Les tunnels de ventes dont vous avez besoin
Quelle que soit votre activité, que vous en ayez une ou plusieurs, il vous faut absolument créer 2 tunnels de ventes pour chacune d’entre elle.
On pense souvent, à tort, qu’il faut 50 tunnels de ventes pour essayer de vendre 50 000 produits et services différents, mais la réalité est que 2 suffisent amplement.
A) Le premier tunnel de ventes dont vous avez besoin est le WEBINAIRE FUNNEL (eng trad : Tunnel Webinaire). C’est le tunnel de ventes qui vous permet d’exposer une solution aux visiteurs via un webinaire.
Voici les pages dont vous avez besoin pour votre tunnel de ventes avec Webinaire :
- Page d’inscription : Présentation du cadeau gratuit (accès au webinaire) et formulaire de contact (opt’in form) pour récupérer l’email du visiteur.
- Page de remerciement et instructions quant au déroulement du webinaire
- Page de webinaire : Page sur laquelle le webinaire est visible.
- Page de prise de rendez-vous.
- Page de paiement.
Vous avez plusieurs possibilités quant au déroulé du Webinaire et je vais vous exposer les avantages et inconvénients de chacun d’entre eux.
1- Le Webinaire est en direct. Dans ce cas vous indiquez une date précise à laquelle vous allez présenter votre webinaire et solution, le visiteur s’inscrit et vous retrouve lors du webinaire. L’avantage est que vous pouvez faire une session questions/réponses et vous pouvez créer un réel lien de proximité avec l’audience.
2- Le webinaire est près enregistré.
Choix n°1 : Vous indiquez de fausses dates, faisant croire que le webinaire est en direct. Dans ce cas, le visiteur s’inscrit et doit se rendre disponible à l’horaire indiqué. L’inconvénient est qu’il est fréquent que la personne inscrite au webinaire ne se présente pas.
Choix n°2 : Vous donnez accès directement au webinaire dès l’inscription (la page suivante du tunnel de vente). Dans ce cas le visiteur peut directement visualiser le contenu et vous lui donnez le lien pour accéder au webinaire quand il le souhaite. L’avantage certain est que beaucoup plus de personnes participeront au webinaire et c’est ce que vous voulez.
J’ai tendance à motiver mes clients à essayer les 3 possibilités. Cela permet de tester en fonction de leur marché et de leur domaine d’activité. Il est possible que certaines cibles répondent mieux à telle ou telle techniques.
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Ce qui est certain est qu’il ne faut pas mentir à vos prospects. Si vous décidez de faire un Webinaire pré enregistré, il n’est pas nécessaire de leur faire croire que le webinaire sera en direct.
B) Le deuxième tunnel de ventes dont vous avez besoin est le EBOOK FUNNEL (eng trad : Tunnel Ebook).
A la différence de l’autre, il permet uniquement de récupérer l’adresse email de vos prospects afin de continuer la vente par email. Vous pouvez également ajouter une page supplémentaire d’up sell, pour vendre une formation en ligne ou tout autre service une fois l’inscription faite.
C) Quels logiciels utiliser ?
Vous pouvez utiliser de nombreux logiciels pour l’emailing automatisé, les sessions de webinaire, la création de tunnels de ventes, la création de page de ventes et pages de paiement, prise de rendez vous…
Les suivants sont très puissants et permettent de tout faire au sein du même logiciel :
- Clickfunnel
- LearnyBox
- Kartra
- Keap
- Système.io
Tous nos clients et nous même utilisons SYSTEME.IO. Ce logiciel mis en place par un Français, permet de faire tout ce dont vous avez besoin pour un prix très abordable.
Une fois de plus, je rappelle que si vous voulez faire de petites économies, la suite de ce livre n’est pas faite pour vous.
Vous pourrez gérer vos campagnes emails, créer autant de tunnels de ventes que vous voudrez et gérer vos sessions webinaires comme bon vous semble.
La seule option que vous ne trouverez pas est la prise de rendez vous téléphonique.
L’idée est de faire en sorte que vos visiteurs répondent à des questions et choisissent le meilleur créneau pour que vous les contactiez.
Nous utilisons CALENDLY pour la prise de rendez-vous. C’est très pratique, intuitif et gratuit pour ce que vous voulez faire avec. Lorsque vous aurez une équipe à gérer avec plusieurs personnes qui doivent participer au calendrier et agenda, alors il vous faudra peut-être basculer sur la version payante ou un autre logiciel.
D) La page de paiement
Une fois que vous aurez transformé votre prospect en client au téléphone alors vous pourrez lui dire de payer pour votre service.
Pour ceci vous devrez créer une page de paiement sur le logiciel que vous utiliserez. Dans notre tunnel, cette page est indépendante. La fin de notre tunnel s’arrête à la page (calendly) de prise de rendez-vous.
Elle servira au cas par cas pour les personnes qui décident de travailler avec vous.
Grâce au logiciel Système.io vous pourrez simplement créer des pages de paiement afin de recevoir les paiements de vos clients.
Pour ceci il faudra au préalable créer un compte STRIPE, ou un compte PAYPAL. Vous pouvez également les deux moyens de paiement sur votre compte.
Plus vous avez de moyens de paiement mieux ce sera.
De plus vous pourrez proposer des options de paiement sur votre site telles que le paiement en plusieurs fois ou encore le paiement différé.
Ce sont des options non négligeables pour certains clients qui n’ont pas spécialement la trésorerie pour payer tout d’un coup.
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