Start your own (side) Business: Marketing for Independent Professionals | Inge De Dreu | Skillshare

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Start your own (side) Business: Marketing for Independent Professionals

teacher avatar Inge De Dreu, Playground for Entrepreneurs

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

8 Lessons (44m)
    • 1. Introduction

      3:39
    • 2. Start with WHY

      4:27
    • 3. Customer Value Optimization

      7:39
    • 4. Business Models

      10:03
    • 5. Get, Keep and Grow your Customers

      12:18
    • 6. Back to WHY

      1:49
    • 7. Automation

      2:16
    • 8. Conclusions

      1:37
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About This Class

Have you ever dreamed of starting your own business, safely on the side so you can have the benefit of a some extra income or making money on something you are passionate about?

Then this course will help you get your strategy straight, finding your first customers, clarify how you communicate with them along the selling process and help you set up your marketing strategy.

No matter whether you are a psychologist, musician, therapist, coach, accountant, lawyer or any other kind of professional or passionate person, thinking about marketing and defining your strategy can help you smoothen out your sales process, which is beneficial both for you as well as for your clients.

You probably want to focus on your principal activity, rather than on your sales process. Therefore, if your sales funnel is shaped the right way, you will not need to think about it too much anymore. Customers come in easily and know what to expect, so that you can find a balance between finding scalability for the less complex products or services that you are offering, as well as providing a space for customers that need more complex (and therefore better remunerated) products and services, making the most out of you most valuable time and skills.

