2. Why do I need a sales funnel for my digital products?
3. What are the critical elements of a funnel?
4. What are the stages of a funnel?
5. What is the best funnel for me?
6. What are the best tools to build a funnel?
7. How do I measure the success of my funnel?
About The Author
Founder - Internet Lifestyle Hub
Siddharth Rajsekar aka Sidz is the founder of
the Internet Lifestyle Hub, one of the world’s
largest communities for coaches, trainers,
teachers, and experts with over 10,000 members.
As an acclaimed lifestyle entrepreneur and international speaker, Siddharth has trained over 200,000 people in the last 10 years. Recognized as one of India’s leading andsought-after “info-marketing” specialists, Siddharth has worked closely with renowned International experts like Robert Kiyosaki, T Harv Eker, Tony Robbins, Brian Tracy,and Jack Canfield.
After running many multi-million-dollar online campaigns for companies and helping people make money online in the last 10 years, Siddharth has developed and perfected the Freedom Business Model. The Freedom Business Model focuses on helping people take their expertise online and building a super-profitable digital coaching business, without an office or employees.
His mission is to reform the education and employment system by building a new breed of Digital Leaders, based on the core principles of humanity and simplicity and by enhancing one’s social skills, happiness, and overall productivity.
He is the author of this book, “You Can Coach” which decodes all the steps for experts
to successfully PLAN, LAUNCH, and GROW a digital coaching business to six figures a
Wearing multiple hats, Siddharth is a husband of a loving wife, a father of 2 boys, a minimalist, futurist, spiritualist, a YouTuber who has published over 300 videos, as well as a podcast host!
If you want to make a lot of money selling digital products, there is a clear-cut method. I'm going to go deep and share with you the different ways you can sell your courses. There is no one approach to the game; there are multiple approaches to the game.
I've been able to build a multimillion-dollar information business, selling courses and coaching. If you happen to have a few people paying you repeatedly, that will create healthy cash flow in your business, and you won’t need to look for clients every month. I don't beat around the bush. I love to get straight to the point.
I like to give the best value of information concisely. I want to teach you how to attract the right audience, generate quality leads, and convert those leads with a sales funnel.
Now, a sales funnel is nothing but a filtering mechanism for you to attract the right quality customers into your business, irrespective of what your business may be, whether you're selling pins, or you're selling planes, selling physical or digital products.
A sales funnel is a marketing concept that maps out a customer’s journey when making a purchase. The funnel is used as a symbol; because many potential customers may begin at the top end of the sales process. Still, only a fraction of these people ends up making a purchase. There are multiple stages to a sales funnel, usually called the TOFU, MOFU, and BOFU, or the top, middle, and bottom of the funnel, depending on a company’s sales model.
As potential customers pass through each funnel stage, it shows a more profound commitment to the purchase goal. It's all about defining a customer's journey and letting the customer go through the journey and giving more and more value as they go through that journey.
The first concept is that funnels are nothing but filters. They filter out all those kinds of people who may not be interested in what you're offering. The further they get into your funnel, you will only be working with the people who are interested, or who really are seeking your product or service.
The second principle I want to share with you is that funnels are not just about using a particular tool. First of all, I want to tell you that sales is not about the funnel. Many people think it’s as simple as discovering a successful marketer’s funnel, copying it, and instantly generating sales. It is not about the funnel.
The funnel is only the tool that can help you. So, in other words, sales is also not about the tool you're using or the appointment system you're using; these are only the structures. It’s a framework that can ease the sales process. But ultimately, sales is all about the results that you can deliver.
Sales is all about the transfer of your energy to others through various mediums of communication. The evergreen principles of sales will always be the same. If you can convert people in a one-to-one pretty well, videos help you leverage that better and grow exponentially. I want to clarify that even though I'm going to share some frameworks of some funnels, I cannot guarantee any results because it all depends on the deeper elements of what you are offering.
The truth is only 5% of your success depends on all the tools and the frameworks. 80% of your success depends on your mindset and your intentions. 15% of your success depends on the way that you communicate. So there's internal communication, external communication, and tools. Most people in the whole video sales world focus on tools by giving 90% weightage to them. They urge you to copy a funnel and make a lot of money. The fact is, setting up is the easy part; you need to understand and engineer the psychological elements of yourself first and then the communication that goes along with that. People think that building a sales funnel means just installing the ClickFunnels application and using that. But actually, the funnel is your product or your service.
The third principle is that funnels can be applied to any industry. As I mentioned earlier, they are B2B or B2C. Personally, I don't like the terminology of B2B and B2C. It's so static. You know, it's all about P2P these days; it’s person to person. If you can construct a funnel, understand your target market based around that person, and then when you go about marketing it, you're going to get a much better response from that. In marketing lingo, it’s called building a customer avatar.
