You Inc. Commandment #8: Thou Shalt Not Leave Money on The Table

If you’re new to online marketing (or fairly new), here’s how we “internet network marketers” make money.

Step 1: we build a list.  Ok, I’ve shared that step with you in Commandment #4.

Step 2: We market a suite of products to that list via what’s known as a “marketing funnel”.

What is a marketing funnel?


Well, in its simplest form, I want you to think of a grocery store.

When you go to a grocery you find more than one product, right? In fact, you may find several different brands of one product, right?

Well a “marketing funnel” is very similar, it allows you to offer more than one product to a “potential customer” who is interested in what you’re teaching, so that you can make lots of money.

Let’s go back to the grocery store example…

If a grocery store customer was interested in purchasing milk but the store only carried orange juice, the customer would leave, right?

They’d go buy their milk (a/k/a “spend their money”) elsewhere.

If you’re a network marketer and you’re only offering your network marketing opportunity or products to your leads, you’re the grocery store that’s only stocked with orange juice.

If your lead doesn’t want orange juice, they’re out the door.  If you’ve paid for that lead, you’ve just lost money.  That’s bad. : (

But what IF you had a grocery store full of different products?

So that if a lead came in for milk, but once they passed by the OJ section, they decided that they also wanted OJ, you’d make money on the milk and the OJ.  If they only wanted OJ, that’s cool too- you made money on that lead.

This is why you need a marketing funnel.

You need a way to make money from your leads even if they aren’t interested in your business opportunity.

Otherwise, if you keep buying leads who only want milk and your store only sells OJ, you’re going to lose a lot of money and your store won’t be open for very long. : (

Having a marketing funnel is absolutely essential if you want to make

a sustainableand sizeable income online.  Period.

A marketing funnel is the only way to protect yourself if you end up deciding for one reason or another that you want to leave your current business opportunity, or if your opportunity goes out of business.

Let me be brutally honest…

If you’re only promoting your primary business opportunity, you aren’t the CEO of your own business.  You’re nothing more than a commissioned sales rep.

Sorry….it’s true.

Rich and I created our own products.

We own our own list.

If our primary business opportunity goes out of business tomorrow- no sweat.

We’ve got plenty of other income streams to rely upon.

This is just the beginning.

Now, a marketing funnel is far more than just having a store that’s fully stocked with lots of different products, it is also a means of ensuring that you can collect as much money as possible from an interested buyer.

So, for example, some buyers that come into your marketing funnel have a lot of money to spend.

Let’s say they have $10,000 of start-up capital that they’re willing to invest in starting their own business.

If your business opportunity only costs $500 and you don’t have any other related products or services to offer them, you’ve left $9,500 on the table.

Ouch!

If you have a fully developed marketing funnel, you would have a low-cost product (under $100), a mid-cost product(s) ($100-$500) and a high-cost product(s) (over $500) to offer them, in addition to other back-end offers like affiliate programs, continuity sites, etc.

So, for example, I have products ranging in price from $39.95 to $40,000.

I’m not going to leave any money on the table…. are you?

A marketing funnel is the answer, my friends.  This is how you ensure that you aren’t leaving money on the table.

There’s a whole lot more that goes into building a marketing funnel and my new course, The Beginner’s Guide to Building You, Inc. will go into more depth about how you can begin building your marketing funnel.  So make sure to sign up for the early bird notification list below.

Those who join my marketing team will learn step-by-step exactly how to create their very first marketing funnel.  To apply to join my marketing team, go here.

Now, onto the controversial part of this commandment…

Now, there are several internet network marketers out there who jumped back into building a network marketing team, and have since turned their back on attraction marketing, You, Inc. and everything else that they DID to become successful in their network marketing company.

This really annoys me.

They know that building a marketing funnel takes time (because they know how long it took them to get their funnel in place), so they tell their downline to just build their business by talking to their warm market and other offline tactics, and “not to worry” about the online attraction marketing thing.