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Inge De Dreu

Playground for Entrepreneurs

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Transcripts

1. Introduction: Hi. Welcome to discourse about marketing and sales funnels for independent professionals. Now, in this course, we're going to take a look at how to create sales funnels in order to make the seals. Prose is a lot smoother and blood more effective now. This is important for new as an independent professional, because you want to smooth out the process so that you can really focus on what you're supposed to focus on on your professional activities. So it doesn't really matter whether you're, ah, life coach or an accountant or any other kind of a professional who wants to be independent and who has independent clients. Because the stills process is basically the same. The way you set up the funnel is the same. S o. Any sort of independent professional participate in this course and would be very useful in order to make it more effective and smoother for you to benefit in your professional breakfast. Now, this is also very good for your clients because your clients know how to go from one product or service that you're offering to the next will provide them a way to go with you with your services or which are products, and it would be very smooth. Board Emma's well, so this is beneficial for both clients and for you. As a professional, we will also talk a little bit about business model. So how to set up your business and how to really go about the business that you're offering and about scalability. How you will make your business more scalable in order for you to get more clients and produce more and help more people and and how to make that work business wise. And it's important to notice that this course is not a tutorial. I'm not going to present a concrete tools to you that will help unit process. But it's more about strategy, how to set up a good sales funnel and how to organize your products or services in a way that makes sense to your customers. Now, at some point, I will refer to the tools that I use. It's important to notice I'm not connected in a way to the stools. I have no economical interest in promoting them, but it will give you kind of a handle to go to autumn autumn ization of your sales funnel from there from these tools that that I use, but it's mostly about strategy. So we will talk about how to set up in order for your products or services, how to get people to go from one to another and how to make it effective and soon a smooth as possible. And then later you can fit in the products or the tools the digital tools that you would like to implement. I can give you some clues about that, but I'm not going to give you a tutorial Now. This is going to have three sources, and this is going to have links to tutorials that you might want to use or maybe you don't want to use. But it's important to notice that this course is not about a tutorial, but more about how to think about the seals funnel that you set up in order for you to be the professional actual are in order for your customers to benefit from all the products that you're off bring according to what they need and according to how they needed at a certain point of time, 2. Start with WHY: so before we continue with the sales finalists starch, take a look at your purpose if you haven't done toe ready and take a look at the Ted Talk of Simon cynic who talks about the Golden Circle principle, which is about why, how and what, and it's really important to start communicating for. Why now. This is about attracting the people who believe what you believe. This is about setting to people, not because of the features, not because because of the price, but because off day off, the connection that they feel would you as an independent national and with the product and service of the sure that you're selling. And they identify which were believes. So this is this is very important to attract the clients and also attract the clients that you want to have not just any clients, so it will increase loyalty. It will tell people what's in it for then, which is really important because they want to feel part of a movement. They want to feel part of something that would what is important to them. So it's about purpose. It's about attracting those who believe what you believe. Take a look at the Ted talk, and then they find your own purpose. So what is different about you that is not present in other professionals? Would Who would be your competition? So if you're a life coach, what really your believe or your specialty or something that's different about what you believe, that you could communicate to people in order to attract those who believe the same thing who identify with you? So it might be something that you have been living through personally, It might be some believe that you have. It might be, Ah, away that the way that you achieved success but defining the purpose in order to attract the right customers that you have now, why would you want to attract the right customers and just any customers? Because you need early adopters. You need that the people who are right for you and we would really become ambassadors for what you're doing. And that way you could attract more customers. So these people who will refer people that also believe the same thing there, friends and their family maybe, and that way you could really grow your business, and that's that's important to make your sales process better to attract the right customers. Not just any customers who, I don't know, need a life coach. But people who you really feel a chemistry with a connection with on a deeper level and that way these people will become your ambassadors. These people will will attract more people full and that where you could grow your business a lot faster and a lot more effective. So take a look at your own purpose and try to, uh, formula. Define your purpose in a way that people can identify with it, not do not go into characteristics. So I'm the best accountant. So I'm an accountant, specialized in small business or something like that, but really defined. I believe in small business, small businesses, the future. I really want to empower the people who create small business in order for them to become better in order for them to become become more in afterward and for their families and give their Children ah, chance to study or any other purpose. That's really a belief for what you're doing and how you're you're doing it. So first believe, then how do and you're differentiate differentiating value proposition and then what you do so better you provide accountancy services or eternal life, Coach. So first, define the purpose and then go to your service step by step in order to communicate with your clients. What you really all about? Why they would do business with you and not with everybody else. 3. Customer Value Optimization: Okay, so now let's get to the sales funnel itself. Now. This is a method called customer value of imagination, and basically what you do is you optimize the value for your customer every step of the way , and you guide them through your closest so that they can go from one product or one service to the other one really quite easily, already quite smooth. Now they're several