The Missing Link in Your Sales Funnel

Ever wonder why your free content attracts an audience but your paid offers aren't selling? You're likely missing a crucial bridge in your customer journey.

Most entrepreneurs start by sharing knowledge freely without strategically connecting it to paid solutions that completely solve customer problems. This creates a dangerous gap where potential buyers get lost. The key to closing this gap lies in addressing objections before asking for the sale. Your prospects need to understand why they should trust you, how your solution fits into their busy lives, and what specific results they'll achieve.

Many business owners make the critical mistake of weak calls to action. Mentioning your offer on social media isn't enough - you need direct instructions telling people exactly what to do next. Take a page from food bloggers who've mastered this technique. They don't just share free recipes; they consistently direct followers to purchase comprehensive meal plans and recipe collections with clear, compelling CTAs.

Perhaps the biggest misconception is about nurturing email sequences. Contrary to popular belief, effective nurturing isn't about sharing your life story or who you are. Your new subscribers don't initially care about your personal journey - they want solutions to their problems! A proper nurture sequence addresses objections, shares testimonials, answers questions, and guides prospects toward a purchase decision. When you solve someone's problem effectively, they naturally develop an affinity for your brand and become your most powerful marketing tool through word-of-mouth referrals.

Ready to transform your visibility into actual sales? Join my Turning Visibility Into Sales Challenge running October 4th-6th. The link is in the show notes - save your seat today and learn how to implement these principles in your business!

Chapters

• 0:00 Understanding the Customer Journey Gap
• 0:49 Addressing Objections Before Selling
• 1:54 Strong Calls to Action Matter
• 4:08 Rethinking Email Nurturing Sequences
• 6:17 Invitation to Sales Challenge

Transcript

Speaker 1: 0:00

We have talked a great deal on the podcast about the importance of understanding your customer journey, and the reason for that is that because many people get lost in the customer journey. When you are thinking about your people, we will end up having a gap between your free content and your paid offer. Now I do find that a lot of times this is because a lot of us started wanting to share our knowledge and we're not thinking okay, I need to have something that is going to completely solve this problem for them with a product or service. So now we need to start to think about how do we get them from that free content, whether it's content from podcast, a blog post, an opt-in. How do we take them and nurture them and show them that this is meant for them? Now, in order to do that, you have to address the objections that they're going to have before you ask for the sale. So, in other words, you need to know what it is, what their hurdles are as to why they may not purchase. Why are you the person they should trust? Why do you have the problem that they need? Is it something that they're going to fit into their day? People have limited time. You need to be able to show them that it's going to end up with not only not taking a ton of time, but actual results that are going to impact that problem that they are struggling with. So I want you to really start to think about how can you think about those objections that they have? Why are they not purchasing your binder that is going to keep them organized? Is it because it's overwhelming? Well, how can you show them that you break it into tiny pieces or that you're going to hold them their hands and hold them accountable to actually get it done and apply the practices that you were teaching them through the binder?

Speaker 1: 1:54

The next thing that I often will see along the customer journey is that there's inconsistent or weak calls to action. We think that by putting up something on social media talking about our offer, that that counts as a CTA. It doesn't you have to tell them to join in, put a comment in the description or in comment with wanting to know more. I am seeing a lot of food bloggers that are actually doing a really good job with this and they're not your traditional ones, because I am starting to pay a ton of attention to food with more protein because I know that I need to get more protein into my diet as I'm getting older and because of that, I'm looking for protein packed recipes, and I have noticed that a lot of the bloggers that have protein packed recipes are showing you how many calories come in a recipe that they've created or how many different recipes they're eating throughout the day. That gets them the protein that they need. And instead of saying in the comments leave, I want that, I want that. They are still saying that. But it's not sending them to the recipe that's free on their site. Instead, it's selling them a book of 87 recipes that are protein packed, along with the meal plan that you need for 30 days. It's direct. It's letting people know I offer this. It's not just going to be for free. Now. Obviously, they probably started off with some basic recipes that got them to that point to build a following, but right now, all that they are doing every time they put up a recipe, they're showing whether it's a reel, whether it's a picture of something they are then sending them to with a call to action to the actual ebook course, whatever it is that they offer. So you want to start thinking about that, of how can you get them directly from the social media platform if that's what you're using for your visibility to then actually get them to purchase. Now, one of the ways that we teach to do this is to get them from that visibility to actually on social media, to get them onto their list so that from your list, you can then nurture them and show them any of the objections that they may have and give them a direct call to action to purchase the book. Tell them about the book You're selling them on it.

Speaker 1: 4:31

This is where I find that so many clients struggle. They think that they need. When I say the word nurture, they think that they need to tell them their life story. They need to have need. When I say the word nurture, they think that they need to tell them their life story. They need to have a welcome sequence that walks them through five days of who they are and why they do what they do. You don't have to do that. A nurturing is showing that you have the solution. It is walking them through the objections that they're going to have. It's giving them testimonials about clients that have succeeded with your product or service. It's answering any questions that they may have about the product or service. If you're noticing, it's a sales sequence. That is what you were doing.

Speaker 1: 5:15

When you get people onto your list, you do not need to break down your life story and tell them how much you want them to be a part of your world. They don't have time for that. They don't care initially when they come, they are looking for a solution to their problem. If they decide down the road that they like you, they're going to stay there and probably buy all the things that you offer. But why not? When they first come to you, show that you have the solution and provide it. If you can give someone a solution, they're going to tell everybody about it.

Speaker 1: 5:50

I purchased that protein-packed meal planning book that I was just talking about. I immediately told my neighbor about it, because we are all kind of focused on getting more protein, and she went and then bought it. That's what you need. You don't need to give them their life story and get them to like you immediately, and they will like you if you give them a solution. So stop getting stuck in this headspace of thinking okay, nurture means I can't sell them anything, because that's the exact opposite of what it should mean. Now, if you are hearing and going aha. Having that aha moment, I want to know how to put this into practice. Join in on my turning visibility into sales challenge that is running from October 4th to the 6th. You are going to want to save your seat. The link is in the show notes so that you can join in, and I cannot wait to have you be a part of it.