To achieve your goals of leading a good life, and maybe giving back and charity, you need money. In order to get money, you need to have a product or a service that you want to sell. This product or service needs to be solving a problem. If you're not a problem solver, you're not going to make any money. Now, to solve a person's problems, you need to understand that you need sales. Sales is nothing but a transfer of your energy that you believe that your product is going to work for them, it is going to deliver results for your particular prospects or your potential clients.
To generate sales, what do you need? You need to be good at conversions, you need a list and to build a list, you need a capture system, the purpose of the capture system is for you to drive traffic into. As I mentioned, organic is like free traffic, and paid traffic is what you spend money on. Facebook ads, Google ads, and a whole bunch of other sources.
So when you master the game of organic and paid traffic combined with mastering all of these systems, setting up your capture system, your list, your conversions, your sales, and having a credible product to sell, then you are going to have a good sales funnel. The foundation of an efficient sales funnel can be built only after you have mastered every stage. You've got to set that intention first, even though you may be non-technical you feel that it is not your thing, today you cannot give the excuse. We are in 2021 right now, and if you say that you're a non-technical person, you're a total loser. So you've got to get your feet wet and understand all of these concepts because this is a normal thing in today's day and age.
If you are a business owner, you know the pain of missing out on sales. After putting out content, lead magnets, webinars, and so much more, prospects drop out of the funnel without purchasing anything.
It happens. But it happens less if you have created a proper sales funnel. A sales funnel helps you understand your potential customers and what they are thinking and doing, from the first time your prospect hears about you until the moment he buys from you. This journey might differ from one person to the next depending on your buying personas, your niche, and the types of products and services you sell.
Before you start building your sales funnel, you need to have a clear business vision, marketing strategy and define your target audience to work towards your business growth.
If you are looking at creating an online business, you need to follow specific steps to develop your business and stay successful. You need to be mindful of your ideal customer and what they are looking for at each stage of their journey. With these insights, you can invest in suitable marketing activities and channels to create the most relevant and engaging messaging during each step and turn more prospects into paying customers.
Let’s look at the elements of a sales funnel; these are all the components necessary for you to achieve your goal. In a sales funnel, a few aspects that you need to be mindful of.
The first element is your pre-framing element. Nobody buys from you the first time they look at you. Like whenever I do webinars, I check if any members of the audience have watched my videos before. It turns out that most people who buy my courses are the ones who have watched my videos on YouTube or Facebook.
There has been a prior connection or some kind of a touchpoint before they bought my product. So please keep in mind that buying happens before the actual buying. In other words, if somebody’s going to buy your product, you should have enough touchpoints to pre-frame them before they come to that moment, where the transaction takes place.
That is a pre-framing strategy that will help you generate quality leads. What is pre-framing is nothing about warming up your audience, where you can establish trust and likability with your audience and resonate with them even before they get into your funnel. One is using long-form content and using shortform content. The reason I create so many of these videos that I post up on YouTube is for that purpose, it is for me to establish a relationship with you.
If you still do not know who I am, and it's the first time you're watching my video, you want to get to learn more about me. You know, this is where the relationship is established first. The purpose of pre-framing is to set the context with your audience on what you stand for and if you are really delivering value or not.
Then if you're genuinely interested, then you'll get into my other systems that I'm actually going to share towards the end. When I did a survey with my audience, I found that a large percentage of my audience buys my courses just by watching my videos. A substantial portion of people who buy my courses does so after listening to my podcast. If you look at reels and other content that's happening on Instagram, a very short-form type of content, you can't establish a profound impact on your audience.
You can attract attention, but you cannot impress your concepts in a very powerful way. For that, you need long-form content. I record longer videos and create long PDFs for these concepts because I want you to understand what I'm here to give you. Like this video, these videos that I post on YouTube are for that purpose, it is for me to establish a relationship with you.
If you still do not know who I am, and it's the first time you're watching my video, you want to get to learn more about me. You know, this is where the relationship is established first. The idea behind pre-framing is to set the context with your audience on what you stand for and for them to discover if you are delivering value or not.
Only when you're interested, you'll get into my other systems.
So before you even start selling your course, you need to have a proper strategy consisting of long-form and short-form content. Now in long-form content, I prefer Podcasts and YouTube.
Your pre-framing strategy as an expert before you begin selling courses is to make a list of all the pain points that your audience is experiencing and convert those pain points into long-format videos. Once you create long-form videos and long-form podcasts, then you create short-form content to get them to the long-form content.
That’s the reason why on Instagram, I've got a lot of posts happening there, but Instagram acts as a teaser so that people watch the posts on Instagram. They check out that, and I now give them a link, which they cannot click, but it's on the image. They come to my YouTube video or to my podcast. Once they consume that information, they get warmed up and they're getting pre-framed and then I can take them to the next stage of the journey, which is the lead generation stage.