elements in this process in the sales funnel Pro says that it didn't need to take into account. And it's really about categorizing because I'm sure that you have a lot of products and services already that would qualify to be part of your sales process. Part of the elements that go into your seals. Bunel. So first, the customer value of humiliation talks about a lead Mac and a lead magnet is a free thing that you're giving away a free gift that you're giving away to your customers in order to get their contact and get their permission for you to communicate with them. So this could be maybe an e book. It could be a small email sequence. It could be anything that you could give in return for them to give them to give you their email address or their phone number or any other way you would want to contact them, so this should generate some value. It's a small value, and in return you get the contract. There's no transaction here. There's no payments in monetary sense in the monetary sense, at least so that's a lead magnet that will allow you to identify potential customers and to get them engaged with whatever you're doing in order to be able to communicate with them and then use their context later on for offering them things. Then, after the lead magnet comes a trip wire, so the trip wire is a small, easy, very smooth transaction. Maybe it's $5. Maybe it's $10. It's a very small transaction, and you are testing here if the customer is willing to pay, so that's why it should be small. And that's why it should be smooth. So you're giving a value in return. It's a small value, and it should be scalable just as the lead magnet. It should be a very scalable value. Maybe it could be a larger email sequence. It could be a 30 days challenge. It could be something that you've given return, and it really shouldn't require you too much effort to do this. So this should be all automated that this should be all without you having to do a lot of effort or spending time on your customer. And just make sure that that whatever you are you're selling here is going to be very easy and smooth for you now. So after the trip wire, we get to the core product so your core product should be something that you're really comfortable with. This is the main thing that you're doing as an independent professional. So maybe it's workshops at. Maybe it's a bigger online course. It could be anything like that. It's known as You are very comfortable with this, and you can scale it to a reasonable amount so you can get a certain volume of people that you don't me to spend a lot of time customizing. You don't need to spend a lot of time at developing whatever you're going to do. It is something that you're very comfortable with that you can offer really quite easily to a lot of people. So where is the trip wire and the need. Magnets are perfectly scalable. They are automated completely, preferably so you don't need to spend any attention when people come in. This is something that you could spend some time on, but still it should be really easy for you to. So that's your core product product. Your main breakfast as an independent professional. Now, after the finding your core product would get to the profit. Maximize er's now the prophet, mixing misers, our services or product that you can customize. These are services or products that you could really increase your margin so this could be consultancies. This could be a custom made products or services, anything tailor made that you could really cash in on. So this could be also mentoring. This could also be any sort of tutoring, and this is really more custom made, so you don't need skill. Now if you take a close look and you will see that every time there will be less people in the funnel, that's why it's a funnel. So there's a lot of people who are in the lead magnet a little bit less people on the trip wire, who by the trip wire to see if they bite. Then the core product. There's less people, and then the prophet, my Mixon misers. There's even less people. That's OK, because every time you're increasing your margin and every time you get to something more complex that will require more of your intention, but also less people will get there. So that's how you can balance out every beause of the funnel in which the most simple services or products are more scalable. And then when you get to the more complex services and you can really pay attention to these customers, but they will also have a higher margin, so they will pay a lot more. So the idea is to lead your customers through this funnel to really guide them through. This is something that you could do through automation. This is something that will we will see a little bit later on as well as I mentioned in the introduction. This is not a tutorial, but there are certain tools that you can really use to to optimize your funnel and to make it smoother in order for you know, not to send out emails, for example. But that's done for you. So, uh, every step of the way you're guiding your customer to the next one. Now it's important to take the ordering to account because customers have a certain interest in every time they're gaining more confidence in your competencies in your professional breakfast, and therefore they're more likely to go to the next level with you now in this sales funnel , it's important for you to take into account that should hat you should have control over your sales. Funnel in control. Over whose and what face of your sales funnel? Now that's something that's quite limited with some of the tools on Internet. Like, for example, Amazon. Amazon doesn't allow you to get the context off your customers. So if you're selling through Amazon, you're not going to get even email addresses of your customer. So it's very hard to guide them through the sales funnel. So for you as an independent professional, it's very important to choose the tools and choose the tools. Why wisely, that you're using for your professional sales funnel, because that way you can keep in control and you can keep guiding your customers to other levels 4. Business Models: So now let's talk about business models a bit. So what's the business model? Basically, a business model helps you to take all strategic decisions about your business. So this is every strategic decision on one sheet, and you can sketch it out. So it's about a functioning of your business and how to create variations as well in order to Perriman's and get improvements for your business model. Now the most famous and the most used to for generating innovating with business models is the Business Model Canvas, which was developed by Alexander Auster, welder. And basically these are nine building blocks with all the strategic decisions, and it really facilitates both variations and also communication off how your business works. Now, if you take a look at the canvas, there's nine building blocks and it's very organized. So the right side of the business model from the value proposition to the customer segments is really about how you get to customers. So who is your customer segment? How do you get to product markets bid and how well it'll work once you have to product and you're selling it or their service and you're selling the left side of the Congress is really about. How are you going to keep the