My name’s Rob McConachie, and I’m with New Reality Media, and today I’m going to show you how to work less and sell more using the 80/20 rule and your analytics.

A little bit of who I am.

I’m a father of two kids, one boy and one girl, and I’m the husband to Christa, a business owner, and I live in Squamish, BC.

My marketing systems have sold over two million dollars for my clients, and I’ve been helping clients online for a little over three years.

People spend a lot of time working on things that don’t give them the best return on their time.

Unfortunately, time is the only commodity we don’t get more of, and I’m guilty of this as well.

I spent a lot of time working on stuff that didn’t give me the result that I wanted.

So how can I narrow this down to make sure I get the result that I want with the least amount of effort?

Well, there’s a rule called the 80/20 rule, and it states that for most events, roughly 80% of the effects or the results are from 20% of the inputs or the causes.

We want to find out what that 20% is that will give us 80% of the results, and I’m going to show you how to do this using your analytics.

What you need!

You’re going to need a sales funnel that people go down or traverse.

You will need the conversion rates at each step of the funnel, and you will need the goal that you wish to fulfil.

In this case, we’re going to sell 20 programs.

We’re going to sell the programs two ways.

Using the analytics from real sites to find out show best way to sell these 20 programs?

We are going to sell the programs through two methods…

Method 1: The Marketing Funnel:

Sales Funnel

In this funnel, we will drive visitors to a blog post in which they click a banner, which leads them to the lead magnet.

Once they have signup for the lead magnet, we drive them to a sales page for the tripwire offer.

When they buy the tripwire, which then starts an email series to sell the the core offer.

The conversion rates for each step are as follows:

  • banner click is 8.5%
  • lead magnet is 25.8%
  • tripwire is 7.6%
  • core offer is 12.5%

The Math

  • Conversion Rates – 8.5%, 25.8%, 7.6% & 12.5%
  • X – represents the unknown number of people who need to see the blog post.
  • 20 – is the number of units we need to sell.

X = 20/(.085*.258*.076*.125)

We need to get 96,000 people to view our site to meet our sales goal.

Method 2 – Webinar Funnel

webinar funnel

Here we direct them to a signup page, get them to attend the webinar and then sell on the webinar.

The conversion rates are as follows:

  • Registration Page – 30%
  • Webinar Attendance – 25%
  • Purchase Offer – 12%

The Math

  • Conversion Rates – 30%, 25%, 12%
  • X – represents the unknown number of people who need to see the blog post.
  • 20 – is the number of units we need to sell.

X = 20/(.30*.25*.12)

We only need 2,223 people to see the webinar registration page to sell 20 programs.

As you can see, the best bang for our buck is out of doing webinars

By analysing the statistics, we can narrow down where we should focus our limited time and attention.

Last Words

This method depends on accurate statistics, that means you have to know that your statistics are valid.

If they’re not, your numbers are going to be out, and the results won’t be what you expect.

Use your actual statistics, not your industry standards, because how you do a webinar may not be the same as how somebody in the industry does a webinar, and your conversion rates may be higher or lower than the industry standards.

If you don’t know or have your statistics, get them.

Knowing what is so, or what’s happening is the best way to see where you need to put your efforts to fix the leaks.

And then finally, if you need help getting your statistics set up, please feel free to ask questions below or contact us here or on our social media profiles.


These statistics came from actual client sites and are not a representation of what you may expect from your results.