I hope this first principle has made sense because you cannot go out there without warming up your audience. Big brands like Gary V and all the big names that you see pre-frame their audience like crazy. The first time we would have seen a video, we thought, who's this guy? Then the second time you heard, you saw him the third time, the fourth time. But then we came to this 50th 60th video, you completely bought into his concept, because you know who he is. And then he's sharing so much content, so when he launches some shoes or some kind of an NFT, people are ready to go and buy them.
This is a vital piece of the puzzle. Most people neglect this and they just want to go and start to sell directly through webinars and stuff like that. But that comes much later. The next step is you got to generate leads.
Even before people bought my course, they bought into me first, so pre-framing is the first part of the entire sales funnel process, which many people neglect. They feel driving traffic into a product is enough and they assume people will buy. It doesn't happen that way. You need to warm them up.
Why would people give you their name and their email? You need to have an attractive lead magnet and you can do different kinds of lead magnets, like an ebook giveaway, a one-to-one consultation, or free webinars. In my case, the free webinars work really well. A lead magnet is the second stage of the funnel here to get them with your product stack.
You need to create a three-stage product stack, and then from there, you need to get into digital tribe building, which is a way of maintaining your connection with your customers and not treating it just like a transaction. This is not the day and age where you just sell things; you need to over-deliver on the product.
I need to over-deliver on what happens after they buy the product. Anytime I'm recording a video, I'm touching close to 10,000 people in my digital tribe; the people who have bought my products and are seeing value in what I'm offering. When somebody buys my product, I get them into weekly coaching calls for the rest of their life, so that they feel the value of having purchased the product. They also have a support system for using a product to get the desired goal that they want. So digital tribe building is a science. It is also an art on how to nurture people using technology, videos, and webinars so that you can help them achieve their goals.
In each of these elements, you need to be very careful about giving the best customer experience. When it comes to pre-framing, you can provide quality stuff to people to earn their trust, even before they come into your webinar. When they buy a product, they should feel it’s better than they expected; your product should deliver that kind of quality and value. As you nurture that tribe, you will find that the tribe itself will start to pre-frame and get you more, more and more customers. And when that happens, you know, it's magical.
If you go to asksidz.com it will take you to my Facebook messenger. Just type SF- elements, and you'll get a PDF mind map. You can attend my next free webinar if you go to this link, sidz.co/freedom, I'm actually going to go deeper and show you how I started from scratch and I earned Rs.2 crores in online product sales within 12 months by selling my online courses. I want to show you how to create influence and an impact with whatever content you put out there. So please go to sidz.co/freedom where I elaborate on my mission to help a million people live a lifestyle of freedom by taking their knowledge and giving their knowledge out for the world.
When you get into my coaching system, once you get into my whole program, after you watch my webinar, I will show you how you can start to do the same thing that I'm doing, where I'm posting videos on the public domain. I'm getting people into my inner circle where I teach them to become digital coaches in whatever topic they specialize in.
This is for you if you happen to be a knowledge giver, coach/trainer, speaker, entrepreneur, who's hungry to give back, and you're hungry to serve your market in the best possible way.
As you’re probably aware, the four main stages of a sales funnel are known as AIDA, awareness, interest, decision, action. Now that is called TOFU, MOFU, and BOFU. This is just terminology. I think of it as consideration, conversion, and loyalty.
In the first stage, people first feel the pain, the problems they need to solve, and the possible ways to deal with them. This is when they hear about you for the first time, through an ad, Google search, a post shared on social media, word of mouth, or some other traffic source. This is when people do not know about you, and you want to establish trust and build a rapport with them.
Perhaps they came across a video or podcast, found your website through Google search, or heard a colleague talking about your product or service. You can build that awareness in the form of videos at the top end of your funnel, by adding how-to videos, branded videos, and that can be on a YouTube channel.
Once someone has learned about your product or service, they will consider it based on their level of interest and the solutions you provide. When the prospect actively looks for solutions to their problems and ways to achieve the goals, they usually search for answers on Google. Most of us nowadays conduct some form of competitive research to find the best solution.
Now that the prospect knows about your company and its solutions, they will generally dig in deeper and will find information like pricing or topics covered in your course. This is when you can have explainer videos, product-based videos, testimonial videos and this is where you can gain more insights about your potential clients. For personal intent, you can even do product polls to find out exactly what they want.
For example, if somebody gets into my funnel, I have a survey that I run people through. You will land in different places as you complete the survey at the end of whichever segment you get into. I have videos explaining each of the steps, and this way, I help people identify the right thing for them. This is the most critical stage of the funnel, whether the prospect makes a purchase or not. If they don’t buy from you now, that doesn’t mean the deal is lost forever.
