Before start building your sales funnel, you need to take some time to map out all of your offer packages or also called Value Ladder (study the image beneath the post). Envision all the products/ services you have to offer and build them in a ladder starting with your freebie (lead magnet). Because if you just have one product or service, and your client takes advantage of it, you have nothing else to offer them once they have gone through your sales process.
A value ladder is an excellent way to scale your revenue and ensure you have attractive services for your ideal client no matter what level of your sales funnel they are at.
Here is a structure of a Value Ladder:
As people "ascend" your value ladder, they're offered more value; however, this value comes at a price ($).
Note: Value doesn't necessarily mean "more". You can also provide greater value by saving people time.
Let me give you an example with a dentist office and you will see how the Value Ladder applies for a service based business.
You received a post card for free teeth cleaning. You go to the dentist to clean your teeth. While cleaning your teeth, your dentist asks you if you grind your teeth while sleeping. "You may have not noticed but the flat surface of your teeth is starting to show that you are grinding your teeth", he says. So you end up getting customized night guards to put at night so you don’t grind your teeth. Then your dentist asks you if you ever worn braces because 2 of your teeth are on top of the other teeth and that affects your smile and your confidence. You trust your dentist. He's already built a relationship with you. And you feel he provided enough value for you, so you naturally want to move forward and get additional value from him. So you want to take him up on his offer to fix the shifting of your teeth and get you to wear braces. And because you are very happy with your dentist, you bring your kids too.
You see where I am going with this example? From a lead, responding to his free cleaning teeth offer, you became a prospect. You went to the dentist office and cleaned your teeth. You received valuable information on grinding your teeth and was convinces that if you don't do anything about it, you eventually will ruin your teeth. So, from prospect you turned into a client. Then your dentist talked to you about your teeth starting to shift and you decided to take him on his offer and get braces, which is 2 to 3 years a retainer service. So you became a repeat customer. Even better, you got him new business by bringing your kids there too.
And that is just very simple example. Let me give you another one. Let's say you are a coach, health and wellness coach. So, here is an example of your package offers:
I know what you're thinking, "A value ladder sounds nice, especially for digital and service based businesses, but I sell physical products ... and things just aren't "fitting"."
Don't worry, I've got you covered! Tomorrow I will teach you how to create your Value Ladder if you offer physical products. At the meantime, share below what is your Value Ladder.