SFR 49: Just Add Another 10%...

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I HATE getting paid pennies for my expertise and you're probably the same. The reality is, you can probably charge more without your dream customers batting an eye...

What's going on everyone? This is Steve Larsen and you are listening to Sales Funnel Radio.

Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best Internet sales funnels. And now, here's your host, Steve Larsen.

What's going on everyone? Hey, I'm super excited. I'm actually sitting here, I'm getting ready for my presentation at Local Client Takeover, LCT baby. It's going to be awesome. It's down in Vegas. It's actually in a few days here and I'm excited for it. I always love preparing my presentations ... sometimes.

It's been a little bit challenging in the middle of this move and all the things going on here. But I always like it though, that's for sure. I was just thinking, so they want me to talk about local funnels and how you can use sales funnels in a local business, which is awesome. That's actually one of the first things that I ever did but it wasn't using click funnels and I didn't realize that I was using a funnel.

Does that make sense?

It's when I was doing traffic generation for Paul Mitchell, we were driving traffic ... What happened is they came to the college that I was going to and they came to the college and they were like, "Hey, we need these two guys. We need someone to help us please drive some traffic," and that's essentially what happened.

We were like, "Cool." The teachers came and they saw that my buddy and I, Ben Wilson, I think he listens to this, shout out to you man. Ben Wilson and I, we're doing all these crazy things in college and the professors knew about that so they recommended us.

We go and we start driving traffic for these guys and really quickly realized we could drive huge volumes of traffic but have none of it convert. We were certainly learning with other people's money. But we had some success with that as well, though.

What we were doing is we were basically putting in ads out there that were saying things like, "Hey, come in and say this secret word and you'll get a free tea tree scalp treatment," or something like that. It's Paul Mitchell hair company, which is funny because I'm totally losing my hair now. Anyway, it was really cool I'm excited to be able to go and give the presentation here so I thought that I would talk a little bit about price because that actually is one of the secrets.

So you guys know, if you have read the Extra Secrets book at all, if you've gone through Russell's Perfect Webinar Secrets at all, you will know that one of the major parts of what we do for selling is actually called storyselling.

And what we do first is we go figure out the core false beliefs of our audience and we write them all out...

The whiteboard literally right next to me has this. So what I do is I write out all the false beliefs that I know that people at LCT are going to have about how they can use sales online funnels in local business. Does that make sense?

So I write down tons of them and I put them all out there. I wish I had these lists next to me, what they are.

But things like, "Well I'm a word of mouth business only. So of course that's not going to work for me." You know what I mean? And just start writing them all down.

So I've got things like, "I don't want more business. I can't handle it. There's too much competition in my local market. There's no way I could compete online." Those are the types of things I put on there. "Ads are pricey so I'm not going to be able to do it." Does that makes sense?

And I list out all the false beliefs. This is how I prepared my speech over at ABcom too.

Every time you guys use any type of communication or you guys talk to your customer at all do this. If you don't have a list of the main beliefs ... Now I'm just guessing.

The more accurate way is for you to get out there and do like a Ask Campaign and really dive deep and call people who bought, call people who didn't buy and just get down there and start figuring out, in the weeds, what people are thinking when they hear about your product.

So I started doing that and I wrote down ... Then what I do is I write down all of the counter ... What's my counter to that? Well, "Ads are pricey but honestly, you can have less clients anyway and then make more money" or "Ads are pricey but with a break even funnel, you really don't need to pay for them."

You're just turning on an ads engine and maybe lose just a little bit of money but you're getting tons and you're getting basically free customers the rest of the time. That's a counter. And saying that is cool but it's not as effective as telling a story, where I get you in state and I start ... This is all from Extra Secrets book, where I get you in state and I start teaching you. I start telling a story of somebody else who went through that.

"Oh, there was this guy once that, he was in ... " this certain business and does funnels now.

Okay, one of the first funnels I ever built for somebody else was for this water company and they were super awesome. I have mad respect for that guy. He's built an incredible company and he wanted some more sales online so I ran an Ask Campaign to his existing list.

I got like 150 responses. I read through all of the responses and I figured out like, "Oh my gosh, did you guys know that your customer wants these things? Did you know that they struggle with these things? Did you know that they wish you did these things?"

And all we had to do then was create basically an E-com funnel selling their products online and it was practically a local business. He did a little traveling and speaking but it was most ... Anyway, they made like 50 grand through that funnel in the next like ... I don't know ... a couple day- ... like a couple weeks.

It was probably like five weeks after it's all said and done.

There was like 20 grand after the first few days and then leveled out to about 50 grand. Anyway, it was a good amount of money though, right? But I would dive more deep into the story and I would tell you guys my struggles with it and how I didn't think it would work and things that I was talking about with the boss man.

Anyway I would dive into it deep and that would help you guys realize that what I'm saying is true because I'm telling story with it. I'm not just saying the fact, does that make sense? So that's what I do then. So first, I've got all the false beliefs then my counter but then I also write a story that relates to that to help them show that their belief is false.

And then what I do is I go find the top three things, again, straight From Extra Secrets I go.

Find the top three false beliefs that have to do with the vehicle that I'm going to suggest, the internal belief that they have and the external belief that they have.

And those are my three secrets. So the title of this presentation for LCT, ...