Typically my webinars are when the conversions happen as that's where I share testimonials. I share live stories. And of course, that's where I can demonstrate and explain my concepts and product on a deeper level. That's where I get them to buy my products.
You can create nurture campaigns to make sure you stay on top of their mind for any future needs. For loyalty, I often do tutorials, podcasts, and demonstrations to increase the awareness of people who are not yet in my community, and for people within my community to establish that loyalty even deeper because I'm going to share all the strategies they need to succeed.
You can see my survey-based funnel on this link, sidz.co/qualify
You can use funnels in different ways to maximize your conversions. You can experiment with any or all of them to convert and build your digital products. I will talk about my hybrid funnel and how I have adapted elements from all ten funnels into my sales funnels. You have the flexibility to mix and match these funnels. Before getting into the funnels, let us first understand what you can sell as a digital coach.
Whatever the case may be, you can apply these funnels to sell your product, program, or your service as an expert.
Initially, to generate leads, you can get people to give you their names and their email addresses by giving them something irresistible for free. This could be a PDF guide. An example is the kind of guides that I'm creating for my community. If you go to sidz.co/ultimate-guides, I have written 10,000-word guides on all these topics, how to become a digital coach, manage money, make more money through webinars, have more freedom through automation, and many more. Take a look at any one of the guides, say the guide on affiliate marketing, it's a pretty lengthy guide where people can download the PDF. It's a detailed post and people would spend at least one to two hours consuming this valuable content.
This is the way I also drive traffic into these guides and I'm able to generate leads through high-value content. Now, the second way you can generate leads is to bring them into a live learning experience. This can be a live webinar, a two-hour webinar, a four to five-hour workshop, or a WhatsApp class.
The key here is once you're able to give them a live experience, you engage with them. You answer questions, you deliver value at a very minimal price point at the paid webinar. Then you can offer them your course,
The third way you can bring them into your system is when you sell your courses through one-to-one consulting. For example, if you're a relationship coach, you provide a free strategy session. They come and do your session. You offer the strategy and then you sell your course or you sell an in-depth coaching session, which also has courses along with it.
Keep in mind that there is no one path to achieving results. There are many ways to approach it. Once you go through these 11, you can pick and choose the path you want. As you get better at using these techniques, you will find ways to upsell your products. Basically, you want to maximize the juice in terms of the return on ad spends and there are multiple ways to get people into your funnel. Let me show you how to connect the dots:
This is a very straightforward funnel that works well for selling low-ticket products. You want to sell a course, elementary stuff. You drive traffic either free or paid traffic, get them to lead capture page where you make them buy the course. And then they access the program. This is what I call a direct sales funnel.
So let's say you’re an author. I've also written a book called You Can Coach; if you've not picked up that book, pick it up. I’ve explained a lot of concepts there. So I could give away a free chapter from the book and drive traffic. Then I give them a pre-framing bonus course, like a free course, which is not the main course, but it's a very simplified version of the course. And then in that course, I invite them to my live webinar where I make them buy my main course. So this is in multiple stages, but it leads to traffic generation, pre-framing as well as conversions.
The third funnel you can approach is the WhatsApp or the Messenger class funnel. This funnel aims to create engagement, excitement and add some gamification to the messenger environment. These days people spend a lot of time on messenger apps. Why not engage with them within Messenger itself?
So you drive traffic into a lead capture page. You make them buy some kind of a ticket or say some kind of a training fee, not too expensive. Then get them into a WhatsApp group and you give them assignments, give them videos every single day, invite them to a two-hour session.
And then on the fifth or sixth day, you sell the program. It's nothing but a product launch formula. If you've been in the internet marketing game for a long time, you know that many marketers have been using it for years, but it is delivered through a Messenger class model.
This is my favorite funnel. You drive traffic to a lead capture page. They come into a free webinar where you educate them, engage them for two hours, and then make the payment, buy and get access to the product. Now, the pro about this particular model is very straightforward. It's one-to-many, and you can educate, engage and offer your product. I always prefer to do live webinars because I can engage with them. I can educate them. The best part is I can call out their names when they're buying my product. They feel very special when they make that investment.
You drive traffic to a lead capture page, and then you make them buy a webinar ticket for Rs.199 - Rs. 499. They attend a live webinar, and then they actually buy a product. In this particular funnel, you'll notice that the show-up rate will be much higher because they're paying for something. Even the conversion rates will be higher compared to a free webinar, you'll see better conversions in this, but you've got to work out the math.
If you want to sell a high ticket course for around $2,000 and $5,000 and above, then this is a better funnel to use. You drive traffic, they come into a lead capture page, and go into a value video where you give them more value. They watch a value video, and below that video, you put them into a Typeform where they answer different questions that are qualifying/disqualifying. I disqualify people in the webinar itself.