promise that you're making to your customer? So it's about how you get your value proposition toe work, and what do you need to do in order to deliver everything that you're promising? So it's important to take into account? There's more businesses getting out of business because of a lack of customers, then, because of a lack of products so you can organize product. You can have people develop your product or produce or your king contract people who help you with the service that you're providing. But if you don't have customers, you really have a bigger problem in your business. So the right part is the place to start with your business model comments. It's really where should be where your attention should be as an independent professional, because debts, that's where you get the connection with the customers and the left side is going to easier for you because you already have the abilities that you're going to. I used to deliver your service or your products where your customer So it's about product market fit. Your focus should be on the right so the value proposition, the customer segment and then the revenue. So how they they pay for it. So product market fit. I always say you can try to sell Ferraris to low income families, but it's not going to work. And for our is a good product and low income families might be a very good market. A swell, but it's just not right match. So you should find the right segment for the right value proposition. And then again, think back about starting with. Why about Simon? Cynics work, and it's really important to communicate your purpose through the valuable proposition that you're that you're proposing here. So if it's about empowering young professionals to pursue their career, or about empowering, ah, small business owners to facilitate their accounting, for example, whatever service or brought your offering, it's important to start why and important to find the right customer segment into adjusted to s so that they will match now. Then we go to deriving you, and you could think about different revenues as well. You might want to sell like an individual coaching session. You might want to sell a package you might want to sell a subscription. There's different ways that you can charge for that, and maybe it's beneficial for you to explorer. Several options that you have. So then there's also channels or relationships, which is something that we're going to be doing more extensively in the next section section. So I'm not going to talk about that extensively right now. And the left part of the converse will be easier for you because that's where you have love a lot of clarity already. So the resource is that you need the activities that you need to do. The activities, basically, will be your professional preface. It would be a little bit of marketing. Your resource is might be in office. Might be, Ah, human resource is like secretary or something like that. And that's also where you get your partners, which might be marketing partners, providers that you need, and it will all lead to costs. So that's really quite clear yet, so let's start with the right part and work from there now. Business models were originally created for business only, but now there's all sorts of variations, so you can have a business model for NGOs. You can have a business model for government agencies. You can have a business model for people and individuals. So what I would recommend for you is to make a kind of a professional business, the moral compass. So this is about you as a professional, so the valuable decision should have your purpose. Your customer segments would be your business, a customer segment and that bacon really experiment, because what you're doing might appeal to different people. So if you're an accountant, you might want to focus on small business owners. But maybe you could also work for freelancers. Or maybe you could also work for people who have will jobs and therefore have a new accountancy that they need to do with their texts, their text management. So it's really about creating ideas for different customer segments and experiment with different customer segments and also afford their respective value propositions. So that's where the why guns in because you're a constancy service might be the same for a freelancer or for a small business owner, but you're purpose might be completely different. So if it's about small business owners, it might be empowering them. And if it's about freelancers, thes are higher educated people, and it's about organizing their paperwork. So really defined your customer segment and your value proposition through your purpose. Then you can experiment with channels and relationship, and you can experiment also different ways of generating revenue through that business model campus. Now ask for myself just to give you an example. My business model Compass is all about and powering people to become entrepreneurs and particularly those who do not have access to mentors and really want to initiate their project. And my purpose ing that is really to make their projects every time more interesting, more opportunity based unless necessity big. So this is what I would Operatives is my value proposition. Empowerment of entrepreneurs through mentoring through training through online courses, for example, and any sort of mentoring and training that could help them achieve their goals and improve their business models, their ideas and, eventually, their income as well. So that would be my customer segment entrepreneurs, mostly who do not have access to mentors and do want to innovate with their project and run to generate interesting entrepreneurship. So that would be my customer segment and my revenue. Well, it goes through different through different services that I'm providing. It might be through workshops, online courses, and usually there's a payment fee. Eventually, there's government Prod programs or and Joe programs that will give me consultancy fee in order to educate these entrepreneurs as well. So that's a different customer segment for my consultancy work, NGOs or government projects programmes, which are my customer base as well. And what I'm offering to them is the in fact, under generating, that would be my product markets Fitz and my revenue. So now, now my invitation to you race to do the same. They find your purpose. They find your value proposition and also define your customer segment in preferably very a little bit. So defined various options, several options that you could take If you're not sure about your business yet or you're not happy with the results yet, try different customer segments and see how you can really provide some very great value to somebody to some of your customer segments. So you might might want to check out different customer segments, and you might want to check out different products or services. So change your value proposition a little bit. Not in your purpose, but mostly in watch you're doing in the service or the product that you're providing. Then you get to the revenue, and you might want to experiment there little bit this well. 5. Get, Keep and Grow your Customers: So now let's continue with the gets, keep and grow part of your business. So this is all about channels and relationships. This is