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Anyone who asks what a sales funnel is must realize that the market is different when compared to a decade ago.
Information about most offers transformed the shopping habit. This gives the customer more power in their hands for decision-making.
That’s why we need to change our way of selling. We can no longer think as we used to in this process when the salesperson worked ‘forcing’ the sale of products or services.
Today we have to think from the perspective of the consumer who researches before making a purchase, in search of precise information about what they need. Thus, the sale must follow the customer’s time.
For that, we have to follow the process through which he walks until he makes the decision, these are the so-called Sales Funnel stages.
In this post, you will see with us what is a sales funnel and its steps, follow it!
Sales Funnel and its steps
What is a sales funnel and what are its steps
The Sales Funnel will show us the customer’s journey by creating awareness about your product or service. It will show us the path taken by the customer, from the moment of brand awareness, education about the product or service, approval and sharing of this experience with their network of contacts, until they make a new purchase, greatly assisting the entire customer management process.
The Sales Funnel is customizable, after all, each business has a particular journey. There is no set rule to structure this sales process, it all depends on your business model.
Only with this analysis can we advance to the next stage of structuring the product or service approach, decision-making cycle and other influencing factors, in addition to having more information to accompany designing the sales pipeline.
To find out which sales funnel steps are specific to your business, you should ask yourself some questions such as:
- What is the profile of your audience?
- Who makes the purchase decision?
- What are the influencers? ( see our post on how to do digital marketing with influencers )
- By what means do they consume content (are they on the internet, on TV)?
- Where can we find them?
With a few basic questions we were able to profile your audience and, from there, determine the steps within the sales funnel, focused on attracting and nurturing leads to transform them into potential customers.
On average, the Sales Steps are around 5 to 7. See below a basic model for you to be able to structure your Sales Funnel.
1- Prospecting or Top of the sales funnel
This is the first experience the lead will have with your company. And, as the saying goes, the first impression is what remains.
So, invest in your website, turn it into a user-friendly platform.
Now is also the time to get as much data as possible from this user. For this, there are some techniques and one of them is to invest in quality content.
Thus, in order for the prospect to receive quality and attractive content, he will leave some data on his platform (name, phone number, interest), registered in forms.
From there, the lead nurturing begins. This is the time to inspire your customer and show him that your company can really solve a problem, a “pain” he has.
The qualifying moment exists to understand if the customer is really interested in your solution.
As much information as we can gather about this prospect’s conditions to purchase your product, both in terms of need and financial resources.
To understand these needs, you can ask him directly in a phone call, meeting, contact form. Just like on social media!
Remember: now is not the time to sell, it is the right time to understand all of your prospect’s habits and needs in order to approach them in the best way possible
Now is the time for the sales team to take action. With the prospect’s background in hand, sellers are able to understand the profile of each one of them and offer exactly what is in their interest.
There are still questions for future customer. Pay attention to answering questions that may arise during this period. More than just talking about the product non-stop.
And, try to fit the product or service into exactly what your customer expects.
At this stage of the sales funnel, the customer will evaluate your proposal, compare it with the competition and reflect on the pros and cons.
You still have influence at this stage, constantly following the process without leaving the ‘heavy’ moment.
But, try to show that you are in this moment together with your prospect, helping with the decision. Offering free trials of your product or service to add value to your sale.
This is the stage of the sale in which customers usually make a counter-offer to lower the offered values.
Don’t fall into the price fight. Know the value of your expertise and what your client’s return on investment will be!
Be prepared to face price questions, but experienced sellers know that this is the time when in-depth knowledge of the service offered will ensure advances in closing the deal.
Of course, without harming the relationship built throughout this process. Go prepared for this moment, with all the possible counterpoints that can be raised.
6- Closing the deal
It’s not time to sign the contract yet! Plan and communicate your delivery, always aligning expectations between the company and the customer.
Don’t hide anything so you can close the deal. Be as transparent and clear as possible at this point.
Present deadlines, expected results, payment terms. For this, your sales team must have knowledge about contracts and payment terms.
To assist in this path taken by the lead, until the moment of closing the purchase, content marketing works with the nutrition of relevant content for your prospect.
Understand the needs and what he is looking for, so start forwarding emails, webinars, ebooks, that have appeal.
To facilitate all this work, there are ways to automate the process, such as the marketing automation platform offered by LAHAR.
Contact us and find out how to implement it in your company. Forget about separate and cluttered sheets! With LAHAR, automation generates results.
Meet the M3Corp case
The M3Corp is a company that acts as a distributor of enterprise solutions related to information security, data backup and recovery, network management, and professional officers of services represented manufacturers.
After identifying some opportunities for improvement in lead management and digital positioning, M3Corp and LAHAR started a partnership with the proposal to leverage visitor conversions and facilitate the management of new and old contacts, directly impacting the number of partners and website traffic. So far these actions have resulted in:
- Improved e-mail deliverability
- A 300% increase in the number of partners
- 3x more visitors converted into qualified leads
- 20% increase in website traffic.