The web pages that make up your sales or opt-in funnel are only the beginning. To truly encourage sales, you need to stay in contact with the people on your email list. The easiest way to do that is through your email service, by sending “stay in touch” emails with value and various related offers.
Let’s take a look at a typical follow-up sequence for a free opt-in series. In this case, your reader has attended a free webinar that promoted a high-ticket training program. In the days that follow, you’ll want to stay in contact with an autoresponder sequence that automatically sends email at specific intervals.
Email 1:
This is going to be the first email that goes out after they confirm. It should give the reader access to your free webinar; so that can be a link to the replay, or instructions to join you for the live event. You will likely also want to include a couple of reminder emails if the event is live.
Email 2:
This is the replay email for a live event, or the first follow-up if the original was a replay. In this one, it’s a good idea to offer a few bullet points of what they learned, encouragement to watch the replay (if you can legitimately say it’s only available for the next XX days, even better), plus an offer to purchase the training program. This is also a great email to share a story or something interesting about yourself.
Email 3:
A few days later, you’ll want to follow-up again. This time, consider including a case study of someone who used your training program, whether they paid for it or not. When combined with a great offer, reading about the results someone else achieved can be a powerful motivator.
Email 4:
Use this follow-up message to remind readers that the replay is going away (if it is), and also to answer any objections. For example, you might list some FAQs or even questions you’ve received about your refund policy, who the program is for, or payment options. Remind them about the offer.
Email 5:
This is your final reminder that the offer is going away soon. At this point, you may want to encourage the reader to email you with questions.
Email 6 and beyond:
If your reader reaches this point without buying, then it may be that your product is just not right for her. From this point forward, you should continue to stay in contact by offering great information, case studies, tips and other interesting content, but also to offer other products that might be of interest.
One important thing to remember about this sequence: if your reader buys your program at any point, you must remove her from this sequence. It will make no sense for her to get email #5 with that final offer reminder if she purchased your program after email #3. Most autoresponder services, such as ConvertKit, have automation built in that allows you to move subscribers from one list to another based on their actions, so be sure to set that up as you’re building your funnel.
This kind of hand’s off approach is what will help you build a true passive sales funnel, so look for opportunities to use this system as you build your business