I gently say, if you don't have the time, if you don't have the affordability, this is not for you, don't waste your money. Thus I make it very clear and I set the expectations on what they're going to get. When I do this in a live scenario, the completion rate is higher because I'm bringing people into my world with this kind of mindset. The success rate is also extremely high. I’m so pleased to have hundreds of success stories in my Hall of Fame right now because of this particular method of bringing people into my world. The pro of this is it's highly scalable. Only those people who qualify can book an appointment on a system like Calendly. You get on the strategy call and in that call, you close a deal and sell your high ticket course, $2,000-$3000 or even $5000-$10,0000 course. A slightly different approach works well for high ticket clients.
This is a one-day boot camp. People buy tickets and get into a VIP group on WhatsApp, Telegram, and then they come for the whole day, 10:00 AM to 5:00 PM. At the end of that event, you sell them your course. Now, what else you can do is you can do a three-day event.
Let's say you're selling a super high ticket product. I'm talking about $1000, $2,000, $5,000 and above. You can drive traffic, get them to buy a Rs.999 ticket. Then after they buy the ticket for that event, they get to the VIP group three-day event. On day number three, you sell them a super high ticket course at the end of that.
Now the summit funnel is slightly different. This is where your multi-speaker summit. You drive traffic, get people to come into that event, either for free or for some very nominal price point. Let's say you have 5-10 different speakers for the event. Each of the speakers delivers value for 20-30 minutes. You send them to an exclusive three-day event with each speaker at the end of the speaking slot. This three-day event is only with one of those speakers. Then over there, you sell your high ticket course. Now you can even drive them into a webinar or into a three-hour workshop.
This is one of my favorites. I drive traffic into lead capture. They can do an automated webinar running 24x7. At the end of that webinar, people click on the payment button and they go and access the program. I've got tons of sales just from automated webinars. In some cases, people think that I'm live, but I'm actually not live, and I'm still generating sales. So this is the ultimate freedom.
Right now, I'm driving traffic, I capture the leads and as soon as I capture the lead, I put them into a Facebook VIP group. This is where I nurture people. I add case studies and different kinds of stuff over there. I invite them to my live webinar.
Now, before they come to the Facebook group, I also send them an email saying that, Hey, I have an automated webinar go and check it out. It's like an automated orientation. I call it a pre-webinar orientation, which is 45 minutes. Some people directly buy, in that orientation itself. And in case they do not buy in that orientation, they come to my live webinar which is for two hours, and then they buy my product and they access the program. So it's a slightly different approach that I've incorporated elements of the group strategy, the automated strategy, as well as the live strategy to maximize the efficiency of my overall campaign and my ad spend and stuff like that.
For those of you whose digital products include online courses, this is for you. If you do not have an upsell process, and if you just have a Rs.5,000-Rs.10,000 product, you will not be profitable. You've got to have at least three levels of programs. If you are just selling your courses, you may not have a very good completion rate.
Add a layer of gamification into it and you make people compete with different assignments. Point them back to watching your courses every single week. This achieves many objectives:
Over time, there is a compounding effect in my lead generation and my exposure to my market daily. The Facebook group also is growing and improving my social proof in the market. I’ve also seen the engagement grow over time due to newcomers joining in every single day. I hope this section has inspired you to launch your sales funnel with more confidence.
If you're not a part of my community, I would highly recommend that you join us. You can go to sidz.co/formula, where you'll actually learn my formula. It is more like an onboarding tutorial.
For those of you who want to get into my community, I have over 7,000 people there. It's India's largest community of knowledge givers who are on a mission to create an impact in this world. So jump in, join hands with us and take your knowledge forward.
So now I want to share with you the top seven tools that I'm using, and I'm also going to give you links to those tools. Some of them are my affiliate links. You can go and, you know, just trial it out and see how it works, because these are the most essential tools that really work for me.
Funnel Builders: I have tested a lot of funnel builders over the years - OptimizePress, ClickFunnels, LeadPages, GrooveFunnels, Instapage, Unbounce, and more. Honestly, all of them are great. They have their pros and cons. The one I love and use regularly is ClickFunnels. The reason I like this tool is because of its speed of use. I’m able to build funnels on this tool much faster than other tools and more importantly, I’m able to share these funnels with the paid members of my community. So if I have spent a lot of time designing a funnel, all I do is, make a copy of that and share it as a link to my members. It saves my members a lot of time and energy trying to build their funnels. That’s why I like ClickFunnels and I’m okay with paying a monthly fee of $97/month to use their system. And it is an excellent tool because it has all the marketing features. The way that you can customize things on ClickFunnels is brilliant as it's built for marketers.
