How to build a sales funnel for your strategy?
Posted: Thu Dec 26, 2024 10:36 am
The sales funnel is one of the main concepts involved in Inbound Marketing and needs to be developed to structure your business' sales strategy. It is through this funnel that several marketing concepts are developed.
The first step, what we need to understand is that a well-defined funnel does not necessarily increase your number of sales, but the lack of one can mean that you are losing customers without even knowing it.
In today's article, we've put together the best tips on how you can create a sales funnel for your business.
You will see that it will be of enormous importance within your Digital Marketing strategy, helping with the efficiency with which your sales will be made.
What is a sales funnel?
A business needs to deal with different demands within a business, starting with inventory control and sales. Every consumer goes through a purchasing journey.
To better understand this concept, just remember your last purchase and the reasons that made you buy that product.
It is very likely that you have gone through different stages and had a series of feelings, such as:
Need;
Willing;
Impulse;
Recommendation.
These are just some of the main reasons why a person makes a purchase. The jordan mobile phone numbers database sales funnel creates several situations that aim to make the consumer go through all the stages until the purchase is completed or skip some of them with the same end.
We can say that the sales funnel is the visual representation of the path that every consumer takes until they buy your product. It is important to keep in mind that the same customer can take different types of paths, but they have to arrive at the same place.
No matter how much you hire an accounting consultancy , we know that a business has ups and downs, and this occurs precisely because the purchasing process is not homogeneous, that is, it is impossible to transform everything into something unique.
Each moment can be crucial in defining what the customer will actually buy, especially when dealing with businesses with the most varied types of products or services offered, such as bus rental.
Once again, let's do the exercise of putting ourselves in the shoes of consumers. It is clear that we need to carry out research on the product, stores that sell it, recommendations from people close to us, influencers and finally the choice of purchase.
Understanding this, it is necessary to define the different levels of maturity at which the customer finds themselves in relation to the decision to make the purchase. Each level is divided into a stage that stands out from the highest part of the funnel to the lowest part.
Sales funnel stages
Just as when carrying out tax consultancy it is necessary to separate several documents that prove the taxes to be paid by the company, when we talk about the funnel stages, we are thinking about the moments experienced by the client.
In this way, the sales funnel is divided into three parts: top, middle and bottom. If you are familiar with the names in English, you may have heard these ToFu ( Top of the Funnel ), MoFu ( Middle of the Funnel ) and BoFu ( Bottom of the Funnel ).
We will talk a little about each of them, and you should do the exercise of framing each stage within the reality of your company. Don't forget, our goal is to create a sales funnel for your sales strategy.
The first stage: the top of the funnel
This is the moment of learning linked to the discovery of your existence. At this stage, we will be dealing with visitors. The standard is people who have somehow reached your capture channels (websites, blogs, social networks, videos).
This audience was unaware of the existence of your company until that moment and now they have noticed that there is a purchasing opportunity, but they clearly have no idea or even the intention of carrying it out.
It's like a person who searches for business management software , but doesn't have a company, but starts consuming the content on that channel until at a certain point they decide to open their first business.
At that moment, the memory will come to the surface and it is quite possible that you will be remembered, but for this to happen, a series of actions are necessary that aim to educate and convert your leads to the point where they move on to the next stage of the funnel.
To do this, you will need to be the person who can solve these consumers’ problems. You must be able to understand and diagnose them.
The second stage: the middle of the funnel
This is the moment when leads recognize that they are experiencing the problem you have shown them and consider contacting your company to offer them a solution. Visually, this is when they start interacting with your company.
Whether it's filling out forms, sending messages, commenting on posts or other types of interactions that you make available, the interesting thing is that at this stage the lead is thinking of different ways to solve the problem.
However, he doesn't know exactly how to do this. The first option is always to try to solve it on his own, but when he sees the difficulties, he understands that buying the solution can be a good choice.
The decisive factor for whether or not a purchase is made and the time wasted in this stage are different for each segment, but the important thing is not to try to sell to them all the time.
This moment of deciding whether or not to buy is the same as when we pass by a fast food restaurant and stop. We immediately feel like buying something, but we look at the price, calculate how long it will take to get home and whether the food is ready.
Fast food is there, you decide whether to buy it or not, their actions are subtle, like having a delivery control system so that you can still order from home, if the craving doesn't pass.
