For example, if you are a florist, a repeat customer might stop at your shop every few months to purchase the same thing–a flower bouquet for his wife. Or if you’re make socks, a repeat customer might purchase more socks from you when the old socks are worn out. On the other hand, if you’re an author selling a book, you probably aren’t going to get someone purchasing the exact same book from you a second time (unless it’s a gift or they lose their first copy). However, they may very well purchase your second novel as soon as you publish it.
One quick word of caution, though. With every piece of content you create for every stage of your funnel, you’re generating data. Though all of it is useful to your sales process in some way, it’s easy to get bogged down in data and metrics tracking instead of focusing on the few key performance indicators (KPIs) that will actually give you the information needed to make meaningful improvements.
Although I mentioned several times in this list the importance of participating in discussion rather than just dropping your links, that doesn’t mean you should never promote yourself. I like to use the 80/20 rule in this case. At least 80% of the time, you should be using social networks to share other people’s links and participate in conversation. You can share your own stuff about 20% of the time.
A lead is someone who becomes aware of your company or someone who you decide to pursue for a sale, even if they don’t know about your company yet.. Typically, this includes everyone in one big group, but you could also break this down further to only look at qualified leads, which are leads that meet certain qualifications to becoming customers. For example, if you’re selling pet products, a qualified lead is someone who has a pet, versus someone who simply likes the cute animal pictures on your blog, but will never buy anything from you.
In marketing automation, Ryan Deiss, co-founder of Digital Marketer, often describes the sales funnel as a multi-step, multi-modality process that moves prospective browsers into buyers. It's multi-stepped because lots must occur between the time that a prospect is aware enough to enter your funnel, to the time when they take action and successfully complete a purchase.
CRM software has features like event scheduling, case management, and task management that help you plan and execute activities that coincide with the stages of your sales funnel. This software makes it easier to implement your sales funnel by showcasing upcoming and overdue activities, which keeps you focused on the activities that matter throughout the entire sales process.
Terminus’ willingness to share this knowledge broadly would’ve made no sense in the days of a traditional funnel that swallows hard-won leads and spits out customers. However, today’s funnel (or loop) considers the broader context of the buying experience. It creates opportunity in the once-neglected period following the sale, a time when customers can become repeat customers and brand advocates.
Getting this timing right prevents losing prospects by bombarding them with too much information or giving them the hard sell too early. This is why moving prospects through the funnel is often called “nurturing.” Seventy-eight percent of business buyers seek salespeople who act as trusted advisors with knowledge of their needs and industry. Prospects should ideally only receive the information and sales help they need when they need it.
Use website links that have embedded web analytic codes. You can do this through your website provider or with a free Google Analytics account. Make sure each strategy uses a different link, so you can track your most successful lead gathering strategies. Most web analytics programs will automatically mark down leads that come from major search engines.
The first step of any sales funnel is to make a potential customer aware that you exist. You can go about doing this in several ways, such as social media marketing, email marketing, cold calling, attending events, advertising, and word of mouth. How you make people aware of your company really depends on the product or service you’re selling. For example, if you design apps, mobile marketing will probably be extremely effective, but if you sell lawn mowers, this may not be the best option; traditional radio advertising may work better.
Think about that the next time you're building out a sales funnel. This complex and intricate concept in business can literally take you from a complete unknown to a global powerhouse quickly through the art of scaling out a highly-converting offer. Don't try to take shortcuts or implement hacks, and put in the time if you're looking to eventually reap the benefits and results.
Next, you need to educate your prospects. In other words, you need to teach people why they need your product/service and how it works. In this stage, you can start promoting sales, but getting too aggressive can be a bit of a turn off. Instead, think about how to become a friend to a potential customers. For example, if you’re a car salesman speaking to someone looking at vehicles on your lot, you might have a common connection in the fact that you both have kids, so you can direct the prospect to vehicles that have a high safety rating or are great for growing families, as you’re talking about your own experiences dealing with a snarky teen or potty-training a toddler.
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However, video conferencing and other apps offer an opportunity to engage prospects at a time and place that suits them. In fact, 60% of sales reps say they spend more time selling virtually than they did in 2015, according to the third edition of Salesforce’s global “State of Sales” study. Meanwhile, 52% of sales reps say they spend the same amount of time or less meeting with customers in person.
There’s even a convention that meets to address the “flipped” funnel. In 2015, Terminus put together their first #flipmyfunnel conference. Their goal was to raise awareness around the new funnel and generate solutions for how to adapt to it. In the spirit of best practices for the new funnel, the conference was a lead generation and customer acquisition event in and of itself.
If the deal is won, your sales reps move the deal to the won stage in the pipeline and begin onboarding the new customer. Some leads may slip through the cracks for reasons that are beyond the control of your sales techniques, like budget constraints. It is important to keep a record of the lost leads too so you can track the reasons why you lost them, and nurture those prospects in the future to win back their business and relationship.