If you are starting and you are not generating any income from your coaching business, just stick to GetResponse or ConvertKit, use their landing page builder (which is simple), and start to generate income. Once you are making some money, then upgrade your funnel builder to ClickFunnels. You can start with a free account where you can have up to 1000 leads. The basic package starts at $29/month, which includes automation and many awesome features. What I like about ConvertKit is its ease of use and the simplicity with which I’m able to visualize data. I also like their automation features which are so easy to implement compared to other complicated systems.
Webinar System - In a knowledge business, your maximum exposure will happen on a webinar platform. You may use Zoom or any other system but the key is to look at this tool as an essential part of your business growth. I have tested a lot of webinar software over the years - Zoom, GoToWebinar, WebinarJam, EverWebinar, ClickMeeting, Demio, WebinarNinja, BigMarker, and more. Zoom is a perfect tool to start with as it is robust, people are familiar with it and it’s also affordable. But what Zoom lacks is marketing and automation features. If you want to notch it up on the marketing and lead segmentation, then you can test out Demio. Both Zoom and Demio start with $49 per month on their basic package. As your webinar size starts to grow to more than 500 people, then you can consider switching to WebinarJam, which is more stable for larger audiences, plus they have all the marketing and lead segmentation features which are lacking on Zoom. The main purpose of your webinar tool is to sell your products and show up live. Once you have a perfect webinar sales pitch, you can then use the automated webinar feature to help you save more time.
Now Zoom is a great webinar platform. It's the most stable webinar platform and there's no lag in comments and stuff like that.
If you're starting off, I would recommend that you use Demio sidz.co/demio and just try it out for 14 days and see how it is. It has a feature of live webinars and automated webinars built into it. I'm also testing on WebinarJam, which is also a very awesome tool.
Tracking Systems: If you want to track the sales and the different stages, you need to use Facebook pixels, Google pixels. You might have heard of bit.ly before. This is an example of a link tracking tool. The purpose of this tool is to help you understand how many people are clicking on your links and to also learn where they are coming from. Location, device type, browser type, and more. Bitly is free and a good tool to start with. But if you want more advanced tracking as a PRO user, then I highly recommend a tool called ClickMagick, go and check it out. It's really awesome because I'm able to see the overall view of all my tracking that happens to that one system.
Appointment Systems: If you plan to go with a free consultation lead magnet, then you can use a system called Calendly. where the lead can choose the specific time slot for the 1-to-1 consultations with you. Using this system will help you save time. This will also sync with your calendar and Zoom This one is an awesome tool. calendly.com is really, really good. Our Calendly integrates with Zoom. Prospects go through with your consultation video, they fill up the survey and then they go and set up the appointment automatically.
The Zoom link is also created and sent to them. So all you have to do is open up your calendar and your link is ready. Just go ahead and go in for the appointment because that's brilliant.
Video Editing System: I would recommend ScreenFlow or Camtasia.
Now, if you're serious, jump into this bandwagon with me, where I will actually help you build a digital product business, without any office or employees where you're able to sell digital products and courses and include three streams of income. If you come into my program called the freedom business model coaching, I'll help you use video funnels to create three streams of income.
The first stream of income is digital products that you create on your own. I will actually teach you to build your own digital products. Two is I will help you make money through affiliate marketing, promoting other people's products, which you can integrate the way I've given some of my affiliate links here. Some of you may go and pick it up and I make commissions when you go and use those tools.
The third is consulting and coaching. So when you integrate consulting, coaching, affiliate, marketing, and digital products into one system, it's a killer system. So what I would like you to do is go to this link, sidz.co/formula.
Watch the automated webinar and take action and jump into the bandwagon because that's where I will actually show you how you can start to put this together and build a super profitable, lucrative business by using systems. At this point in my business, I'm automating at least 300,000 tasks in the background, and I don't need any employees, but a lot of tasks are being completely automated and you're going to be learning some of those elements as you come inside my world. They will be able to benefit from this knowledge.
I truly look forward to adding more value to your life, and I truly wish that you can use this knowledge to increase your sales multifold in the coming days and weeks to come.
If you're not measuring every aspect of your business, then there is no point of doing business. Metrics are something that I measure on a monthly basis and that's what's helped me scale. The purpose of measuring data is to make the right decisions and not just to look at data and feel happy about the number of likes and comments on your post. That’s only one part of the story. Are you measuring your traffic? Are you measuring your reach engagement?
The bigger story has to have all of the magic numbers to keep in mind.
The most basic metric. Besides the metric, I’m also giving you the benchmark. So how much traffic is coming to your website and for traffic generation, you could use Google Analytics to measure the total number of page views. I'm just going to give you some of the pointers page views, and you can also measure the number of sessions. Sessions are the number of times people have actually come and accessed that particular page on your website There's a lot more to analytics. You can go deeper into it.
