How to Audit Your Sales Funnel When You Got No Sales

Hey Friend!

Have you ever created a sales funnel in your online business and gotten no sales? Why didn’t anyone buy it? Not sure how to audit your sales funnel when you got no sales to see what happened?

Believe me, having no sales is a fantastic opportunity to check in on your sales funnel and evaluate where it needs to be optimized. When you host a workshop or a launch, give an urgent offer or a pitch of some kind, break down all the segments of that sales funnel to figure out where to optimize or where something might be broken. It may be that you only need to make a few simple tweaks for your next sales promotion to be a success. Audit your sales funnel to refine your offer either in your messaging, sales page, checkout, copy, or the way you pitch and position it. Then test it all again. I made plenty of sale offers in the first few years of business when I didn’t have any buyers. I didn’t get any clients who said yes. But I didn’t stop trying and testing.

Let me share a live coaching session inside my Podcast to Profit group coaching program where I helped one of my incredible students audit her sales funnel because she didn’t get any buyers. Her name is Heather O’Brien, and she held a live launch for her course using a workshop.  She had a 100% show-up rate but no sales. Since she has 2,000 super fans, she could have anticipated twenty sales. Since no one bought, seeing what could be optimized is important. Here are five small changes we made to her sales funnel for more success next time.

SALES FUNNEL AUDIT TIP #1: ALREADY HAD A LARGE NUMBER OF SALES

Stef: The first sales funnel audit tip to consider is if you had a large number of sales the month before. If you hold a live launch and have, for example, a 7% sales conversion, conversion numbers next month may decrease because you already pulled in all your sales. Typically, you may be under anticipated goals the month after a live launch or urgency offer.

Did you have a bunch of sales the month before?

Heather: No, sales and podcast downloads have been low for the summer. Nor do people show up for one-to-one sessions. It is as if everyone zips off into the sunset.

Stef: Sure. The season is another thing to consider when looking at metrics such as podcast downloads, sales, and course enrollment.

Listen to these podcast episodes to keep growing during holiday seasons:

Holiday Podcasting Plan! 3 Simple Steps to Grow Your Downloads & Engage Listeners During the Holiday Season!

2 Must-Do Holiday Season Strategies! Grow Your Downloads & Make More Money Over The Next 8 Weeks

SALES FUNNEL AUDIT TIP #2: SKIP THE SALES PAGE FOR A READY-TO-BUY AUDIENCE

Stef: Inside the workshop you taught, when you said, “I have an offer for you” and you pitched to your audience, was there an urgent offer attached? What call to action did you give them?

Heather: I offered a free coaching call if they bought my course. I directed them to my sales page.

Stef: Remember that inside a workshop or a live class, your audience knows you. They trust you and are super excited to buy. Because of this you can skip the sales page and send them directly to the checkout.

On the checkout page, say “Workshop Special” across the top. Say “Free Coaching Call When You Buy Now.” You can include a countdown timer and a short sales video of you saying, “If you’re seeing this right now, you’re able to get in on the deal. You’ll get a free coaching call when you buy right now.”

This may close the conversion gap because there is only one option: Buy! This works because your audience is unique. They sat through your workshop or live class, got great value, and loved what you said. They are now hot, ready-to-buy leads.

Heather: Would you suggest I make one checkout page for my normal offer and make another checkout page for the special offer inside the workshop?

Stef: Absolutely. Duplicate your checkout so that you have two checkouts ready every time you run a workshop or a live class. Keep things simple for you and your potential buyer. Anytime something looks hard or has too many options, they get confused, overwhelmed, and don’t buy.

SALES FUNNEL AUDIT TIP #3: EVALUATE PRICE AND PAYMENT PLAN

Stef: The next thing to consider is the price of your offer and payment plan options. Heather, your price feels great, and you’re not adding much interest to your payment plan. I don’t see any problems here.

Listen to these podcast episodes for more tips on pricing so your offer sells:

QUICK TIP – How to Set and Scale Your Coaching Prices + BONUS: Debt Pay-off Action Plan

My Offer Isn’t Selling the Way I Want! What Do I Do?” – Live Student Community Coaching

SALES FUNNEL AUDIT TIP #4: GET FEEDBACK FROM AUDIENCE

Stef: Another sales funnel audit tip is to get feedback from your workshop or live class audience. Email each person who attended and ask for sixty seconds of their time to share feedback so that you can improve the workshop. In an email say something like, I want to thank you so much for coming to my workshop. I had the absolute best time with you. To improve and continue growing, I would love to know why you decided not to move forward with me in the course. Please be honest as any and every detail helps me optimize for the future.

If only two people reply, that is valuable information. Listen to what they say so that you position and talk about your offer right next time to increase sales. Maybe they say, I can’t afford it. Heather, your course is super affordable, but the next time you give this offer focus more on overcoming price aversion.

If someone says, I didn’t think it was for me perhaps your messaging around the course needs to be refined. Perhaps someone says, I don’t have time for the course. This is feedback so the next time you share your offer, share it in a way that tells them how this course will fit seamlessly into their day.

SALES FUNNEL AUDIT TIP #5: GIVE AN OFFER DEADLINE

Stef: One final sales funnel audit tip is to put a P.S. at the bottom of an email newsletter if they do not buy. Say, Sorry you missed it. If you still want in, you have 24 hours. Reply and let me know. Offer your live coaching call, discount, coupon, or bonus for 24 hours. Then the offer expires.

Remember those who are meant to buy will buy. Giving an offer deadline simply bridges the gap between why they don’t think they can afford it, don’t think it was for them, or don’t think they have time. Each of these objections often are not reality. They are perceptions that can be overcome. Let them reply to your offer deadline so that they give you keyword-rich responses that will help you know how to talk to and relate to future buyers.

I pray this blesses you. If you need help auditing your sales funnel, creating consistent income, growing your audience and balancing life and business, check out my 6-month group coaching program called Podcast to Profit. I’ll teach you how to grow your business, build a successful podcast, make consistent income, build a course, stay focused on simple systems, eliminate frustration, and grow spiritually.

I pray this blesses you!

Xo,

Stef

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