A sales funnel reflects the prospect’s journey or path that takes them from awareness to becoming a customer. It encompasses actions you take to create this journey or experience. The sales pipeline, on the other hand, is the specific stages that a deal or opportunity moves through in your sales process from the salesperson’s perspective. See our article on the eight sales pipeline stages every sales team should have.
Today’s online consumer is much better educated than the consumers of yesteryear. While they enjoy learning about new products and services from brands, they hate being sold to. They digital buyer’s journey has many different touchpoints, and different people follow different patterns. That’s why you need to invest in more than one middle of the funnel marketing strategy.
In the Intent stage, your prospect has made a decision to buy from you, but the deal hasn’t closed yet. They plan to buy but want to make sure your quote or proposal encompass everything they need at a price they are willing to pay. Here, you are negotiating terms or finalizing your proposal. Objections around price and other key terms usually surface here.
Pro tip: The most effective sales funnels are illustrated with step-by-step corresponding sales and marketing activities. CRM tools like Salesforce Essentials can help you create visual funnels that align with your pipelines while helping you manage activities needed to convince your prospects to buy from you.Try Salesforce’s features with a free 14-day trial today.
After an account executive identifies a prospect as a qualified sales lead, he or she can then identify the prospect further as a sales opportunity and will undergo further opportunity marketing. At this point, it would be important to understand that engaging with leads will incur cost, which include cost of engagement, conversion and opportunity marketing.
This gives you a platform to manage and organise your leads at every stage of your marketing funnel. You can also use ActiveCampaign to track user behaviour, place users on segmented lists and target them with highly relevant email campaigns. And where ActiveCampaign really shines is its email and marketing automation, which means you can automate entire marketing strategies, turning awareness into consideration and guiding leads through every stage of the consumer journey.
Principle of commitment & consistency -- When people commit to something, they're far more likely to purchase from you. That's why getting them to agree to something like a free + shipping offer or by agreeing with something you've said in some way. This is a powerful principle in sales and if you pay attention to some of the best marketers in the world, you'll notice that they work fervently to get your commitment to something, even if it's very small in the beginning.
Once you have each asset labeled with a stage in the buyer’s journey, start adding platforms and strategies for which that asset would be good a good fit. For example, blogs and infographics work great on social media, while case studies should be left to email marketing and PPC ads. From there, you can create your actual content distribution calendar:
You can do this all by caring. Reach out and ask for reviews. Engage with them on social media. Offer them an insider-only discount. Give them something for free on their birthday. Give them advice for free. There are literally hundreds of customer retention tactics out there—find the ones that best suit your products and business. One simple—and cost-effective—way to care is with personalization.
Generating leads is one of the most critical steps in sales and marketing for this is where businesses get their precious pool of prospects that can eventually become paying customers. Lead generation however involves a careful process that if done right can deliver a huge ROI at the fastest possible time. This process undergo what marketers call a Lead Generation Funnel.
Now, this is the final role that a marketer takes in a lead funnel. Through all their lead capture and nurturing efforts, they aim to convince the prospect to make a positive conversion action. This could be them scheduling a demo, or requesting a quote or even signing up for a free trial. Once this is done, marketing knows that the prospect is ready to make a sales pitch to and they qualify the lead and pass them on to the sales team.
ClickFunnels is our favorite tool, as it simplifies the whole sales and marketing funnel procedure for businesses.There are so many different kinds of sales funnels. Every one of these needing to be made specifically for a specific client. Consequently, they should be constructed in a way that they attract your preferred customer. There are funnels for webinars, revenue, membership sites, and contributor list and every 1 is quite different from the other. The wonderful thing is that ClickFunnels has you covered.
The cell phone theory comes from Duke University research on the human attention span. Basically, we subliminally take in what’s around us even when we’re distracted with something else. Later, those subliminal surroundings appear to already be familiar. What this means is that people can remember your company simply by subliminally taking in the message from a display ad while they’re doing something else.
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Sales and marketing teams need to adapt to these increasing demands. They have to work more closely together. While the marketing team still hands leads to the sales team at a point in the funnel, they have to stay involved to maximize customer retention and advocacy. The sales team needs to be involved early on, providing the benefits of their customer knowledge to help increase qualified leads and conversions.
In today’s marketing landscape, people can experience a brand in many ways other than purchase and usage of a product. These include live events, content marketing, social media, and word-of-mouth. Consider all the members of the Nike+ running community who don’t own Nike products or the half million fans of Tesla’s Facebook page who don’t own a Tesla. Or consider companies where employees use their own devices or download their own software until IT purchases the enterprise version for the entire company. In today’s digital age, advocates aren’t necessarily customers. Marketers who think that advocacy comes after purchase are missing the new world of social influence.