You can set goals, you can track which pages are getting more views and how much time people are spending on the website, in which part they spending where on the website, you can also go deeper into there's a tool called Hotjar you can also track which places on the websites, people are spending more time. We can go deeper into this, but on a more basic level, you can track your number of sessions and pages on a daily basis. Total hits per day hits per month. Basic level of measurement.
I'm talking about reach on social media. Every time you make a post, it gives you some data. When I make a post on my Facebook page, it gives me data that this post has been viewed by say, 5,000 people or 10,000 people organically. Now, if I put money into advertising, that gives me a different reach. You can track organic reach as well as paid reach. When I say paid reach, it is when I'm running ads on Facebook for Rs. 1000; it shows me how many people have seen the particular ad
So you can track this in your groups. If you're running a Facebook group, you can track this even on your page. Let's say I have a thousand followers on my fan page and when I make a post a hundred people engage on that post, then I have an engagement rate of 10%. Now the engagement rate on most pages is much below that. We previously used to be quite high, but the engagement rate right now is anywhere in the range of 1% or even less on many pages. So algorithms on these social networks work in such a way that when they are able to see more traction on particular platforms, they give more weightage to that particular piece of content.
For example, now Instagram reels are on the rise and why it's on the rise is because more people who are posting reels regularly get to be discovered more than people who just post reels once in a while. So these platforms are also looking at the patterns of the way that you post. And they're also looking at the creators and how consistently they're posting.
How quickly does the post get momentum? Like even on YouTube, whenever you post a video, how fast do you get traction in the first 24 to 48 hours, what they call views per hour. There's a VPH metric based on your views per hour, they will recommend your video accordingly.
So your engagement rate depends a lot on your quality of content and the way that you're also able to promote your content to your own lists. The minute you publish that content, give it more visibility and give it more fuel for the algorithms to give it more engagement.
And for clicks, you can use this tool called bit.ly. It's a free tool. And the two that I use is Clickmagick. You can go to sidz.co/clickmagick, and I'm able to track all my clicks. I look at all my paid ads from the time that I have been running campaigns,
Unique clicks help you get a clearer picture of your audience - their interests and what it takes to convert them. Total Click-through rates thus give you an idea about the repeat engagements and retainment of your subscribers and I'm able to track exactly what's exactly happening.
When it comes to leads, I have webinar leads. I have leads that are generated through my PDF resources. And I also generate leads for other things like my book. But the more interesting thing is I have different kinds of lead magnets. So I have lead magnets focusing on these different categories, business, career, health, money, personal development, my webinars, I have Google reports, DCM report, niche report, podcast guide. I can actually see what kind of traction I'm getting on all of this. I'm using this tool called Convertkit. You can test drive this tool, sidz.co/convertkit, if you click on that link and when you register, you can use this tool free for 2000 leads. I'm able to see data like this. I have so many different campaigns that are running. For example, I can find out that yesterday through Google, I got so many leads. My niche guide 325 leads from, from my personal element, 241 leads, money-focused 337 leads, health focus 300 leads, career focus 262 leads, business-focused, 2 94 leads like this. I'm able to see exactly which of my lead magnets are really working.
Let's say 100 people come and land on your landing page. Out of those, how many of them are becoming a lead? I can see my Google campaigns are doing better. My Google niche campaign is 47% conversion rate, Google podcasts is 34%, conversion rate. For the book campaign that I'm doing right now, I'm getting a 42% conversion rate on that. So conversion rate is very important because if you're going to be spending money on ads to drive more traffic to your landing pages to generate leads, you need to make sure that you are able to have a high conversion rate. If some of those conversion rates are low 15%, 20%, I may need to change the headlines. I may need to change the messaging, maybe change the page’s design to get better opt-in dates. If I'm able to double the open rate of a page, I'm going to lower my cost per lead by 50%. That's going to be changing my overall profitability.
If you're running campaigns in India, anywhere from Rs.20-Rs.100 per lead, is a decent cost per lead. Again, if you're doing campaigns where you're doing it in local languages, your cost per lead will be much lower as compared to doing it in English. And again, if you're doing this outside India, let's, you're targeting USA and Australia and the tier-one countries, then your cost per lead will be at least $5- $10 a lead.
This is a metric for your webinars. A rate of 30% is on the good side, but there's a range from 10% going up to 30%. Initially, when I would do webinars, I would easily get a 30% show-up rate but now with so many webinars going on slowly, it's come down to maybe 20% of 15%. But that's how the game is. That's perfectly fine. In 2018 and 2019 hours, I was probably one of few people doing so many webinars; now everybody's doing webinars after COVID. So I've seen the decline in the show-up rates, and that's part of the equation right now for me. You can improve your webinar’s show-up rates by improving your messaging and even by giving more valuable pieces of content and pre-framing your audience before they come to your webinar.
