By providing you with a framework that is relationship-focused, a sales funnel helps you avoid making your pitch too soon. The sales funnel lets you inform potential clients so they may make an informed, qualified purchase as opposed to trying to close them on your goods or services.
Even while a sales funnel’s precise processes might differ greatly, they usually follow this basic sequence: awareness, interest and assessment, desire, action, then re-engagement.
You must provide targeted information, material, or responses at every level of the buying process to assist your prospects in getting closer to completing a deal.
Even if they are not a step in the process of selling, planning, and research is nevertheless crucial to future success. Learn about the target audience and your brand as a business before you begin.
To begin, determine the values that define your brand. What values does your business uphold? As a sales representative, what do you actually stand for?
Which attributes, traits, or competencies are critical to your team? What personality does your brand have? Gaining a foundational understanding of your firm allows you to build more valued, enduring relationships with your customers.
In addition, you should learn to know who you want to serve for reasons more than just possible revenue. By constructing a buyer persona, you may gain an overview of your ideal client, including their concerns and the solutions you might provide to ease their burdens.
You may view prospects as more than simply a transaction by creating a buyer persona, which can help you build enduring connections with them inside your sales funnel. It will also be simpler to determine what material is required at each level of the sales funnel if you have a customer persona.
You may better address any questions or issues your prospects may have by customizing the material you provide by getting to know their objectives, frustrations, and personalities.
The awareness stage is at the top of the funnel. This phase’s primary goals are to increase brand awareness and begin lead generation. This is a good time to throw a wide net, even if you want to make sure you are focusing on the correct people.
While you do not have to promote any specific goods or services at this point, you do want to draw attention to your brand. Rather, concentrate on exchanging concepts, fixes, or guidance.
Here are some strategies for increasing brand awareness:
- Sponsored postings on social media
- Doing guest blogging or podcasting
- Both whitepapers and eBooks
- Individual investigation
- Online seminars
- Visual Aids
- Personal encounters
At this point in the sales funnel, the content should be entertaining and engaging in addition to being educational. It must be noticeable in an already congested area. Do not hesitate to use your imagination.
Here, it is important to provide material that will grab the interest of your target audience where they are currently spending it—even if it is not on the “best practice” social media sites like Twitter or Facebook. Spend no effort or money if the audience you are targeting is not involved in such areas.
Choose a specific procedure or action, like signing up for a webinar or your newsletter, which would move the lead into the next stage of the sales funnel. Make sure you have a clear transition in mind, such as email newsletter signups or social media following, and track the number of visitors to your site against the number of conversions.
You should review the material you are producing if the rate at which it converts is low. Look for material that might interest your audience more or have greater posting chances.
A lead moves into the interest and assessment stage of the marketing funnel after converting from the awareness phase. By now, a lead has shown interest in you and is curious to learn more about a certain concept, issue, or query. They are still not ready to think about making a purchase, though.
At this point, getting to know your new lead and learning about their ultimate goals should be your key priorities. This may be achieved by developing a unified brand voice then message that resonates with your target market and disseminating it via a variety of content platforms. Click here to learn more about marketing segmentation.
For the sales funnel’s interest stage, consider the following content ideas:
- Email marketing
- Blog entries
- Social media profiles
- Trials for free
- Remarketing initiatives
Some companies use Facebook retargeting to stay in touch with potential customers who have shown interest in their products. You want to send out feelers throughout the interest and assessment phase to see what your prospective client responds to.
You may have a better understanding of the issues people are encountering and potential solutions they may be seeking by keeping track of the links they engage in your marketing emails and the posts they interact with on social media.
Make sure to inquire more about any queries or any details your lead may want from you. Even when they are not prepared to buy just yet, you should concentrate on keeping up a rapport that establishes you as a valuable authority. When they are ready to buy, they will be more likely to come to you if you do this.
To display your advertisements in front of prior website users, you may also employ retargeting. Retargeting (https://people.csail.mit.edu/mrub/retargetme/) using Google or Facebook Ads can drive leads back to your website to finish the sign-up or checkout process even if they didn’t convert the first time.
Not all sales funnels have a clear transition from stage one to stage two, as opposed to stage three. Your leads will start to show more interest in particular goods or services as they learn more about what you have to offer as well as how you can assist in solving their problem.
To boost their demand for your goods or services, gradually ease their way to the next level by providing free samples, discounts, pictures, or even one-on-one demos.
At this point in the sales process, your lead has developed into a serious prospect. They have not only become curious about your brand and drawn in by you, but they are also really thinking about making a purchase.