MLMT 142: The Three Step Application Funnel
MLM Trigger Episode #142
We talked about the Product Launch FUNNEL and today let’s go over the last Funnel which is the BackEnd Funnel #7 The High-Ticket Three Step Application
This funnel is a very simple process to qualify and pre-frame potential high-ticket consulting or coaching clients. The three-step application process gives you the ability to make almost as much gross revenue without having huge overhead.
LISTEN ▶️ The Three Step Application Funnel
Step #1: You need to create a simple page that shares a case study video explaining the results your customers can get when they receive coaching from you. After watching the free case study video, potential customers click on the “apply now” button and are taken to an application designed to pre-qualify them as good prospects.
Step #2: The prospects fill out a full application, which serves two purposes. It helps your sales people learn about the applicant’s business, where they are now and what their business goals are for the future.
More importantly, it pre-frames the prospect by getting them to sell you on why you should take them on as a coaching customers. The application stage weeds out those who really aren’t ready, so you are ONLY calling the prospects who are ready to start working with you. The application also pre-sells the program in the prospect’s mind. After they finish the application, you take them to a “homework” page.
Step #3: The applicants follow the instructions on the homework page, all the while building an even stronger bond with the Attractive Character.
Your homework page should include three videos for the applicants to watch:
-The first video is a short class teaching what it takes to succeed in this business.
-The second video tells the story about your MLM struggles. It explains exactly why you are so passionate about helping associates get their message out into the world.
-The third video is a series of case studies and testimonials about the coaching program itself. The homework page is an important pre-frame step that helps make the final sale easier.
The sales script for selling the high-ticket item on the phone is pretty long and involved. Let’s dive into the script for selling high-ticket products which is a Two Step Script.
Closing a high-end customer takes more time and finesse than selling a simple product. It’s important to change the selling environment to a phone conversation. You will need two different people to make a sale using this process.
The Setter & The Closer. Using two sales people provides consistency in your sales.
The setter script is basically gathering informations on the prospect, drawing out his/her emotions, and identifying the prospect’s pain and goals. Once that is done, the setter gets off the phone and has the closer call the applicant back.
The closer magnifies the pain, gets the prospect to sell himself/herself on why he/she is a good fit for the program, and then provides the solution.
The goal for the Setters is to introduce themselves in a low-key way and have a natural conversation with the prospect. The setter is getting to know the prospect and pulling out any emotions related to the topic you are discussing. They must find out where the prospect is right now and how he/she feels about where he/she is.
Then the setter should focus on finding out where the prospect wants to be.
-What are his/her hopes and dreams?
-What’s the real reason, deep down, that he/she wants those things and why?
The setter has to find out the why because that’s where they will find the emotions.
The setter cannot move forward with the script until he/she understands the prospect’s emotional hot buttons. The prospect must also admit he/she doesn’t know what he/she is doing (in some form or another) when it comes to building a MLM business. The prospect must realize he/she needs help.
The setter is now ready to introduce the closer as the expert.
This script for the closer is very similar to the Setter Script. The closer wants to reinforce the candidate’s decisions in his/her mind. The closer will go through the same questions as in the introduction, but worded a little differently.
Now, the closer simply list out exactly what the buyers get with the product or program. And finalizing the Sale by asking the most important question:
Why do you feel like you are a good candidate for this program?
The prospect is selling himself again on how he/she will be successful if he/she is accepted. Sales become easy when he/she tells the setter/closer why he/she needs your help.
Quick recap… When selling high-ticket coaching and consulting programs, it’s important to weed out people quickly if they aren’t going to be a good fit. That way, you can spend more time with the people you can really help. The application and homework pages pre-frame and pre-sell the prospect on all the reasons he/she should sign up.
LISTEN ▶️ The Three Step Application Funnel
May you be wealthier,
--Corine-
The top producers in MLM don't make a list of 200 people, don't do home meetings or anything like that. They use something equivalent of a sales funnels.