Salespeople do their absolute best when selling products and services. However, extreme sales efforts alone is not enough, getting other bits and crumbs right is also essential. Using sales funnels to increase sales is an amazing way to go about it. First, you need to know what sales funnels are to see if they work or not, and over the course of this piece, we will cover that and beyond. Let’s get started.
What Are The Sales Funnels?
You probably have seen a funnel. It’s the shape of the funnel that is important for you right now. In fact, funnels have a wider top which slowly narrows down to the bottom. You can associate this shape with the number of prospects, and finally customers in a business.
Sales funnel is a funnel where businesses pump a ton of prospects and convert some of them into paying customers. Let’s take a deeper look at this:
From a marketer’s view – a sales funnel is a funnel with three levels, each requiring different activities and attention. If you can properly cater to the needs of each level– you may end up with an increase in sales. So, let’s get to know the levels and the activities that make them.
The Steps in the Sales Funnel: How They Can Help
1. The Top of the Funnel
This is the level of the funnel where you attract the highest number of prospects. If it is an online business or service in question – the top of the funnel includes your websites and advertisements. The question arises – what do prospects do at this level and how do you address them?
You choose your target market: This is the phase where you select the group you want to serve. Your products and services are not for everyone and when you put specific attention on a group with certain characteristics – you understand better about how to reach them.
You form a website that stirs up their interest: No matter which type of product or service you sell – you have to make people aware about it. Thus, your website should tell them both – what they need to know and what they want to hear. Now – the broad group you target – most people don’t even need your product right now. They just need more information.
And, that is exactly what you provide them at this phase. You earn their trust. You provide valuable content to grab their attention. So later on, when the need springs up, they come to the person they know and trust – YOU.
You Reach Far and Wide: As you already know, this phase consists of the widest part of the funnel. The more prospects you reach in this phase, the more you can convert to customers. Thus, you reach far and wide – but only where your target market is. If you’re targeting the Millennial – you have to post ads on social media, YouTube, and so forth.
On the other hand, if it is a building you are selling or just working real estate, newspaper and TV ads should be your prime focus. As you can see, in order to even reach more people, you will need to understand them first – what they use and what appeals to them.
The top of the funnel helps you focus on these complex decisions. It works on the surface level focusing on the volume.
2. The Middle of the Funnel
At this phase, you have your prospect’s interest and attention. They’re trying to learn about you. You are trying to know them and provide what they want. The number of prospects here are much smaller than the first phase of the funnel – they’re stuck between leaving you or purchasing from you.
What you do here and how the prospects react in this case are both important. Let’s find out what actually happens here:
You provide more detailed information: This includes the deeper pages on your site. As we all know, the first phase of the funnel enjoyed content from you – the surface-level relationship, understandable for everyone. But people willing to do business with you will go further.
They will research on niche topics and you’ve to provide them that content. While surface-level content attracts people in general, the niche content will attract the truly valuable and interested ones. They will test your knowledge and thoughts before getting close and doing business with you.
You ask for Information: Many prospects at this level may just want to know you better. They’re simply making sure they don’t suffer any loss. And that’s why you need to ask for their information – to treat them better.
For this reason, this phase consists of websites asking for an email address, to fill up a form, and so forth. If it’s a store – you can ask for their phone number as well.
Using this information, you can let them know about all the valuable and latest offers. This also lets you do research and conduct surveys. In a nutshell – you both are knowing each other better.
3. The Bottom of the Funnel
This is the narrower bunch of prospects who actually buy your product and service. Now – why should they have a dedicated set of activities? You’ve already made them purchase from you, haven’t you? The answer? Repeat sales.
People who purchased your product or service once, are likely to need it again. And it is on you to make sure they come when the need arises. This way, you convert your first time customers into loyal ones. Here are the exact steps on doing that:
Communicate: You have their email address and other information. So, you can give update them about similar products, different brands, best deals, and such. This way, it won’t be easy for your customer to forget purchasing from you. Simply put – don’t be a mobile shop on the highway that nobody remembers.
Up-sell and Cross-sell: You can suggest customers bigger sizes, different colors, and so forth. You could also preach products they can use with alongside the previous purchases. You can even offer a reasonably priced bundle, and increase your sale through the same customer.
Why Does It Work?
All that said, the question arises – does this genuinely work? The answer? Absolutely. Here’s why:
It’s a marketing strategy: If you look closely, the sales funnels itself is part of the marketing strategy. In fact, it lies at the bottom of the marketing funnel. So if you get it right, your marketing strategies are already successful. It is very similar to the result of the marketing funnel.
The Sequence: If you break the sequence, it won’t be a sale ‘funnel’ anymore and everything will go astray. See it this way – if you ask for email or credit card information from a completely random visitor, would they agree to it? Of course not. Chances are, they’ll hit the back button immediately.
In the beginning, nobody wants to put in lots of hours. Again, if you show the surface-level knowledge to prospects looking seriously, you won’t attract them. They need to know more and they need to communicate – and you must make the first move for them.
Out of all the funnels, sales funnel is considered the most crucial. Here, you’ve already got the attention, you need action from the other end. And often, that turns out to be excruciatingly hard.
Sales funnels genuinely work – but only if you do it right, which turns out really hard. You have to pay close attention to each level and cater to their needs. Only then, you can expect responses from your prospects. At the end of the day, all this boils down to business, and you get what you worked for.