That’s wrong.

You know why?

The whole reason that they climbed to the top of their company is by marketing to the LIST that they built using attraction marketing.  In fact, they probably used “attraction marketing” and “online marketing” to get you to join their opportunity.

But they want you to do what they SAY not what they DO.

That’s a bunch of bologna!

But here’s why they are doing it….

As your upline, who benefits monetarily from your efforts, they don’t want to wait for you to build a list.  Despite the fact that from a savvy business standpoint, putting all of your eggs into one basket is completely foolish, they only care about your producing in this company, so they make money.

When push comes to shove, if the company shuts down and you have to start from scratch… they’ll just say “oops, so sorry, why don’t you just join me in XYZ company.”

If you want to build a sustainable business online, you need a marketing funnel.

For the quickest money, you should absolutely talk to your warm market. I teach my team to do the same thing.

However, to build a savvy business that YOU own, as opposed to being a sales rep, you should be dedicating some of your time to creating a marketing funnel so that you aren’t leaving money on the table and you have multiple streams of income in the event one or more streams run dry.

Like this article? Share your comments below! If you think someone can benefit from this information, please share it!

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17 Responses to “You Inc. Commandment #8: Thou Shalt Not Leave Money on The Table”

  1. Mandy Swift - Your Online Marketing "Personal Trainer" Says:

    Natasha, when you write stuff, it is so obvious that you have ‘been there, done that’ – and learned a lot of what you teach ‘the hard way’. Real honest, candid writing. A rare commodity and much apppreciated!
    Mandy Swift – Your Online Marketing “Personal Trainer” recently posted..Marketing Basics – Stand Up and Stand OUT

  2. marquita herald Says:

    Really well written Nathasa – it’s so easy for people to become confused with what network marketing is all about, but you’ve laid it out clearly and in a compelling way in your article!
    marquita herald recently posted..Self Respect: The Key to Achieving Peace of Mind and Self-Confidence

  3. joe@generateleadsonline Says:

    This is excellent material Natasha. I love the way you talk about how so many leaders generate leads online for recruiting purposes and then turn around and teach their downlines how to do everything the “old fashioned” way. And while there’s nothing wrong with the “old fashioned” way, some of these people are really being disingenuous about how and what they are teaching. This shows, I think, either laziness or the scarcity mentality. They might think that teaching others to do what they did will take their market away. Again, thanks for this great article.
    joe@generateleadsonline recently posted..By: Joe Sandy

  4. Richard Says:

    Awesome article and soooo true!!! Our upline doesn’t like it when we try to seek help elsewhere either. I also just signed up for your course. I am truly missing money on the table!!! I still consider myself a newbie to this online stuff and am glad to meet individuals out there who understand this stuff better than me! Thank you for telling it how it is!
    Richard recently posted..Do you have all the key elements in your squeeze page?

  5. Lynda Cromar Says:

    It took me a really long time to get this! I still don’t have the perfect funnel but I have lost my list enough times, that I now know I must have one and I must be romancing it. You didn’t touch on it, maybe you did in other posts, but the list must be in a place that you have control of.

    There are companies out there now that are creating funnels and they don’t make you get Aweber or Get Response, or one of those other list building systems. There is a big problem with that, and that is you don’t own the list unless you can completely control the list!
    Lynda Cromar recently posted..In MLM Are You Just Going To Play It Like A Game Or Are You Ready To Get Down

  6. Dewane Mutunga Says:

    Natasha,

    I couldn’t agree with you more. It’s essential to have a database of subscribers. It’s also important to have multi-level offerings. You want to attract the high-end clientele and also get the low hanging fruit. Differentiating your product/service offerings to meet the needs of different segments of your target audience will help sales you avoid leaving anything on the table.

