9/18/2024-A+ mid-funnel selling moves

Say you’re at the point where your prospect knows what you do and has a decent understanding of your value proposition.

Great…you successfully moved your prospect into the mid-funnel. Congrats.

Now what?

1. Confirm your customer knows how they can use your offering for their maximum value.

2. Uncover the obstacles and objections you must address to move toward the bottom of the funnel.

Presenting your value prop once or twice does not mean your prospect gets (or remembers) how to use your product/service.

The mid-funnel is when you’re most vulnerable to losing momentum so be sure your prospect is 100% certain how they’ll benefit from giving you their money.

Send a calendar invite to your mid-funnel prospects asking for 15 minutes of their time so you can ensure they know exactly how to use your product/platform. Tell ’em you won’t rest until you "perfectly connect the dots from your features to their benefits."

Next, practice your 15-minute meeting by combining a case study with a few demo moves.

Finally, get your qualifying and objection surfacing questions sharpened so you can ask the prospect directly what needs to be solved before you move forward.

Mid-funnel selling is the fun zone requiring you to be direct and specific when meeting with your prospects.

Mid-funnel selling is also the time you determine who’s wasting who’s time.

However, mid-funnel selling is not as fun as making funnel cakes.

If this short demo makes you sick to your stomach, go back to review your list and set up more mid-funnel appointments. Apparently, funnel cakes aren’t that healthy.