A few questions for you:
- When people hit your website, do they stick around?
- Do they sign up to your email list?
- When you meet someone at a networking party who is curious about your work, do you have a way to give them a taste of what you do that doesn’t involve giving away your time for free?
- When you host a teleseminar or are interviewed, do you have an incentive to offer people to go and check out your website?
- Does your business card get you any business? I mean really?
- Do you have things your clients can pass onto their friends to get them interested in what you do?
If you don’t, then this might be the most important blog post you’ve read in a while.
A lot of people make the mistake of seeing marketing as about trying to change minds rather than seeing who naturally resonates with what they offer.
Or they expect people to jump into the deep end of their incredibly profound work without any shallow end of the pool to explore. They expect people to sign up for their full weekend intensive workshop without knowing anything about them or their work. They have a booth at a craft show with everything flat on the table and wonder why no one approaches them.
Or they just give out a tonne of business cards and brochures and expect people to sign up and buy.
Everything above is all about the same thing – the same blunder committed by countless entrepreneurs.
What we eventually find is that safety is incredibly important in marketing.
The first thing marketing needs to do is get the attention of your ideal client.
But then we need to lower the risk of them taking a first step in working with us. We need to make it so easy for them to check us out to see if it feels like a fit.
So, the main idea in this blog post is about the importance of creating a free gift you can offer to people to help them figure out if your work is a fit for them.
I first really got this from reading PinkSpoonMarketing.com. It is a colleague of mine, Andrea Lee, who is a lovely, lovely lady.
She is the one who introduced me to the idea of a sales funnel and the ‘pink spoon’ in marketing.
You will notice the image on top is like an ice cream store. You have the pink spoon (the literal little pink spoon that gives you a sample taste of ice cream), an ice cream cone, a little bucket of ice cream, ice cream cake, and the calendar which is like for some ice cream stores, believe it or not, have a club you can join where every month you get mailed a coupon for a new delicious flavor of ice cream. It costs a bunch of money because it is really rare, but that’s what you get.
There are different levels of the funnel. You will notice that it is wider at the top and narrower at the bottom. Wider at the top is of course more people are going to try the free thing; less people will try the cone, less people will get a gallon, and very few people will go for the club.
Think of it as a yoga studio. The pink spoon would be a free class. The ice cream cone might be a drop in class. The bucket of ice cream might be a ten pass or a monthly pass. The cake might be a weekend workshop. The club would be the teacher training. Interesting fact, if you take out the teacher training at the sales funnel of most yoga studios, they will collapse within six months to a year. They will just totally not last. It is that important.
There is the bronze, silver, and gold sort of levels. You have seen this all sorts of places. You will see the image below and it gives you a sense of what the price points might be. The pink spoon is free. The next level is anywhere from $5 to $50, then $50 to $200 for the level after that, and then $200 to $500, and then the bottom level of $500 plus, as an example. It may vary.
The important thing is having levels.
There are a few reasons this matters so much.
First of all, consider the impact of trying to remove levels from the sales funnel. Think of it as just pink spoons. Cover with your hand the whole sales funnel and all you have is the pink spoons. You are kind of popular for awhile, but you are broke at the end and you have no ice cream.
And it is actually really frustrating for people who then discover a flavour they like and they want more. You tell them they can have another little sample, but that is all they can have. Eventually, that gets very frustrating for people.
But, on the other side of it, a yoga studio would collapse without the teacher training because that is where most of their money comes from. The yoga studio actually doesn’t make that much money from the regular classes because the teacher needs to be paid, there is overhead etc. Teacher trainings are thousands of dollars so that is where they make most of their money.
Imagine covering the sales funnel, except the calendar at the bottom of the funnel. That would be like walking into a yoga studio and saying, “Hey, I was wondering if I could do a drop-in class?”
They would say, “We don’t do that, but if you would like to sign up for our $3,000 teacher training you can.” You get what a huge leap that is. You walk in to a studio where you don’t know the teachers, you don’t know their philosophy, you don’t know anything about their platform or who they are, and they are immediately expecting you to make that kind of a leap.
Here is the really compelling piece that will just nail some of you. Take out everything, cover up the pink spoon, cover up everything below the ice cream cone. I would suggest that the situation most holistic practitioners are in, most holistic practitioners are in is a position of just selling ice cream cones.
