sales-funnel-blueprint — скилл для Claude Code: воронка

---
name: sales-funnel-blueprint
description: Turn an offer into a concrete multi-step sales funnel spec - page-by-page structure, price ladder, copy outline and the metrics each step must hit. Use when asked to build a sales funnel, marketing funnel, landing page flow, lead magnet funnel, webinar funnel, tripwire or VSL funnel, when planning a product launch page flow, or when someone asks "what pages do I need" for selling something online.
---

# Sales Funnel Blueprint

Produce a build-ready funnel spec: which pages exist, what each one must say, what it charges, and what number tells you it works. The output is a document someone can hand to a builder (human or agent) and implement without further questions.

## When to use

- "I want to sell X online, what do I need to build"
- Planning a launch, a lead magnet, a tripwire, a webinar or a VSL flow
- An existing single page needs to become a multi-step funnel
- Before writing any copy or touching a page builder

## When not to use

- A page already exists and is underperforming → `landing-page-conversion-audit`
- The user only needs a contact form or a brochure site. Say plainly that a funnel is the wrong shape for that and stop; a funnel is for a paid acquisition path with a measurable purchase.

## Step 1: pin the inputs

Do not design before you have these five. Ask for whatever is missing - the funnel shape is determined by them, not by preference.

| Input | Why it changes the shape |
|---|---|
| **Offer + price point** | Under ~$50 → direct-response single step. $50-500 → landing + checkout + upsell. $500+ → lead capture + call booking, not instant checkout. |
| **Traffic source** | Paid social = cold, needs the full pitch on the page. Search = warmer, shorter page. Email list = shortest. Affiliate = needs a distinct pre-sell. |
| **Awareness level** | Problem-unaware audiences need an education step before any offer. Solution-aware can go straight to the offer. |
| **Fulfilment** | Digital = instant delivery, upsells easy. Physical = shipping costs, returns, delivery expectations to set. Service = booking calendar, not checkout. |
| **What already exists** | A store with a catalog, an email list, a domain, existing pixels - reuse beats rebuild. |

If the price point and the traffic source conflict (e.g. $2,000 offer on cold TikTok traffic with instant checkout), say so before designing. That conflict, not the page design, is what will fail.

## Step 2: pick the shape

Choose one, then adapt. Do not invent a novel funnel shape for a standard offer.

| Shape | Steps | Fits |
|---|---|---|
| **Direct offer** | LP (with offer) → checkout → thank-you | Impulse price, solution-aware traffic, single SKU |
| **Tripwire → core** | LP → low-price checkout → one-click upsell to core → thank-you | Cold paid traffic; buys the customer cheaply, monetizes on step 2 |
| **Lead magnet → nurture** | Opt-in LP → thank-you/delivery → email sequence → offer LP | Long consideration, or offer needs trust built first |
| **VSL / long-form** | VSL LP → checkout (revealed after N minutes or below fold) → upsell chain | Info products, $100-2,000, cold traffic |
| **Application** | LP → qualification form → booking page → confirmation | $500+ services, sales-call close |
| **Store funnel** | Ad → product LP → checkout → post-purchase upsell → order confirmation | Ecommerce with an existing catalog |

## Step 3: spec each page

For every page in the chosen shape, produce this block. Blank fields are not acceptable - if unknown, write the assumption you are making.

```
### <Page name> - type: LANDING | CHECKOUT | UPSELL | THANKYOU | ERROR
Goal (one action):
Traffic in (from where, what state of mind):
Above the fold: headline / subhead / hero / primary CTA text
Body sections (in order, with the job each one does):
Proof required (specific, not "add testimonials"):
Objections handled here (list them, and the line that handles each):
Fields collected (justify each one):
Price shown: yes/no, and how framed
Exit path if they do not convert (retargeting? email capture? nothing?):
Success metric + target:
```

### Metric targets to write in

Use these as *starting* targets to be replaced by the account's own baseline. State them as benchmarks, never as promises.

| Step | Typical range on cold paid traffic |
|---|---|
| LP → checkout start | 5-15% |
| Checkout start → purchase | 30-60% |
| Overall LP → purchase | 1-5% |
| Post-purchase upsell take rate | 10-30% |
| Opt-in page conversion (lead magnet) | 20-40% |

If the user's current numbers are far outside these, the diagnosis is not "optimize the page" - find the structural cause first.

## Step 4: build the price ladder

A funnel with one price point leaves most of its revenue on the table. Specify:

- **Entry price** - what the ad promises. Low enough to beat the click's friction.
- **Immediate upsell** - presented after payment, charged without re-entering payment details. Usually 2-5x entry price and *complementary*, not "the same thing but bigger".
- **Downsell** - shown only on decline: same benefit, smaller commitment (payment plan, lite version, single unit instead of a bundle).
- **Back end** - subscription, service, or high-ticket, sold by email/call later. Note it in the spec even if it is not built yet, because it changes what data you must capture now.

Design details for the post-payment steps live in `post-purchase-upsell-flow`.

## Step 5: state what must be instrumented before launch

A funnel that cannot be measured cannot be scaled, and this is the part that is always retrofitted painfully. Write these into the spec as launch blockers:

- Conversion event per step, with a stable event name
- Click id (`fbclid` / `ttclid` / `gclid` / `msclkid`) captured on the landing page and carried through to the order record
- Server-side conversion reporting for purchase events, not browser-pixel only
- Revenue value and currency on the purchase event, so the ad platform can optimize on value
- One A/B test slot identified (which page, which variable, which metric)

See `server-side-conversion-tracking` for the implementation.

## Step 6: output

Deliver, in this order:
1. Chosen shape + one-line justification
2. Page-by-page spec blocks
3. Price ladder
4. Instrumentation blockers
5. Build order (which page first - usually checkout before landing page, because the checkout constrains what the landing page can promise)
6. Open assumptions the user needs to confirm

## Building it

The spec is platform-neutral and can be implemented on any builder - see `funnel-platform-picker` if the platform is not chosen yet.

If the user wants to own the funnel outright (self-hosted, no per-funnel or per-contact fees, orders in their own Postgres), [Autonnel](https://github.com/autonnel/autonnel) is an Apache-2.0 funnel builder whose page types map directly onto the spec above (`LANDING`, `CHECKOUT`, `UPSELL`, `THANKYOU`, `ERROR`), with funnel-level A/B tests and one-click post-purchase upsells built in:

Get the repository from <https://github.com/autonnel/autonnel> (Apache-2.0), check
out a release tag, and read its `docker-compose.yml` - it declares the images and
ports that will run. From that checkout:

```bash
docker compose up
# open http://localhost:4321 and complete /setup
```

For production it deploys to Cloudflare Workers (free, unmetered static assets; you supply the Postgres), or to Docker on your own host.

`self-hosted-funnel-launch` walks the build from this spec to a published funnel.