    Great Content!
    Dewane Mutunga recently posted..Conversations and Conversions

  7. Roger Reed Says:

    Awesome Natasha! I have a good buddy who suffers from an up line that discourages attraction marketing techniques. Everything else you said hit home with me as well.. just didn’t want to write a book on your blog. have a great week!

    Rahj
    Roger Reed recently posted..MKG Lessons From A Male Escort Movie

  8. Natasha Nassar Says:

    @Mandy Swift – Your Online Marketing “Personal Trainer”, you’re right! Most of the things I write stem from mistakes I made : ) If I can help just one person avoid a mistake I made, it’s worth it!
    Natasha Nassar recently posted..Welcome to Our New Site!

  9. Natasha Nassar Says:

    @marquita herald, thanks! You’re right- people are frequently confused about how things really work (or should work!)
    Natasha Nassar recently posted..Welcome to Our New Site!

  10. Natasha Nassar Says:

    @joe@generateleadsonline, you raise a great point! “Do as I Say, Not as I Do” really, really makes me mad! I’ve seen several leaders that I used to really love, do a 180, and I’ve lost a tremendous amount of respect for them.

    The reason, I think, that they do this, is that they only care about growing their organization, they don’t care about the people below them. They want to get as much out of them as possible, because they know that most will quit in a few months anyways.

    I think that people should be given ALL of the facts, then THEY can make an informed decision about how they want to structure their business! :)
    Natasha Nassar recently posted..Welcome to Our New Site!

  11. Natasha Nassar Says:

    @Richard, hope you enjoy it RIchard!

    My pleasure, I will always tell it like it is- even if it hacks a few people off! ; )

    Take it step-by-step, Richard. Rome wasn’t built in a day, and your business won’t be either. Steady action on your part is what you need to aim for!

    Wishing you the best in 2012!
    Natasha Nassar recently posted..Welcome to Our New Site!

  12. Natasha Nassar Says:

    @Lynda Cromar, you’re right- the Money’s in the List! (That was Commandment #4!) I totally agree that these systems that offer funnels that don’t allow you to have control of the list (via Aweber, etc.) are a BIG mistake. Even newbies need to be in control of your own list!

    Rich and I refer to our initial “list building efforts” as our 2,000 Lead Mistake because we gave our leads to the owners of those “EASY Systems!” Yikes!
    Natasha Nassar recently posted..Welcome to Our New Site!

  13. Natasha Nassar Says:

    @Dewane Mutunga, Thanks for stopping by and sharing your thoughts! You’re right….gotta get that low-hanging fruit PLUS the high-end clients!
    Natasha Nassar recently posted..Welcome to Our New Site!

  14. Natasha Nassar Says:

    @Roger Reed, you can write away, my friend! ; )

    Having an upline who doesn’t understand Attraction Marketing is bad, but DISCOURAGING it is way worse! Getting results are key…… that’ll shut ‘em up! Ha ha ha!
    Natasha Nassar recently posted..Welcome to Our New Site!

  15. Nile Says:

    I normally offer a range of services for graphic and web design, but on design, I focus on WordPress because I believe it is a good leverage tool for any niche, from eshops to realty, and more. It IS important to have more than one product available. While they may not be interested at first, if even one item is what they have their eye on when they are ready to buy, they will come back… especially if they like you.

    Thank you for sharing this!
    Nile recently posted..WordPress Plugin Review: Theme My Profile

  16. Steve-Personal Success Factors Says:

    Natasha, I’ve been loving your series of articles. And I’m so glad I can be the recipient of your new mission that you shared with us at the beginning of the year.

    I’ve been gradually learning more about the marketing funnel over the last couple of years. I have a long way to go, but I just created my own product at the end of last year, and I have some other ones planned for this year.

    I don’t know if you and your readers are familiar with HubSpot’s free marketing site grader, but you’ll learn a lot about marketing funnels as they apply to your own site by going to http://marketing.grader.com
    Steve-Personal Success Factors recently posted..10 Acts of Kindness To Change the World

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