The Customer Decision Journey is an improvement over the traditional funnel, but some marketers see it as incomplete. The problem is in the name itself. Brands may put the decision at the center of the journey, but customers don’t. Jonathan Becher, CMO at SAP, believes that for customers, “the pivot is the experience, not the purchase.” The Customer Decision Journey might be circular, but if the focus is still on the transaction, it is just a funnel eating its own tail.
In this final stage, the prospects finally choose to buy from you and is now a paying customer. This is traditionally the last stage of the funnel since the customer has converted. But, a smart business knows that they have to keep ensuring the customer is happy and provide constant support to ensure that they remain loyal. And, if they manage to delight the customer with the service they provide, then the customer might turn advocate for the business and in turn, bring in more customers himself.
Another important principle of this sales funnel is that we’re not talking about a linear process here. You don’t want to limit your marketing strategy to generate leads at the top of the funnel and then guiding them all to the end. There are thousands or even millions of people out there already who may know your brand but simply aren’t interested in it yet.
Example: There are many Teachable instructors who do this on a regular basis to get more traffic to their sites. Especially those who maintain an offline side to their business. You can check out this super interesting discussion in our private instructor Facebook group, The Teachable Tribe, to learn more about how they are putting this into practice (if you are not a part of the group yet, you can just request to join to view the discussion.)
Offline tactics: A lot of new online instructors aren’t new to teaching, speaking, or coaching. Most of the time, Teachable instructors have been teaching in one way or another in the offline world for years before deciding to create an online course. If you speak at conferences, do group coaching, or teach offline classes, these are great opportunities to get more traffic to your site.
In fact, more than 80 percent of people look for recommendations before purchasing a product, according to research by Business 2 Community. And Nielsen reports that 84% of people trust the recommendations of friends and family over marketing campaigns. That makes personal referrals the highest ranked source for trustworthiness when it comes to making a purchase.
Remarketing: This is a bit of an advanced paid advertising tactic and it has a learning curve. With remarketing, you target people who have visited your site and send ads to them on other platforms like Google or Facebook. Have you ever noticed that when you check out a shirt on Amazon, that shirt suddenly starts following you around the internet? That’s remarketing at work. With a solid remarketing strategy, you can even target visitors of specific pages on your site—like people who visited the sales page for product A and not product B—and send hyper-targeted ads.
That’s the main question you want to ask yourself in the final stage of the new digital marketing funnel—because there really isn’t a “final” stage in the buyer’s journey. Any business owner knows that it’s easier to keep an existing customer than it is to generate brand-new ones, so invest in keeping your current customers. Hopefully, after your new customer made a purchase, they start their journey all over again with another one of your products. Or, even better, they become a brand advocate and start selling your product or service for you in the form of recommendations.
Entry sources – Monitoring the sources from which people are entering your funnel can be useful data to track, as it gives you ideas for expanding the reach of your marketing campaigns. If, for example, you see that a large number of your prospects are coming from a single guest blog post you did, you can upgrade and expand on it, add a free consultation opportunity on that blog post, and/or find similar guest author positions.
Content that introduces the company and intrigues potential customers enough to move to the next stage of the buying process. For example, a Facebook post called “Behind the Scenes at Molly Marketer’s Company. This works especially well if you have a company with a corporate citizenship mission, such as selling sustainable, environmentally friendly goods.
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.
Example: Angela Fehr, who teaches watercolor classes on her Teachable school, offers a wide variety of courses like landscaping, fluid painting, and creative painting. Angela created a comprehensive bundle of her individual courses. It’s called called “Watercolor University” and it includes a total of twelve courses, which she sells for a premium price.
If you’re running a marketing services business, you might create content about how to choose a marketing agency, pricing guides, whether a company should go contract or hire in-house, etc. The above examples are non-promotional, educational content resources we’ve created for our readers who are considering hiring marketing agencies – i.e. in the middle of the funnel (MOFU).
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.
After you’ve met or spoken to the lead, and if they’re committed to buy, you’ll have to quantify the value of the opportunity. This is where the sales pipeline in CRM helps; you can track each opportunity with maximum visibility. Visual sales pipeline provides an overview of your deals by stage, allowing you to see how leads are moving down the sales funnel. It also gives sales reps a quick estimate of their targets, and urges them to close more leads in the funnel.
Measuring how well your sales team is converting leads is imperative to determine the quality of leads and individual sales rep’s performance. With a sales funnel software, you can create funnel reports to know how your leads are converting through different stages by sales reps, and by campaign too. Analyzing which leads are moving down the funnel and converting allows you to plan better conversion strategies.
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.
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.
This early model has been modified by marketing consultants and academics to cater to the modern customer and is now referred to in marketing as the "purchase funnel" or "buying funnel". Many different business-to-consumer purchase models exist in marketing today, but it is generally accepted that the modern business-to-business purchase funnel has more stages, considers repurchase intent, and takes into account new technologies and changes in consumer purchase behavior.  As a model, the buying funnel has been validated in a variety of domains, including searching, keyword advertising, and lead generation, but also modified to include previously unconsidered steps and metrics such as outbound sales, Internet impressions, and Sales Funnel Stages.
Setting up your sales funnel is the key to creating powerful prospect experiences. It is important that you map them out ahead of time to ensure your sales process is in alignment with the customer’s journey. CRM software set up to mirror your funnel activities can then help you manage and stay focused on the most important tasks during each stage in the process.
Advocacy: Turning your customers into advocates is the ultimate evolution for nurturing current customers. Evangelism in the form of writing product reviews, posting about products on social media, and more can help drive more new leads for your marketing funnel. Having an external recommendation not connected to a brand can strongly influence prospects. Marketers can work to develop their communities to better support advocates, ask them to participate in case studies, or engage them around consumer-generated content on social media.