Revenue models for faster sales conversation

Make a Mountain of Money doesn’t have to be huge climb.

I’m so inspired by Olympic downhill skiers. As a cautious skier myself, the speed at which they descend a mountain is mind-boggling. I just love the mountains. They are one of nature’s most magical, majestic and motivating designs.

Mount_Robson_SMI recall when I climbed Mount Robinson in British Columbia many years ago. It took a lot of stamina and commitment, though it was much slower going up. Regardless of whether you are going up or down, it’s serious business taking on a mountain.

If you’re serious about making money in your business then let’s look at how we can turn this mountain analogy into reality.

The conical shape of a mountain is just like an inverted funnel – wide at the bottom slowly ascending to the top. Slice that mountain into horizontal levels. Starting with lead generation at the base, then increase your pricing offer at each level as you go up.

Feeding your sales funnel provides an opportunity for prospects to buy up to the next level. There is huge potential for long term relationships – if you get their contact information in exchange for your free offer AND you effectively nurture that lead with diligent follow-up.

Base Camp: This is part of your new sales funnel. Where prospects can sample the terrain and decide whether they want to continue to do business. It’s a chance to deepen the relationship with your brand.

Research proves that sampling alone results in the highest intention to purchase – more than any other type of promotional activities. Everyone loves free stuff. Free offerings come in many forms and depend on your business model. It could be food tasters, sample packs, talks, live meetings, online training, consultation, a book or report. This free offer must be high on value and easy for someone to get.

Start the ascent – The next level separates the browsers from the buyers. Buyers actually buy. Perhaps they are not ready to make a big investment but they want a little more of what you’ve got. The entry level price point is important if you want to pursue the opportunity. Something that is easy to pull out of their pocket. Like a $20 book or a $7 online training series.

Going for the top – Products or services at each subsequent level requires a higher investment from you and your customer. This might look like 100s, 1000s or tens of thousands of dollars. The greater the investment, the more one-on-one or customized work you will provide. The number of levels you have in your money mountain will depend on your offerings and how you work with your clients.

As you build your majestic money mountain of products, consider your commitment to that long-term relationship. What is the next most logical thing that a client would buy from you? Think of the products at each level as building on the previous level. When I work with my clients to develop their money mountain, we often re-purpose content to reduce development costs. No need to reinvent your offerings at each level. Simply expand the brand experience as you rise up the mountain.

This is a simple money model but very effective way to think about what you offer your ideal clients. What does your money mountain look like? What is your sample offering to feed your sales funnel?

Share your thoughts below or send me a tweet @janetrouss