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Sales Funnels – The Secret to Attracting and Nurturing Quality Leads
The sales funnel is a marketing tool that helps you filter out bad leads early and focus your energy on the ones most likely to purchase from your business. With this process, you can save time and money that might otherwise be wasted chasing after unqualified prospects. It also allows you and your team to optimize your lead- nurturing tactics, making them more effective at converting potential customers into actual buyers.A sales funnel consists of several stages that your targeted customers pass through as they move down the funnel. The four most common are Awareness, Interest, Desire and Action, and you can use content marketing to nurture your audience in each of these stages.For example, a prospective customer for an e-commerce website might start their journey by coming across your site through a Google search result, social media post or advert. Once they’re on your website, they should be given the opportunity to sign up for your email newsletter, which will turn them into a qualified lead. You can then send them emails and other marketing materials that are aligned with their specific buying persona and stage in the funnel.If the prospective customer is in the Awareness stage, they will need content that is curated to help them understand more about your product and its benefits. This could be through blog posts, infographics or landing pages that address their pain points and compel them to take action. Those in the Interest stage will require more detailed information about your product and may need to interact directly with a support team, through live chat or phone, for example. This is where success stories and case studies come in handy, as well as providing a product overview and demos to compel them to action.The final stage of the sales funnel, where your prospective customer is ready to buy, will require you to provide a proposal and service trial or demo to seal the deal. Providing a good customer experience at this point is essential to building loyalty, encouraging repeat business and creating brand advocates.Businesses that sell services, such as IT management, law firms, accounting, marketing agencies and more, have their own version of a sales funnel that is slightly different from the B2C and B2B sales models. These types of businesses often have additional bottom of the funnel stages that are focused on building client relationships and establishing repeat business.Creating and optimizing your sales funnel takes time, but it is vital to your business’s long-term success. Once you have a solid sales process in place, you can start to see an increase in your sales and growth, and you’ll be able to keep your team on track by providing them with clear goals and processes.
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