In this week’s marketing strategy, I break down The Lightworker’s Sales Pipeline – an authentic, love-filled sales process that will help Lightworkers and purpose-driven entrepreneurs with selling their services to their ideal clients.
The First Client (PDF)
Hey everyone, it’s Jill Celeste from the Celestial Marketing Academy and jillceleste.com, where I teach purpose-driven entrepreneurs all they need to know about marketing so they can become the Directors of Marketing for their business.
Today, I’m just shooting this quick video because I have been working on a graphic. Albeit, it’s imperfect, but I wanted to share it with you today in this week’s marketing strategy, because I felt like this was information I really wanted to get out there. So, pardon the impromptu and informal thing, but what I’m going to do is I’m just going to share my screen, and share this with you. It’s something I have called The Lightworker’s Sales Pipeline, and this title might change as well. Here’s what I wanted to share with you today.
If you’re a Lightworker, or you’re a purpose driven entrepreneur, chances are you might feel very icky about the sales process, and I am with you on that. I am not a fan of high pressured sales, anything that makes me feel like I’m just not being authentic. I started to think about how I bring people through my sales process, which I’ve prided myself in being very no pressure, and then I started thinking about all the things I’ve learned about selling, and all the things I’ve learned about authentic marketing.
And I came up with what this pipeline is here that you see on your graphic. So I’m going to just take you through this and hopefully this will help you rectify any sales hiccups you may be having in your business.
The first thing you want to do in your sales process is you want to attract your ideal client, and that’s what’s here under the attract section. You want to pull people up to you, you want them to self-select and just say “yes, this is the healer for me.” So how do you do that? Well there’s really no shortage of ways of doing this. I listed some things there, webinars, livestreams, speaking referrals, network, et cetera, you can read the slide. But these are ways you can authentically attract people. Get them into your sales pipeline.
As you get them into your sales pipeline, you want to gently guide them through this process, and you want them to stick around and do some more. So you need to offer a CTA, which is an abbreviation for “call to action”. This is something you bring them into, you brought them in initially and you’re like “now I’m going to offer you something else”, and the something else doesn’t have to be your most expensive program. It could be something such as having them opt into email list, or downloading another gift, or registering for a class, or another webinar, or a workshop, or inviting them to your introductory sales call so they can have a conversation with you. Or perhaps you have a low-cost program, you know $59 program, a $99 program.
You can invite them there, and the whole idea is that you’re wooing them. Just like if you think about a suitor wooing a love interest, you’re wooing them. This is where you bring the flowers and the chocolates, and you say authentic but good things to these people to really let them know it’s okay to continue in this cycle with you.
So you go through, you woo them and as you bring them further down into the pipeline, you continue to follow up with love. You follow up with your heart, and you let them know that you’re thinking about them. I recommend following up in many different ways.
Phone calls, emails, if you’re friends with them on Facebook, send a Facebook message, if you’re connected to them through LinkedIn, send a LinkedIn message, if you have permission to text that person, text that person. Send them articles that might be of interest to them. Mail them things, through the snail mail, mail them things even if it’s a greeting card.
Think of all the different ways you can touch that person, so to speak. Just know that you probably have to do this multiple times. It often takes people up to seven to eight touches for them to finally make a purchasing decision with you. Woo them, love them, and then you’ll be in a position to serve.
This is where you offer your more higher investment programs, you private coaching, your VIP days. If you have an online academy like I do, you would offer that. Or if you do retreats, or big events, or if you do intensives, whatever that looks like for you, this is how you get people there. Very few people are going to go from a speaking gig to a $6,000 program. There’s the process in the middle.
I hope this pipeline helps you understand what needs to happen to get you from point A to point Z. It’s all the letters in the alphabet in the middle that make this process so authentic, and so full of love, and so full of you.
This should be in synchronicity with your energy. So take a look at this. I will include a PDF of this with the marketing strategy so you can print it out. I hope it helps you understand how to do selling in a way that doesn’t make you fell like you’re on a used car sales lot.
So, if you have any questions, you know I’m here for you. You can leave a comment here on the blog post, and I’ll be happy to help you in any way I can. And of course, here’s to your marketing success. Have a great day, bye.
Jill Celeste, MA is a bestselling author, marketing teacher and founder of the Celestial Marketing Academy. Jill teaches purpose-driven entrepreneurs everything they need to know about marketing so they can become the Directors of Marketing for their businesses.
Jill is the author of the Amazon Top 25 Bestselling Marketing Book, That First Client, as well as the co-author of the bestseller, Cultivating Joy, and international bestseller, Gratitude and Grace.
Jill graduated with a B.A. in English from Wesleyan College in Macon, Georgia. She obtained her master’s degree in history from the State University of Georgia in Carrollton. Prior to becoming a marketing coach, Jill worked for 14 years in the private sector, and has experience in marketing and public relations in healthcare, IT and small business.
Jill lives near Tampa, Florida, with her husband, two sons, three guinea pigs and a basset hound named Emma.