It is important to start from where you are and look at Sales funnel basics.
Driving traffic to your content needs a strategy with framework, a plan, intention, and a clear congruent message… so that every part of it is so packed with bits and bytes of value to consider.
Essentially, you always want to tweak for your sales funnels to deliver a specific purpose, but before we cover the mindset details, you’ll first want to understand the basics of the sales funnel. So, lets begin.
What is a Sales Funnel?
Basically, a sales funnel is a marketing system that can be automated. It is the “ideal” process you would intend your prospects to experience as they go from prospect to lead to team member or customer/repeat buyer.
Sales funnels have been around significantly longer than online marketing. The online world increases reach of sales funnels because of the increasing number of people spending time searching. Websites and email marketing also make sales funnels easier to build.
Sales Funnel Basics:
A Breakdown of Terms
A lead: Someone who becomes aware of you or your company, someone who you decide to pursue for a sale, even if they don’t know about you or 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.
This would be a “Target Audience”
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 other words… people who are more likely to be interested in and potentially buy your product, or service.
A Prospect: is a term that’s used differently based on the company. In many cases, it is used interchangeably with qualified lead, but typically, a prospect is someone who has had some kind of contact with you or your company and they are still interested. All prospects are leads, but not all leads are prospects.
Next, …we all know what customers are! These are people who have made a decision and a purchase. You can further separate out people who have made just one purchase and people who have made several purchases, or repeat customers.
All of these people fit into your sales funnel!
Watch this short video below that explains the flow of Sales Funnel Basics
The sales funnel works the same as a basic funnel…. they help you avoid “spilling” (or losing) potential customers.
The idea of using a basic funnel as a metaphor for Sales & Marketing processes in business really stems from the classic Marketing concept, AIDA. Attention, Interest, Desire, Action. These 4 words simplify how you build customer relationships, and they also describe lots of other things.
For Example: How to structure a really good sales letter or sales pitch.
Attention: Grab Attention with copy, words … or a “lead magnet”
Interest: Peak their Interest with value based content, obtain their email through a capture page
Desire: Convert their interest into Desire by composing value and facts about the product, opportunity or service embedded in stories onto a landing page, sales page or even with videos and follow up emails (automatically delivered as you set them up, because they are now on your list)
Action: Action … sale, opportunity joined or service requested
This very basic description of the sales funnel will help expose the concept of the Basic Sales Funnel. Be sure to watch the video above … for some expansion.
Through traffic… leads are collected into the top, or beginning of the funnel. Through content you present either through email, articles, blog posts or video… a percentage of those leads become interested. That is when they are ‘converted’ to prospects.
Key: the more qualified, or correct targeted audience your initial leads are… will have a direct influence on the percentage that convert to prospects.
A percentage of the prospects will then convert into customers or clients.
Key: the more targeted and qualified your initial leads were, the higher number of prospects converted, therefore the higher percentage of prospects will convert to customers or client.
Each piece of the funnel has a direct affect or relationship with the next!
Therefore: when working on your sales funnel, you want to have two goals:
- Find more good leads, to funnel a larger number of people into the process
- Increase the percentage of people who move one level to the next down the pipeline
Both are important if your goal is to sell more–and who wouldn’t love that!
That capture page we keep on mentioning… gives two results, firstly it pushes the audience to the sales page where they are going to view the products offered, more information, possibly video and meanwhile the information that they had provided goes to an automated responder.
The automated responder such as Aweber,
…. is functional to process preloaded emails and sends them to those who subscribe at scheduled time. The first email should be sent immediately, and then on following seven days or more. There are several things which you can share through these emails whether there are news, offers, broadcasts, success stories, tweaks and so on.
Then there are videos which are considered as the most powerful tool. Making videos with intention of getting traffic or to introduce your product to the people will give you multidimensional benefits. These can get you traffic, can introduce your product to the audience more effectively and also can drive traffic directly to the sales page by the link given in video description.
All that scenario needs a lot more detail which we will be discussing in upcoming posts.
Most importantly…. nurture your prospects. Creating a solid business, long term customers and a solid foundation requires care, planning, intention, purpose and passion. Nurture the prospects…. each lead/email has a person on the other side. Build a relationship with them, offer them value. Convert from lead through prospect to client or customer via content. The content is the most critical ingredient of your sales funnel.
Your feedback is welcom! Connect with me should you have any immediate questions about sales funnel basics.
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This has been a very simplified introduction of the sales funnel. Plus a look at the general sales process and how this fits into the sales funnel. Next we will shift into more depth: Relationship Building.