That sounds like this: “Hey, thanks for coming in for the session. Would you like to book another session?” and then when they come back, “Would you like to book another session?” And figuratively, it is just selling ice cream cones.
I want to submit that that isn’t as safe for people as you would think. You don’t know if they want to try a whole cone. They just want to try a sample first. So it is not safe for them and it is not that sustainable for you.
Now you are stuck just trying to get new people in all the time, trying to rebook people, having that uncomfortable conversation. Having a sales funnel makes it much safer for people to engage at the level that feels comfortable for them. It also makes your work much more sustainable for you.
I will tell you a bit about my personal experience with this. When I first started off I was just doing workshops. I had no pink spoons. It was kind of hard to get people in my workshops. I had one workshop, this one weekend workshop called the Radical Business Intensive. Then I started developing some pink spoons.
I came up with my Niche Workbook. I came up with The Horrible Hundred, the Radical Business 180, these early diagnostics that are a part of the eBook that you can download on my Web site. I had those and those were great.
Then I had this intro workshop that I was doing. One day, I thought, I just need to record this, get it transcribed, so I can offer it as a pink spoon as a free thing on my Web site. I had that. People immediately loved having that. It didn’t make me any money but it helped me grow my list.
I combined the quizzes plus the transcript of that plus a few other things into this 200-page eBook (which is overkill). You don’t need that much content for a pink spoon. It might be too much, but a lot of people say they love it.
My blog has become a huge pink spoon. The great thing with the blog is that I am getting to a point where I can take some of those posts from my blog and move them into products. I take them off my blog, turn them into a product that I can charge for, but I got to share it and it got to be useful for people in the meantime, which I feel really wonderful about.
Then I noticed that I was getting a lot of people who were holistic practitioners. I created this workshop, Marketing 101 for Holistic Practitioners. That was another revenue stream. I had this other sort of more green business thing and the holistic practitioner workshop.
Then I created the “How to Create a Free Gift on Your Website”, basically, how to create the pink spoon on your Web site. That was a little bit additional revenue.
Then I was seeing that I had so many of my favourite clients who were just never going to come back to the same old workshop – so I designed a workshop called The HotBox which was invite only for my favourite clients. Five clients per workshop. 100% based in hotseats. Each person gets an hour of the groups time. I’ve done three of them so far and the results have been really powerful. I charge a sliding scale of $250 – $500 for it.
Then I got this crazy idea to package my weekend workshop, the Marketing 101 for Holistic Practitioners, into this six-week online course, which I have been enjoying so much, and that you are a part of. That has been really good financially, sustainably, etc. I charged $200 for a basic level and then offered the group course plus an hour of coaching for $300 and six coaching sessions for $700. I made $8400 or so. That’s more profitable than most weekends I’ve ever done (no costs for venue, travel, accommodations etc.).
Then I led a Niching for Hippies virtual course. The first time I led it, I charged $300 per person and got about 45 people. So, that was about $13,000 when it was all said and done. I did it again six months later and charged $600 for it and got 45 people. In the end, that was about $23,000 of profit.
My situation used to be, “I’m broke. I need to hit the road and do some more workshops.” But now I am actually hitting the road with money in my bank instead of the tank being dry.
As my sales funnel has become more robust, I can’t tell you the relief it is. It feels like the boat is getting so much more solid. It is not leaking as much. Again, not just being safer for people to check me out, but to uphold me. Also, I created a bunch of these case studies that are on my Web site for free.
But, it all starts with the pink spoons. It all starts with the free gift you can offer people. This is not a new idea. Ice cream stores do it. Bakeries do it. Grocery stores do it. Authors do it with ‘free chapters’ of their books and blogs. You should do it too.
It starts with giving people a way to sample what you have to offer with no risk, at no cost and that take zero time from you.
There’s nothing I know of that will help you build your list, deepen trust, connect with people and develop a following that having a thoughtful, well put together pink spoon.
If you’d like some help in creating one for your website, check out the “How to Create a Free Gift on Your Website”. I think you’ll love it.
And if you’re a service provider interested in how to create packages (rather than just selling individual sessions) then I highly recommend check out Rebecca Tracey’s program Hey, Nice Package!
And, if you’ve got a pink spoon you use successfully, please share it with us below in the comments.