To explain what I mean by “Flip Your Funnel” I need to review the funnel diagram.
We’ve worked our way down the funnel from prospect to that magical moment when the prospect becomes a buyer.
When your customer reaches that point, you give them a great buying experience, follow-up and otherwise build that lifelong relationship with them. “Flip Your Funnel” refers to your ability to upsell, cross sell, and otherwise sell to your customers so that you are getting the most value from and giving value to each of your customers in return.
Look at the two funnel diagrams below. In the first, we guide our prospects through the funnel to the selling point. It is at this point that your customer database begins to settle on the bot
tom.
In the second diagram, the small business owner flips the funnel upside down and begins
reselling to existing customers. It doesn’t stop after that initial sale!! There is still money to be made, and moments to master.
The sales process requires the continuous courting of your customer
Flipping your funnel is going to create the “super-customer.” One who spends significant
amounts of money in your business, loves you, and brings in dozens of referrals.
And, once again, customer follow-up (or mastering your moments) is a key principle for winning
life-long customers AND flipping the funnel. However, with “Win Lifelong Customers” we are
more interested in building the customer database and providing that predictable experience.
When we “Flip the Funnel,” we’re focusing on what we can do with the database to make more money, and convince our customers to talk about us.
Think of it this way…any relationship worth having is worth continually working on.© 2008 By Clate Mask