Third stage: the bottom of the funnel
At this point, the customer is already convinced that they need the product, but they are not necessarily your company, despite having already consumed several pieces of content made available by you. Now, all that remains is some doubts about prices and bureaucracy.
This is the moment when contact should be made in the best possible way, after all, you need to give that little push to make the purchase. Every lead converted into a customer is a sign of the success of all the marketing strategies that have taken place up to this point.
Of course, there are maintenance tasks for these clients, which can be done with the help of an accounting consultancy , such as increasing their productive life and reducing the dropout rate.
All of these are processes external to the funnel, but important within the business context.
We can say that this would be the fourth stage of the process, after-sales, but it is not necessarily in the funnel. The idea here is to promote the consumer to a promoter of your brand, something interesting that big techs have been doing for a long time.
Benefits of the sales funnel
Now that we understand the sales funnel, we will talk about the benefits gained by integrating it into your strategy. Starting with the predictability of results.
The predictability of results is achieved by the performance of the funnel stages. If you can convert more people from the first to the second stage, it is very likely that the number of customers acquired at the end of the funnel will be positive.
In addition, it is possible to establish goals to be met in stages of greater relevance or lower productivity. If you are selling logistics software , for example, you need to convince people of the need to have it.
To achieve this, several strategies within Inbound Marketing can be used, but all of this was only possible thanks to the funnel created.
Furthermore, it will improve the optimization of your management, which will be more centralized on necessary points, as well as the way in which opportunities will be taken advantage of.
Ultimately, all this knowledge increases your response to the need to develop new products that are compatible with the needs of your target audience.
What to do at each stage
Now that we know all the important points, we will give quick tips on what can be done as concrete action in the development of each stage, this way, we can have a real idea of what is done in large companies.
At the top of the funnel, it is important to use content that is easy to read, view and listen to. Remember that this is the first contact, so blog posts are interactive, as are infographics, newsletters and podcasts.
The middle of the funnel is where you present your solution without any obvious attempt to sell. You can continue to use blog posts , but now you can offer e-books and exclusive content if they sign up for your company's channels.
At the bottom of the funnel, it is time to be the best in the market, as it is the certainty that the market will make the purchase.
Offer webinars , video demos and exclusive content, as well as unique success stories, such as selling air conditioners to large companies.
These are all relevant points to consider to improve your sales funnel strategies.
This text was originally developed by the Guia de Investimento blog team , where you can find hundreds of informative content on different segments.
The first step, what we need to understand is that a well-defined funnel does not necessarily increase your number of sales, but the lack of one can mean that you are losing customers without even knowing it.
In today's article, we've put together the best tips on how you can create a sales funnel for your business.
You will see that it will be of enormous importance within your Digital Marketing strategy, helping with the efficiency with which your sales will be made.
What is a sales funnel?
A business needs to deal with different demands within a business, starting with inventory control and sales. Every consumer goes through a purchasing journey.
To better understand this concept, just remember your last purchase and the reasons that made you buy that product.
It is very likely that you have gone through different stages and had a series of feelings, such as:
Need;
Willing;
Impulse;
Recommendation.
These are just some of the main reasons why a person makes a purchase. The jordan mobile phone numbers database sales funnel creates several situations that aim to make the consumer go through all the stages until the purchase is completed or skip some of them with the same end.
We can say that the sales funnel is the visual representation of the path that every consumer takes until they buy your product. It is important to keep in mind that the same customer can take different types of paths, but they have to arrive at the same place.
No matter how much you hire an accounting consultancy , we know that a business has ups and downs, and this occurs precisely because the purchasing process is not homogeneous, that is, it is impossible to transform everything into something unique.
Each moment can be crucial in defining what the customer will actually buy, especially when dealing with businesses with the most varied types of products or services offered, such as bus rental.
Once again, let's do the exercise of putting ourselves in the shoes of consumers. It is clear that we need to carry out research on the product, stores that sell it, recommendations from people close to us, influencers and finally the choice of purchase.
Understanding this, it is necessary to define the different levels of maturity at which the customer finds themselves in relation to the decision to make the purchase. Each level is divided into a stage that stands out from the highest part of the funnel to the lowest part.
Sales funnel stages
Just as when carrying out tax consultancy it is necessary to separate several documents that prove the taxes to be paid by the company, when we talk about the funnel stages, we are thinking about the moments experienced by the client.
In this way, the sales funnel is divided into three parts: top, middle and bottom. If you are familiar with the names in English, you may have heard these ToFu ( Top of the Funnel ), MoFu ( Middle of the Funnel ) and BoFu ( Bottom of the Funnel ).
