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Understanding and defining a sales funnel is critical for your company to ensure greater conversion of leads into customers. So, if you want to know more about what a sales funnel is and how to apply it in your company, our content will be of great help.
That way, you understand everything you need on the subject, ensuring a higher customer conversion for your company. During the content, we will explain more about the concept, as well as its importance and the stages of a sales funnel.
want to know more about what is sales funnel and how to apply it in your company? So, just check out the content we prepared especially for you until the end.
What is a sales funnel and how does it work?
The sales funnel is nothing more than a strategic model, which shows your customer’s journey in your company. This journey is about the process, from the first customer contact to the closing a deal with your company.
It works to ensure that your company has a higher conversion of leads into customers. That is, the sales funnel works in order to guarantee a follow-up to your customer, from the first contact to the sale of a product or service.
However, for you to understand better about how it works, let’s use a normal funnel as an example. The biggest part of the funnel is where you put things, right?
And the same thing happens with a sales funnel, this is where you capture the attention of potential customers. However, these potential customers will only go to the next stage of the funnel if they are interested in the products or services your company offers.
And finally, in the lower part of the funnel, are those people who are interested and are thinking about closing a deal with you. And it is exactly these steps that we are going to talk about next.
What are the stages of the sales funnel?
The steps are: top, middle and bottom, and we will explain more about what each of them means.
funnel top
At the top of the funnel, the person has a first contact with your company. At this stage, your website visitor discovers that they have a problem or a need that needs to be addressed.
And it is through top of funnel strategies, that you can make the visitor understand that the solution may be in your products or services. Therefore, at this stage, your company needs to focus on creating content that is useful to your website visitor:
- How does your product or the services you provide work?
- What are the advantages of using your company’s services or products.
In other words, investing in content such as e-books, infographics, blog articles, etc., are a great option for attract visitor attention to your business. At this stage, it is also important to capture visitor data, such as name, age and email address.
In this way, the visitor becomes a lead, advancing to the next level of the sales funnel.
middle of funnel
In the middle of the funnel, you need to show how your company can meet the needs that your customer may have. That’s because, if the person got here, after a first contact, it’s because they are interested in knowing more about your products and services.
Therefore, it is important that the middle of funnel content show how you can help this person solve a problem or meet a need. That is, the contents of the middle of the funnel can be a spreadsheet with the expenses that the person would have with a certain product, and how your product can reduce this expense.
So, in a nutshell, these contents serve to help your lead with tips and techniques that can solve something. However, it is important that you do not try to sell something at all costs, you need to create relevant content.
For example, if you work with a smart irrigation system, you can talk about the advantages of that system. If it is interesting for the person, they will continue in contact with your company, moving on to the last step.
funnel bottom
At the bottom of the funnel we have what are known as qualified leads: a person who has all the characteristics of a potential customer. That is, it is at this stage that your sales team becomes essential, having a first direct contact with this potential customer.
A person who has reached the end-of-funnel content, which are the solutions that your company can offer, has good chances of closing a deal with your company. And that’s why a sales team contact becomes essential.
That’s because, your team will be responsible for answering any questions that the potential customer Can have. In addition, it is possible to negotiate with the client and explain how your company can propose the best solutions. And the sales funnel ends with qualified leads closing a sale and becoming your company’s customers.
What is the importance of the sales funnel?
The sales funnel is very important because it is through it that you ensure that the visitors to your website are interested in your products or services. Through this interest, you propose solutions to a problem or show how your company can help fill a need that the visitor didn’t even know they had.
Furthermore, it is applying and understanding a sales funnel that you can define if the strategies to attract new customers are really working. With this data, you can create new strategies to achieve your company’s goals.
But let’s explain a little more about the benefits for your company, helping you to better understand the subject.
The benefits of a sales funnel
There are several benefits of applying and understanding how the sales funnel works, but let’s talk a little more about each of them individually.
predictability
By observing each stage of the funnel, it is possible to identify and answer several questions that are very important for the development of your business, such as:
- At sales and marketing strategies Are they giving the expected return?
- Is the content at each stage of the funnel appealing to the target audience?
- Where in the sales funnel are leads failing to consider your company as an option?
With the answers to these questions, you can understand if your strategies are paying off. And with that, you can predict how your company will perform in the near future.
That is, you can have a more accurate forecast of your sales, which will help you when creating strategies to meet your goals.
Efficiency
Another benefit is increasing efficiency in the day to day of your business. For example, imagine that before making each sale, you need to explain everything about your product or service.
Something quite time consuming, isn’t it? However, with a sales funnel, your visitor can have a broader view of what your products and services can offer, moving through the sales funnel more efficiently.
In addition, efficiency also applies to your sales team, who don’t have to explain the same thing over and over again.
where to improve
By analyzing a sales funnel, you can also know where you need to improve, whether it is in the top, middle or bottom of the funnel strategies. This is because, by identifying these failures, it is possible to plan strategies that improve performance in each of the stages.
That is, you can identify the bottlenecks in your sales funnel, which is where people stop going to the bottom of the funnel and make the purchase. Therefore, it is very important to apply and analyze your sales funnel in order to increase your conversion of leads into customers.
How to apply the sales funnel in your company
Now you know how important the sales funnel is and the benefits of applying it to your company. Therefore, we are going to explain how you can deploy it and ensure a higher conversion.
Discover lead needs
The main objective here is to find out what your leads’ needs are. That is, understanding what are the reasons for leads to go from the top to the bottom of the sales funnel.
With this, you can also identify possible bottlenecks in your sales funnel, ensuring a better understanding of how to solve each of them.
Define the stages of the sales funnel
Once you’ve identified your leads’ needs, you need to define the three stages of your sales funnel. That way, you’ll have an easier time creating the content you need to attract your leads at each stage of the funnel.
Optimize the sales funnel
After creating your sales funnel, you also need to be aware of possible problems that could hinder the conversion of leads. Ie, the sales funnel always needs to be analyzed and optimized, in order to guarantee a greater conversion of your website visitors into customers.
Eliminate what doesn’t work
As we already mentioned above, the funnel needs to be optimized to ensure a higher conversion. So, if any strategy has not given the expected return, try something new.
And that’s exactly why you need to have the stages of your sales funnel well defined. In this way, it is possible to measure the return of each one, as well as understand which stage has the most bottlenecks where leads are no longer interested in your products or services.
Take an empathetic approach
The relationship with the customer is very important and therefore, creating a sales funnel that demonstrates empathy is very important. This is because, if the lead is looking for a specific product or service, it is to solve a particular problem or meet a need.
So, using a more friendly and empathetic approach is essential, as it shows that your company cares about the customer, not just making a sale.
Solutions that Bling offers to help you manage your business
Now you know everything you need to know about a sales funnel and how to apply a sales funnel in your company. Therefore, you also need a management system that can help you make your business a lot easier, and with that Bling can help you.
As blingyou will have a series of tools that will help you to manage your business, such as inventory control, financial control, launching invoices and much more.
That is, you will be able to focus on creating your sales funnel and convert more leads into customers and enlist the help of Bling to keep everything in order. To help you understand more about the solutions Bling offers, we’ve created a coupon especially for you.
with our coupon #locaweb you guarantee three months free to test the features of Bling to run your business. In this way, you will be able to focus on producing and selling more, ensuring much more practicality in your company’s day-to-day activities.
So, all you need to do now is put everything you learned about the sales funnel into practice and have a complete management system to help you.
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