everything that's in between your value proposition and your customer segment, and this is really about connection. So this is how you how your customers find out about you, how you keep them engaged and how you grow your customer base, so getting, keeping and growing your customers. This is a method that was developed, developed by Steve Blank and Bob Door in the start of Owner's manual. And what they did in this book is that they took the canvas from Alexander, also Walder as a basis and then start validating on everything that you put into the campus . So these channels or relationships are a really important part of validation because you need to find out how your communication works, what kind of megaphone you need, so to speak and how to let people know that you exist. And what and what's in it for them, how they receive value through. But you're doing what you're offering them, and why would you pay? They pay you for it. So there's a little difference between online digital products or services and physical product or services in this model. So that's important to take into account. Will first talk about the physical funnel and then talk about the digital funnel because the physical funnel is a bit more complex. So first we do the difficult, the more complex funnel. And then we'll get to the online funnel, which is a bit more simple, so to say so. The physical funnel is first about how to get customers now. This is the sequence that's called awareness, interest, desire acquisition. So first a potential customer is aware of your existence. Then he becomes interested. Then he has the desire to buy it, and then he buys it as such. So not everybody is going to get to the next step. You don't need everybody to get to the next step, but it's basically about things. Two things. Getting enough people in and then making sure that they're not falling out right, because they might find a full loud because off personal reasons so they don't have money right now. They need to wait a little bit until their paycheck comes in, or something like that, or didn't have time to take the service right now because they're very busy with, ah sick family member or something like that. Ah, which are basically reasons that you can't really do anything about. And there's always going to be people who entered a funnel but might not continue because off personal reasons. And that's okay. Maybe they come back later. If they're really interested in day, they have the desire to buy from you. It might not be the moment they might come back, but you don't want them to fall out because of reasons that you can avoid. So if they If they send an email message to you and you're not answering, they're probably going to fall out. And it's perfectly avoidable. If you're not answering the phone, that's perfectly avoidable. So take people from one step to another, and it's important to take into account that there's different tools to use for awareness and interest. Then for desire in acquisition. So awareness and interest it might be a billboard. It might be a Facebook advertisement. It might be, ah, a website or a flyer, something like that that's really not engaging yet, but you're getting exposure, so awareness and interest is something that you could really work on to get people attracted to what you're doing to your social media as well. But there's not really a sales process yet, probably especially if you're setting more complex services. You need some more engagement in order to get to the next level. So for desire and acquisition, maybe you need a personal conversation. If it's a complex product, you need a personal conversation in order to. In order to get the confidence from the client, maybe you need Ah, conversation through what's up. Maybe it's an exploratory cool off 18 minutes to see if there's a magic and you can really help this person. So, for one is an interest use like low engagement things to get more exposure focused on your customer segments. So you need to find out where your customer segment, ISS and how to get through. If they are single mothers for low income families than probably they would be in their neighborhoods, they would be in the schools, their Children, and that's where you can find them. It's young professionals who are just going out for their professional career. It's probably going to be universities. It's going to be like higher level courses. It's going to be, ah, recruitment agencies. So find out where they are and creates first awareness and interest. And then you can get to desire an inquisition, maybe through a bit more engagement. So first, the the low engagement tools get the awareness and interest. And once they get into the desire, then you can plan, like explore it, Terry Coals and things like that. Presence in events may be very useful as well. You should both focus with both of these tools, both of these kinds of tools, in order to get a lot of exposure. And then, in order for people to go through the seals, funnel and not fall out, that's it. Get part, then you get to the key part. So how do you keep customers? It's often easier to keep your current customers engaged, then to find new ones, so be very careful. Make sure they're very happy and try to keep them again. Engaged with what you're doing Now, you can create Facebook groups, communities you can send out newsletters. You can also do some email automation here to keep your customers engaged with what you're doing and, ah, send out like news about what you're doing orthe thoughts in order to keep them engaged and get get them going. Now, after you keep your customers, you really want to grow your customer base. So this is about several strategies that you can use in order to grow your customer base. You would basically try to sell more and different things to the same customers. Or you can ask for referrals and incentivize room pearls, which is a very interesting strategy as well. So first, how to sell more You can basically next cell you can up sell and you can cross sell. So next cell is what would be next. What would be the complementary products, like the next base? And that's what you do. For example, in customer value optimization as well. You can up sell like the premium products, so not a smaller package, but the bigger, more luxury baggage and you can cross sell. So if you do, let's say communication and design services. Then maybe, ah, the customer came to you for a design service, and now you're selling them a communication services well, so it's about combining different things and offering different things to the same customers that you already have engaged, which your professional practice now something very interesting is referrals. Referrals basically consist of a viral loop that get back into get part of the funnel, so referrals are something that is sometimes thought about very organically. So customers referring the friends, referring their family. But you could do something to incentivize them a little bit. So if you look at digital products, this is very much more clear. Like, for example, drop books. If you have your countem dropbox and you want more space to save your your documents and your things that you need to save on Dropbox, then you can refer to friends and they sign up for Dropbox and you get more space. So this is