10 leads and you go let's say you're doing a straight on the phone you're gonna lead on the phone now you're gonna call them back on the phone right guess what you're not gonna get in touch with everybody twice it sucks it's a reality you just can't get someone on the phone a second time matter how hard you try there's many ways to increase that number but
you're not going to get in touch with efforts let's say at the end of the day your the reality is that if you write up 10 people you're only getting five of them on the phone or when you go to the home they're not there they don't answer the door just doesn't work out so you actually have five appointments individual pitch will p for pitch you actually make a sales presentation and of those five let's say your closing rate is 40 40 buy that means that you are closing two sales per day that's your average
daily closing rate two sales per day okay so let's say your goal you want to make let's just say let's say in the average um sale yields you 500 in commission that's your sales funnel that's an example of what a sales funnel you
