Last updated on Monday, February 19, 2018
A sales funnel is the way to capture sales prospects and move them from your product awareness to interest, desire, and ultimately sales. Here’s how to create a sales funnel to drive sales for your business.
Creating a sales funnel is one of the most important things you need to do as a business owner and, unfortunately, one of the things that many small business owners overlook.
If you are unfamiliar with this term, a sales funnel is a business plan for the main perspectives from the « I don’t know you » stage to the « let’s do business » stage. It doesn’t just happen You need to figure out how to identify prospects, qualify them and then drive them to the sale.
Think about the shape of a sales funnel. It is wide at one end and narrow at the other. The wide end « catches » the liquid it pours into it and then gravity pulls that liquid through the narrow end, leaving behind the residues of unqualified particles. This is a crude analogy, but it helps us understand the sales process a little more clearly.
Here’s how to set up a sales funnel to drive sales for your business:
Step 1: Identify your prospects
The first step in the sales process is to identify the prospects. The goal is to drive stakeholders to the wide end of your sales funnel so that you can qualify them as good prospects or identify them as « unwanted waste. »
First of all, start by defining your ideal client. It helps if he draws a sketch.
Create a questionnaire that identifies the problems that the ideal customer has. For example, if you run a flower shop, you may have a questionnaire that looks like this:
- Do I know someone who’s getting married?
- Has anyone they met recently died?
- Are you romantically involved with anyone right now?
- Are you allergic to certain types of flowers?
You will need to come up with your own list of skill questions. You will not share this questionnaire with anyone; it’s just for the benefit of your planning. The goal here is to discover the needs and desires of your ideal customer. Some people buy flowers for weddings, so you may want to identify people who are getting married or know someone who is getting married.
Chances are that your business has many different types of customers or ideal prospects. You will need to identify them all.
Step 2: Qualify your prospects
Just because a person fits your ideal customer demographic does not mean that they are necessarily an ideal customer. Maybe Bob and Jane are planning a wedding, but they don’t care about flower arrangements. It certainly wouldn’t be in your range of perspectives if that’s the case.
Therefore, you will need a way to qualify your potentials after you have identified them and led them into your sales funnel.
The qualification prospects are not difficult. You can take surveys or take surveys, start conversations and get people to talk so that they can reveal their needs and desires, or you can create a product that attracts the ideal customer and then promotes it to the right audience. Those who qualify will bite while those who do not will.
Step 3: Apply the fundamentals of the sales channel
Your sales funnel consists of the means you use to drive potential and potential customers to your business and to close the sale. Online, you may have a blog that you write every day. You promote your blog on social networks to draw attention to your business. Once you receive prospects on your blog, you attract them with an offer to get their email addresses. Then send regular emails to those potential interested in a product you want to buy.
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Some marketers go so far as to segment their prospects. They can then market specific products in those segments.
Another way to do this is to sell something that is easily affordable, say a $ 10 or $ 20 product. Then you have a list of confirmed buyers. Then offer a product or service at a higher price and send a notification to your confirmed buyers to see who knows what offer. You drive your perspectives deeper into the funnel.
Step 4: Establish your sales channel
The best way to set up your sales funnel is to plan it back. If, for example, you have a $ 100 product, you need to find people who want to make that kind of money for the benefits you offer. But very few people will take part in this kind of money if they do not know that they can trust you. So you need to slowly build trust.
This means that you have to offer a product at a lower price. You will have to create that product, but what needs to happen before you do that?
Go through the sales process back. At every step in the process, ask yourself, « What is my potential to do before I have enough confidence to take this action? » Then ask yourself, « What do I need to do to lead my perspective on this decision? »
A typical return plan for a sales process looks like this:
- Emblematic product
- Intermediate product
- Product introduction
- Free teaser
- Email registration campaign
- Blog conversation
- Social media interaction
Offline, it might look more like this:
- Purchase of premium products
- Offer with discount or purchase of an item
- First time in the store / showcase
- Receive the monthly brochure
- Get on your email list
- Check the website
- Meet at the networking event
The key is to understand what your customer wants and what you need to do to deliver these benefits. To get to the initial stage of the sales process, you need to think back to where you want your customer to end up. This is how you create your sales funnel.
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