Before You Build Your Sales Funnel…
The Importance of POC and MVP
The Importance of POC and MVP
A mistake we see too often in business is entrepreneurs launching themselves into a complex sales funnel with all the bells and whistles thinking that “if I build it, they will come”
Might have been true in Field of Dreams…
But ‘they’ – your ideal clients, ain’t coming, just because you have a sales funnel.
Instead, do yourself and your business future a HUGE favour and start first with these 2 important concepts…
What’s the difference and why should you care?
If you want your launch to be a success, it’s vital you pay attention to the difference and DO these first before building out any components of a sales funnel.
Proof of Concept is how you validate your big idea. Before investing time, effort and money on creating the infrastructure around your big idea – say building out your online coaching program – you need to validate the assumption that people actually want your online program.
I speak to coaches and consultants everyday who think they know what the problem is in their market – that’s the easy part.
But finding a solution that people actually want is what you have to validate. And it might not be your online coaching program!
And before you say, “but there are other online coaching programs out there that do the same thing” – answer me this: how do you know people actually want YOUR online coaching program?
What differentiates your program from another is also the very reason why it might not be ‘the’ solution people are looking for.
So, back to Proof of Concept – it’s how you validate people actually want what’s in YOUR online program.
…on the other hand, is the most minimal form of your solution that you can launch to validate that the solution is the one your ideal clients will BUY.
This enables you to start learning how your ideal clients react to your solution – say your online program – before you waste a ton of money building something out they don’t want. I’ve had clients delay a launch for 6 months filming all the components of their online program before launching only to find that the program didn’t really address the many facets of the problem people were actually going through OR that the program dealt with issues that weren’t really high priority for the clients – so the perceived value of the program was nowhere near what the coach or consultant originally envisaged.
What a colossal waste of money, effort and precious time!
POC’s test the validity of your programs features, i.e does it produce the solutions that people want.
MVP’s test its viability, i.e. will people actually pay for the solution.
POC’s you can partially validate with market research.
But at some point, you’re going to have to “take the show on the road’ – meaning, ask for the sale!
Better done BEFORE…
…you’ve built out a complicated sales funnel, whatever that might be (webinars, video launch funnel etc..)
…you commit to a full schedule of non-revenue generating activities like building out your membership site, online program, videos, material et al.
Why not generate the sales you need to then invest in creating a leveraged sales funnel that saves you time, money and effort later on.
Only build what people actually want AND will pay for. Jeenius! (as one of my marketing mentors Frank Kern always says)
It’s really not rocket science. It’s surprisingly practical.
But even the smart, capable coaches and consultants I speak to will throw these concepts out the window because it SEEMS easier to hide behind the computer.
Because someone has told them that they never have to do sales calls. If you think sales is something icky and yucky, then you need to read this.
Because they can see how some other guru in their field has managed to have successful [webinar] launches.
What you don’t see are the early stages before the automation and the webinars, the partnerships, the mailing lists, the goodwill…and so on and so forth.
You definitely don’t see prior POC and MVP. Think about that.
So now as a business, we no longer build sales funnels for coaches and consultants who cannot show us that they have at least 10 people sold into their high end programs.
If you’re in the initial stages of your idea – then the path towards a funnel is first PROOF (POC and MVP) where you hone your offer and your message (find where you are on the digram below )
And for everyone that asks what the return on investment (ROI) is on a funnel that we do build – that’s just a screaming indication of someone who is not ready for one. It tells us where they are at – probably frustrated, overwhelmed and without a reliable consistent way of getting leads and sales in their business.
You might find others who will willingly sell you ‘a high converting sales funnel’ but at the end of the day, it’s not the fancy sales funnel that actually sells, it’s what you put into it – the words, the copy, the objection handling – that’s all YOU, knowing your ideal clients deeply and intimately; and being able to stand confidently behind the solutions you provide because you’ve gone ahead and validated POC and MVP.
You know beyond a shadow of a doubt that it’s what people want and will pay you for. And in the process you’ve honed your message and your offer. You’re actually making money that you can now invest in building out, not just your sales funnel, but your product or program.
So how do you go about pre-selling?
Click here to access our 5-Step Pre-Selling Worksheet to make sure that you’re ready to launch and finally get the POC and MVP you are looking for.
We’ll walk you through it step by step. ✅ Right here