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Sales Funnels - Today's leads are tomorrow's buyers
“To attract your prospects further down the tunnel, there are numerous marketing options to consider.”
The Sales Funnel is a powerful and easy to visualise way to view your company's marketing campaign and processes. It is also one of the most important topics when considering doing business online.
The sales funnel principle and concepts can be applied to whatever medium you are looking to use in your quest to run a successful online business.
So, what is a sales funnel?
The funnel is your database. At the top of the funnel you have 'unqualified prospects' - the people who you think might need your product or service. At the bottom of the funnel at the nozzle- many sales and delivery steps later- you have people who have received delivery of your product or service and have paid for it. Those in the middle are slowly making their way through your funnel, and through your sales process. To put it simply, many prospects enter at the top while only a few continue down to the bottom to salesville.
Therefore, to make money, you need to attract as many prospects as possible. You want your customers flowing through the system to really amp up your profits.
Of course, nothing is as simple as that. In order to draw the customers through to the bottom you can't spend all your money attracting them to your website, otherwise once they are there you won't have anything left to help sell your product or service and move your prospects through your funnel.
Filling your funnel
Let our cups runneth over. You may already have set-up a fancy new website or landing page. You've cleverly included a newsletter sign up, free e-book or some type of attractive offer that will encourage visitors to access your offer. And you've started to gather your prospects information and 'funnel' these fresh new leads directly into your database.
Moving Down the Funnel
As we have mentioned previously, it takes more than one email to build a relationship.
To attract your prospects further down the tunnel, there are numerous marketing options to consider.
We have run a number of campaigns that have helped clients move their leads successfully down the sales funnel. These have included offering online surveys or needs analysis workshops and consultations, a free product trial (both physical or electronic depending on their products), webinars, free e-book downloads and white papers, online courses (such as this one). The list goes on.
The one thing we do stress to clients is to provide great offers, whether it's through the content or the product. People are wary of online marketing and if you're not offering something of value to your prospects then it will be a waste of your time and money.
Funnels in action
As an example, one of our ongoing clients, Bluefreight, enlisted our help to write and market a 30 page e-book on importing into Australia which included a dedicated squeeze page. Within a few months the page has enjoyed over a fifty per cent conversion rate. Additionally, the client is able to follow up with all enquiries by phone ensuring their sales directly increase as a result of the e-book.
This proven strategy means that not only are you introducing your products, your brand and your expertise, you are also building a strong customer relationship while introducing your potential clients on your products and services. This is all part of a longer term strategy and while it requires a little forethought and planning, the long term effects have seen our clients sales and enquiries skyrocket.
Of course, all of this is being done through automation. And while your funnel slowly shifts people down through the levels, you can concentrate on filling your funnel by attracting traffic to your website.
Want to discuss ways to fill your sales funnel or wish to set up an automated system that will free up your time? Give us a buzz at Indietech. We know our stuff and would be happy to offer some advice.
*image from Infusionsoft.