I’ve identified the most important funnel optimization for scaling paid ads in 2026.
Specifically, if you’re selling online courses, coaching, or services, and you’ve hit a glass ceiling north of $60k/month.
I’m saying 60k/month because this optimization works a lot better once you have a proven business model; it doesn’t work nearly as well for beginners.
Here’s the optimization:
👉 Unsell as much as possible on the front end.
This is the fix for the low-quality targeting forced on us by ad platforms.
Rather than trying to convince everyone and anyone to come into your funnel, focus on repelling the wrong audience more than convincing the right one.
Incorporate messages into your ads and landing page that repel the wrong crowd.
- For instance, if you’re selling a $3,000 offer, don’t try to convince everyone to come in to watch your free webinar by saying it’s free and what you share is easy for anyone to implement.
Rather, talk about how it takes investing thousands of dollars to achieve their desired outcome (and how it’s worth doing so), use large numbers in your examples, and lean more heavily into “who this is not for” messaging.
Include a video on the landing page that “unsells” to the wrong crowd.
You don’t want to come across as overly aggressive or douchey either – just speak to your ideal client who is willing to invest thousands of dollars to get what they want, and it’ll naturally repel most people who don’t qualify.
Imply that you’re selling a high-ticket offer upfront to repel freebie seekers and brokies.
Here’s an example of unselling techniques incorporated into a call-to-action on a landing page for a $7 webinar:
“Register to watch the live demo for just $7 to see if you qualify for this service, and you’ll get some actionable tips you can use right away, whether we choose to work together or not. Our service is definitely not cheap because it’s the best on the market and will help you achieve [their specific desired outcome]. But our clients are very happy with their investment, and I’m sure you will be too. Watch the demo for just 7 bucks now, and we’ll rock and roll from there.”
Do you see what I did there?
It’s intentionally repulsive to freebie seekers, but it’s also authentic and sounds much more appealing to someone who is serious about achieving their desired outcome with your help.
This isn’t a new concept in info marketing by any means, but it’s worth prioritizing today – just as having a solid backend was not a new concept in 2021, but anyone who didn’t prioritize one went out of business by 2024.
Also, if you’re already doing north of $200k/month, start going upmarket.
In other words, sell higher-priced offers to people who have money and increase your margins, or you’ll soon get stuck in a bad spot where your overhead could crush your business during downturns.
When your business has “real expenses,” you simply cannot afford not to go upmarket today, so make it happen while letting the rest of your system run as is.
We’re making all our clients do this now (or dropping them) because it’s the way to scale to a high level in 2026.
If you’re not yet at 30-60k/month, follow what I shared in the latest version of the IPM Blueprint course.
Good luck out there!
– Vlad
