Probably you are curious what the hack sales funnel is and what are the main sales funnel stages. I am here to clarify this for you.
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What is a sales funnel?
Sales funnel is a figurative phrase in marketing that reflects the consumer’s path from the first contact with the product to the purchase. The funnel is named so because the number of users involved in it is gradually decreasing. A large number of users get into it, but a small percentage of them pass through the neck.
The number of sales funnels stages, as well as their content, may vary, depending on the application.
Here is a brief classic structure of a funnel:
The sequence differs in different sources – depending on the definitions of each concept.
So, the lead can be the first contact, which leads to the following stages: awareness, interest, purchase. Either the lead is the penultimate stage before the purchase, the user who needs to be pushed to the final decision. Then Suspect is any potential customer, and Prospect is Suspect, which somehow showed interest in the product (for example, subscribed to news, searched the site, etc.). Customer, respectively, is the consumer who purchased the product.
Main sales funnel stages:
This chain goes beyond the sale phase. Here at the final stages, the client is not only ready to make purchases again but also to share information about the favorite product, to become a participant in its promotion.
Whichever of the funnel structures we choose, it is important to understand one thing – this is the process of turning an “uninterested” user into a loyal customer.
Internet sales funnel
Considering the sales funnel in digital marketing, let’s look at how commercial sites implement this process.
Often a business tries to convert a visitor into a buyer right away, in one step. But instead, it’s better to think about how to gradually move the consumer through the funnel with the help of a “series” of conversions: from “cold” contact to brand awareness, from awareness to engagement, purchase, and advocacy.
Let’s look at each stage of the funnel in more detail and with it the marketing techniques that lead to the sales increase.
Main sales funnel stages
Funnel Stage 1: Attracting the Audience
Consumers won’t buy from you if they don’t know you exist and if they don’t trust you.
Therefore, it is necessary to create a name for your brand, consolidate it as an industry leader.
Where to get traffic from?
You can inform the consumer about your products, as well as touch on topics that are indirectly related to your business through a blog. For example, if you are offering sports equipment, you can have a blog about exercises and active lifestyle. Read here how to create a blog easily under 15 minutes.
Regular publication of articles will help to attract traffic to your website from search engines and social media accounts. A blog is one of the most powerful tools for lead generation as you attract consumers on the stage of the interest, where competition is low.
Consumers turn to social networks in search of reviews and recommendations. They expect that the business is available for questions on Facebook. Sometimes the video instruction on Youtube helps to answer most common questions. A photo review on Instagram reveals the life of the company from the inside, allows you to bring a potential client closer to the brand.
All these tools increase trust in the company. In addition, social signals (likes, reposts, etc.) indirectly affect the ranking in search engines.
Often SEO and growing social media take lots of time and effort. So at the beginning business should invest in PPC (pay-per-click) advertising. The most popular places to buy ads is Facebook, Google Adwords, YouTube or Udimi.
The traffic will lead to landing pages, which you can easily create with Getresponse.
Funnel Stage 2: Visitor Involvement
As soon as the user gets acquainted with your business, proceed to the second stage of building the sales funnel. Encourage him to perform simple actions on the site before he makes a purchase decision. For example, use a lead magnet to engage the user. Offer something useful (like discount or ebook) in exchange for an email address or phone number.
Funnel Stage 3: product selection, decision-making stage
So, you have drawn attention to your product, created channels of communication with the consumer. Now what?
The next stage of the sales funnel is to educate the consumer about your product or service. Users have questions and your task is to answer them.
The ultimate goal of this phase is to assess the prospects for interaction. You help the potential customer to understand whether your product is suitable for him or not. At the same time, you want to know if the user is right for you.
What methods will help here?
- Email newsletter. If you have collected a sufficient number of email addresses on the site and created a database, you can start building a dialogue via email. Send educational articles and answer the most common questions. Also, email-marketing is suitable for sending commercial offers, prices, documents, presentations, etc. I can recommend using GetResponse workflows to create highly efficient email marketing campaigns.
- Messengers. You can grab a phone number or messenger details of the person and do the same thing mentioned above via chatbot.
In addition to these channels, you can also use social networks, SMS, retargeting and all available methods to return the target audience to the site. But it is important to combine the channels so that they complement each other, work for different goals and consumer segments.
At this stage of the sales funnel, you study your audience and offer the consumer information that will help him in making a purchase decision.
To analyze and work with potential clients, a business often uses CRM systems (Customer Relationship Management). This software, which is designed to save data about customers, transaction history, improve business processes. Here you can track the effectiveness of each step through the sales funnel. Unlike miscalculations and excel spreadsheets, CRM processes are more intuitive, and data collection to evaluate conversion at different stages of the sales funnel is automated.
Funnel stage 4: Purchase
On average, you should offer the product 7 times before the consumer is ready to buy! Therefore, give a potential client a clear opportunity to make a purchase and do it more often.
- For e-commerce, it is important to offer products consistently at each stage of visiting the pages of the site. Do not expect that the customer will be surfing through your website, hoping to find some great products. Use personalized ‘recommended products’ widgets. Simplify the lives of visitors. Make their way to the purchase of goods as simple as possible by optimizing the process of ordering. Moreover, give easy access to online chat to quickly resolve issues.
- Do not forget about cross-sell and up-sell.
- Choose the best time for newsletters. A timely message about a sale or promotional offer often leads to a quick purchase. This is especially true when changing seasons, before holidays or important dates (for example, 4th of July).
- Highlight those users who have already completed all the planned sales funnel steps, but have not yet made a purchase. Develop your system of markers and signals for this through the CRM-system, using tags on the site. For example, with GetResponse you can automatically send abandoned cart emails.
- Keep track of reviews and questions about your product on social networks and forums. Often, a potential client needs to verify the quality of the product in order to make a purchase decision. Answer questions and feedback. This will increase your credibility and lead the client to the final decision.
Sales funnel strategy
So, the general strategy of phased movement through the sales funnel can be reduced to five main stages:
- Attract users who are not familiar with your business.
- Involve visitors who already know about the existence of the product
- Provide information for those interested in purchasing
- Convert interested users to buyers
- Re-engage those who have already become a client
How to build a sales funnel
Get a Getresponse account for free for 30-day and follow the video guide below, which will guide you through all the funnel stages and how to implement them.