A sales funnel is the path that the consumer follows from the moment he draws his attention to your offer until the time of purchase.
Correctly building a sales funnel, introducing it into CRM is the key to a multiple increase in profits.
A sales crow will be effective only when a qualitative analysis of the target audience is carried out, the strengths and weaknesses of the product and the brand as a whole are identified, a unique proposal is formulated.
We’ll mention 7 key points to consider when developing a sales funnel.
1 step. Create high-quality USP
USP is your unique difference from another company or other products by which a client can distinguish you and say: “Wow, this is the offer!”. It is necessary to show him the strengths of your proposal, convey its value, to indicate uniqueness.
The more specific the proposal, the better. That is, instead of the “best prices”, it is worth using fixed discounts, a guarantee of the best price (a refund if the client finds a similar product cheaper), a loyalty program and the like. The same applies to the properties of a product or service - tell us why your offer is unique.
2 step. Get cold customers
It is necessary to think over ways, ways of getting "cold" contacts. It can be telephone sales tools or applications from the site, etc. Already at this stage it is worth segmenting your audience.
3 step. Generate interest
How are you going to arouse interest in a cold customer in your product? How do you point out his strengths? The solution to this problem rests on the quality of the “cold” base and USP.
If the wording is correct from the point of view of marketing, a unique selling proposition in itself is capable of generating interest in the product. In other cases, you can and should use free products, implement PR and marketing tools.
Step 4. Work out the objections
It is necessary to identify the most common objections (poor quality, inadequate cost, the difficult process of obtaining a service). Next, we find a convincing answer to each client’s failure.
It is often recommended to use unobtrusive, accurate beliefs, aggressive marketing should be used with extreme caution.
Step 5. Close the deal
The stage that determines the complete conversion of the sales funnel. Here it is worth betting on the USP and the quality of the work of managers. It also makes sense to consider the possibility of working off lost customers - the easiest way is to return them to web pages using special services.
If a potential buyer went into, say, your online store, put things in a basket and for some reason did not complete the purchase, then you can remind him of the offer and motivate him with an additional discount by e-mail or by displaying an advertisement during retargeting.
Step 6. Analytics
You need to constantly analyze the effectiveness of your sales funnel. You can determine the stages where you get the most failures and adjust them. It is necessary to identify the causes of dissatisfaction with the target audience, work to increase competitive advantages, and change the components of USP.
Step 7. Increase Conversion
Conversion increases when converting potential customers into real buyers and customers. It is necessary to develop tools for effective interaction and methods of persuasion.
Example: in online stores, promotions can help increase conversions, free delivery, affordable chat with an online consultant, personalization, support for transactions.