really something that you could apply to your professional practice as well. So refer a friend and you will receive a free mentoring session. Ah, refer five friends, and you will receive ah free e book, something that you can give away to your customers that will generate them some extra value . You could either give this counts or you give away like small gifts, just to incentivize them to recommend your services to their friends. So this is something that you could really take advantage. Okay, so now we'll take a look at the digital, the online funnel, and this basically the differences in the get part. So in the get part, it's not about awareness, interest, desire and acquisition. It's about acquisition and activation. Now. This is because a lot off a lot of people who registers register for something online or who buy something online might not engage with it anymore. So once you acquired in, uh, you could you could acquire like a registration for your lead magnet or even for your trip wire. People will sign up for whatever your lead magnet or your trip wire is, but maybe they would never get back to it. And they would never take advantage off what you're offering them. And they will lose value and you will lose the potential customer. So it's about keeping them engaged and really teaching them how to activate. So if this is about, let's say, an email sequins, seven day email sequence that you're getting people in to see if they're engaging with material that there that you're sending, and if not, then you can do something in order to engage them better and in order for them to take advantage of the value that you're providing, as well as maintaining the customer potential customer to sell them things later on us. Well, so this is all very much, um, to be autumn ized. You don't really need to do it manually. We will look at a few tools you can use, but it a little bit later on. But it's very important for you to take into account that the activation part is very important, that it's not just about selling your email sequence or your e book or your online course, whatever it is that you're selling, but also that the people actually use it and interact with it in order for them to take advantage and in order for you to keep the customer engaged, because that's that somebody who's really interested. But maybe just because of the circumstances has lost. Ah, the time that they would invest in the final sequence sequence, and they you could really try to engage with them again and to make it work for both 6. Back to WHY: Okay, so now you've learned how to create a sales funnel. You can see which kind of tools you could use in these seals funnels, you know about customer value optimization. You know about get keeping row. You can integrate these tools. So now let's go back to the basics. Let's get back to the purpose to the why, and check how you're communicating your purpose in every face of the sales funnel. So whether you're principally working with customer value optimization or with get keeping row or you're you are integrating bulls, Um, see how you're integrating your purpose, your why and how you could communicate it clearer through everything that you do in every interaction that you have, which your customer now that sounds really basic, but we're so used to expressing ourselves through the what, what you're offering, whether you're offering mentoring sessions or accountancy services, or what other service or product offering now how to communicates with why how to really communicate through your purpose and not just what you do, because you really don't want to compete on features. You really don't want to compete on price. You don't want to be the cheapest accountant But you want to be the bastard accountant for small business owners who just started out and need to know no everything about how to take advantage off all text leg legislation That's that's out there or something like that. So a great take your purpose and integrated into every communication, every interaction that you have ritual customer. 7. Automation: So as we mentioned foreign sales funnel. It's really important toe automate everything that you do at least up to the trip wire and maybe the core products, because there's a lot of people coming in to lead magnets. Crew trip wires, and you don't want to spend a attention on each and every customer that comes in. You want to automated as much as possible so that you don't really need to worry about individual clients. Eso There's different tools that you can use. This is not a tutorial. There's a lot of free and also pay tutorials out there. So I'm going to put some Resource is in the description, so you have a clue about where to look, but I'm not going to mention them extensively here. Basically, the tools that are available you could look at active campaign, which is something that I use. It is a bait tool, and it really allows allows you to automate your email interaction, which your customers so depending whether they click on a link or do not click on a link. Business leads to different actions off active campaign, and you can really automate it, so it feels very natural for your customer. You could also take a look at mailer lights. You could take a look at Hub Spot. Some of these resources are free, so it's really about finding out which works best for you, which generates best value, whether it's paid or for free, and to set up the automation as smooth as possible for yourself so that you can spend more time on your professional business and not on your marketing and indirection. Initial interaction with potential clients You could really focus on what you need to focus , and old communication is smoother with the clients. So I would recommend you to check out the stills to see what works best for you to share. Your comments also does. There might be other people on this same online course that are interested in it. Eso share your comments and automate as much as possible. 8. Conclusions: So we've come to the end of this course about sales funnels and marketing and marketing strategy for independent professionals. I hope you find out of found out a lot about your own sales, funnels a lot of improvement points, and you also found a lot of pain points that you identify with and that you now know how to resolve. So this would lead to more effective, smoother sales funnel, and you can really focus on what you need to focus. So take these methodologies and get the best out of everything in order to lead your customers and always communicate yourself from your purpose. So first communicated Why? Why would you do this for myself? It is about empowering entrepreneurs to become the best that they could possibly be to empower their ideas to get their business models more interesting, invalidated in the market so they could raise their level. They could step up their game as into preneurs and from the purpose you derive different services that you've been communicate. So I hope you enjoy the course. Please share your Commons, share your doubts in your questions in the forums, or send me a message and we will discuss every Commons, every question that that comes up in order to generate more value for a community and to see how we can improve all of your sales funnels and your professional businesses.