Again a metric for your webinar. The ideal benchmark for this is 10% is pretty decent. Anything less than 10% means that you've got to work on your offer. You've got to work on your value stack and even your own energy and your own mindset. If you want to get better sales. But I would say, if you're doing really well, you can even go up to 30% even on this. I've done webinars that I've done about 30%, 35%, 40% conversion, also in some webinars where the audience have been pre-framed and prime before they come from a webinar. So if it's a cold market, 10% is good. If it's a warmed-up market, maybe you did an event and then you invited them from that event to your webinar, they're already warmed up. They know what you're able to do. You can aim at a higher conversion ratio.
Let's say you have a level one program at Rs.5,000. If your level two program is Rs.10,000, you should be aiming at a 20% conversion rate. So again, the rule here is 20% of the people. The 80/20 rule applies over here. 80% of the people will just not do anything. 20% of people will buy your product. Even in a webinar, 20% will be serious action takers. The same applies even from level two to level three, 20% is a good benchmark. Now, some people can do better than this, depending on what's their product. And depending on how well their offer is liked,
This is the return on ad spends. I track my numbers and this is a very simple metric. If I spend one rupee on ads, what kind of return am I getting on ad spends? So my ROAS has been ranging from 5.34 to 6.75, which is pretty decent. For every rupee I'm spending on ads, I'm getting Rs 6.75 back in terms of return on ad spends. So that's another important metric that you need to measure
This is all expenses versus all revenues. This can also include tax also. So after tax is a net profit.
Some get a 6.5 open rate, some emails I got like a 22.7 open rate, some emails I've got like a 35% open rate depending on different email segments. On a cold list, a 10% open rate is excellent. If it's a customer list, you need to aim it at a 20% to 40% open rate. So that is how you need to calculate your open rates.
This measures how many people click on links that you send in your emails.
Say a hundred people have bought your products, how many of them are asking for a refund? This is a significant measure because you will know whether people can see value in what you’re offering. In my case, I have a less than 1% refund rate. Anything more than 5% you need to be concerned about.
I have a 4.9-star average rating and this is really hard to get. You know, getting 4.5, 4.7, is possible you have to over-deliver and you can go and read all of these customer ratings. You'll be able to see that everyone can see the value, you cannot fake all of this stuff. You have to over-deliver value. If somebody is paying you even one rupee, you should give them at least Rs.10- 20 rupees in value.
Cost per acquisition. This is what is my magic number, my cost per acquisition. Ultimately, you need to test the conversion numbers and the magic number is your CPA or your cost per customer acquisition. How much are you spending on ads and how many customers do you get for the product. Then you divide that, so total ad spends divided by total customers would give you a particular number; that is your cost per customer acquisition. So there's much more to this game.
Why is it my magic number? I will know whether I'm going to win this game or not with this one measure. So if my product is Rs.10,000 and if I'm able to acquire a customer for Rs.5,000 that means if I'm going to be spending Rs.5,000 rupees to acquire a customer. So there's a 2X that's happening in the CPA.
I'm already winning the game and I'm, then I'm going to be profitable on level two and level three provided I have a level two level three. So the benchmark for this should be 2X to 3X. That means if you are selling a Rs.10,000 product, your CPA should be Rs.3000, maximum should be Rs.5,000. If it's more than that, then you've got to work on your structure. Your total ad spends are divided by total level one customers.
So these are the different metrics that I measure to make sure that my business is running profitably.
To recap, Clicks, leads, opt-in rate cost per lead show-up rate, conversion rate, level one to level two conversion rate, level two to level three conversion rate, return on ad spends, overall ROI, email open rate, refund rate, customer rating cost per acquisition. Imagine you do all of this, but the ultimate measure of success, really? It is the number of people you are able to help get results. I have more than 100 documented success stories on my YouTube channel. People have achieved results. This is the ultimate factor of success.
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If you would like to learn how I built my multi-million-dollar course business, go to sidz.co/live and register. I want to actually meet you at my next webinar, you will see for yourself. In fact, I'm going to open up all the systems and show you exactly how I have engineered this entire process. I only have two to three employees working for me. I've efficiently optimized all of these systems, using automation, delegation, outsourcing, and stuff like that. This information, what you're learning is not something that everybody talks about. I do things in a very, very different way. All the typical course creators talk about very typical knowledge, but the results here are atypical, and that's why you need to come into my system. If you want to bypass the webinar thing and come straight into my community, go to sidz.co/join and you can join my community, which is the world's largest community for trainers, coaches, and speakers with over 14,000 plus members.
I look forward to serving you and supporting you as you start making a lot more money selling your courses by implementing whatever I have shared.
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