BRX Pro Tip: Can You Turn Your Sales Funnel Upside Down?
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, with all this talk about a pipeline and a funnel and a sales process, one thing I think maybe we ought to consider is, can you turn your sales funnel upside down?
Lee Kantor: [00:00:20] Yeah. It’s an interesting thought exercise and it’s something that at Business RadioX we do do that, that’s how we begin. But most sales funnels start super wide, and they’re usually using a premise of first I have to generate some sort of awareness. I have to let people know I exist. And then from there, I have to slowly build interest and slowly build trust where I’m eventually getting to a relationship with the buyer who is going to hopefully buy the thing that I sell. So most people, the idea of a funnel always starts wide, and then they trickle down to that buyer who is eventually kind of working their way through this huge funnel.
Lee Kantor: [00:01:01] At Business RadioX, we start with the end in mind. We start with the, who is the buyer and how can I serve that buyer? And, how can I help my clients build as many relationships as possible with their most coveted prospects and their referral partners? And, we do that by obviously showcasing them on shows that we have created, that serve that client, that serve that guest, that spotlights and celebrates their work.
Stone Payton: [00:01:34] Our shows are designed to help our best prospects create great content that can help them get the word out and get more business. And by serving our sales prospects and helping our prospects first, we get to quickly move them through the entire sales funnel. And sales happen a lot more elegantly and a lot faster with our system because we’re starting with the end in mind. We’re starting with relationships with the people that matter most. And then by doing that, we get to accelerate the entire process.
Lee Kantor: [00:02:09] So if it’s – that might be a thing that you can think about in your sales. Is it possible to flip that sales funnel and start with the buyer and building relationship with the buyer first in the elegant manner rather than getting a bunch of people through some funnel and hope that the right person eventually trickles down through it?