We will talk a little about each of them, and you should do the exercise of framing each stage within the reality of your company. Don't forget, our goal is to create a sales funnel for your sales strategy.
The first stage: the top of the funnel
This is the moment of learning linked to the discovery of your existence. At this stage, we will be dealing with visitors. The standard is people who have somehow reached your capture channels (websites, blogs, social networks, videos).
This audience was unaware of the existence of your company until that moment and now they have noticed that there is a purchasing opportunity, but they clearly have no idea or even the intention of carrying it out.
It's like a person who searches for business management software , but doesn't have a company, but starts consuming the content on that channel until at a certain point they decide to open their first business.
At that moment, the memory will come to the surface and it is quite possible that you will be remembered, but for this to happen, a series of actions are necessary that aim to educate and convert your leads to the point where they move on to the next stage of the funnel.
To do this, you will need to be the person who can solve these consumers’ problems. You must be able to understand and diagnose them.
The second stage: the middle of the funnel
This is the moment when leads recognize that they are experiencing the problem you have shown them and consider contacting your company to offer them a solution. Visually, this is when they start interacting with your company.
Whether it's filling out forms, sending messages, commenting on posts or other types of interactions that you make available, the interesting thing is that at this stage the lead is thinking of different ways to solve the problem.
However, he doesn't know exactly how to do this. The first option is always to try to solve it on his own, but when he sees the difficulties, he understands that buying the solution can be a good choice.
The decisive factor for whether or not a purchase is made and the time wasted in this stage are different for each segment, but the important thing is not to try to sell to them all the time.
This moment of deciding whether or not to buy is the same as when we pass by a fast food restaurant and stop. We immediately feel like buying something, but we look at the price, calculate how long it will take to get home and whether the food is ready.
Fast food is there, you decide whether to buy it or not, their actions are subtle, like having a delivery control system so that you can still order from home, if the craving doesn't pass.
Third stage: the bottom of the funnel
At this point, the customer is already convinced that they need the product, but they are not necessarily your company, despite having already consumed several pieces of content made available by you. Now, all that remains is some doubts about prices and bureaucracy.
This is the moment when contact should be made in the best possible way, after all, you need to give that little push to make the purchase. Every lead converted into a customer is a sign of the success of all the marketing strategies that have taken place up to this point.
Of course, there are maintenance tasks for these clients, which can be done with the help of an accounting consultancy , such as increasing their productive life and reducing the dropout rate.
All of these are processes external to the funnel, but important within the business context.
We can say that this would be the fourth stage of the process, after-sales, but it is not necessarily in the funnel. The idea here is to promote the consumer to a promoter of your brand, something interesting that big techs have been doing for a long time.
Benefits of the sales funnel
Now that we understand the sales funnel, we will talk about the benefits gained by integrating it into your strategy. Starting with the predictability of results.
The predictability of results is achieved by the performance of the funnel stages. If you can convert more people from the first to the second stage, it is very likely that the number of customers acquired at the end of the funnel will be positive.
In addition, it is possible to establish goals to be met in stages of greater relevance or lower productivity. If you are selling logistics software , for example, you need to convince people of the need to have it.
To achieve this, several strategies within Inbound Marketing can be used, but all of this was only possible thanks to the funnel created.
Furthermore, it will improve the optimization of your management, which will be more centralized on necessary points, as well as the way in which opportunities will be taken advantage of.
Ultimately, all this knowledge increases your response to the need to develop new products that are compatible with the needs of your target audience.
What to do at each stage
Now that we know all the important points, we will give quick tips on what can be done as concrete action in the development of each stage, this way, we can have a real idea of what is done in large companies.
At the top of the funnel, it is important to use content that is easy to read, view and listen to. Remember that this is the first contact, so blog posts are interactive, as are infographics, newsletters and podcasts.
The middle of the funnel is where you present your solution without any obvious attempt to sell. You can continue to use blog posts , but now you can offer e-books and exclusive content if they sign up for your company's channels.
At the bottom of the funnel, it is time to be the best in the market, as it is the certainty that the market will make the purchase.
Offer webinars , video demos and exclusive content, as well as unique success stories, such as selling air conditioners to large companies.
These are all relevant points to consider to improve your sales funnel strategies.
This text was originally developed by the Guia de Investimento blog team , where you can find hundreds of informative content on different segments.