This is how to Increase your sales with the right Sales Funnel.
Every business sells something.
With or without their knowledge they all have a process in place to handle their sales. A sales cycle usually begin from generating lead to the make them a buying customer.
However, for most business this sales process just happens. That is, rarely this process is intentional. These processes are usually evolved over a period of time through trial and error method.
Many businesses during the business planning stage may develop a procedure to handle marketing through to sales. But as business get started and go through various marketing opportunities, customer objections and suggestions may shape this sales process to address those issues.
Within a short time, the early stage of the sales process or sales funnel will become no longer applicable.
So a business should always spend time to go through the sales process every 6 to 12 months. If you come across new challenges and opportunities, you should fine tune the process to address those.
How will you optimise your sales funnel?
Every business has a different procedure when it comes to sales. However, if you look closely they all go through the same 4 stages, Attention, Interest, Decision, Action or more commonly known as AIDA.
We will try to identify what information is need in each stage of A I D A for someone to move from one state to the next one.
For this purpose we can look at an online business.
A – Attention
Here the aim is to get your audience’s attention so they look at you.
But how is this done?
You grab peoples attention by publishing relevant articles and videos on your blog, by paid advertisements, SEO etc.
Once people are aware and know what you are offering we will move into the next stage, “Interest”
I – Interest
At this stage, your goal is to create trust and interest in your product.
You can do this in a number of ways.
You continue publishing articles on your blog, send out a series of emails or newsletters, conduct webinars; these are all ways to earn their trust and interest.
You should not try to do self promotion during this time.
D – Desire
This usually takes more time and resources.
Here you have to generate the desire to own your product and encourage your prospects to move towards the action phase.
You can work with the prospects by providing white papers, case studies or buyers guide for something to think about before they finally decide to take action or make a purchase.
A – Action
This is the result stage. This is where the conversion takes place and your business is rewarded with money.
You can use case studies, testimonials and comparative studies here. At this time you should change their mindset from “Should I choose this” to “Which one should I choose”
How to use these steps to improve our business?
Now that we looked at the different phases of a Sales Funnel, we will see how we can use this to improve our sales process.
Taking the above four stages as a guideline, you make a note of how you are handling similar stages in your own business.
List the various efforts and techniques you use at each stage of your sales funnel.
Be honest here. Don’t just list what is effective; include the ineffective ones too. As you work to improve your sales process, you can think of making these effective.
Now go through the list, do a brain storming. Is there any way we can improve a process?
Is your marketing efforts in a particular stage is effective so that the prospects at that stage will share the information you need or make the decision the way you are expecting from them?
Is your efforts are contributing to building up in the prospect’s or customer’s mind that you are worth their time?
Are you focusing too much on one stage and not enough on another?
Are you losing people at various stages because you’re working for the wrong information?
Once you’ve done that, you will see what’s working and what isn’t.
If you have sales staff, ask them what they most frequently use in their sales efforts. It’s likely that they will identify the top 20% of your sales funnel content as the most useful… and most frequently used.
Next, write out what information you need from someone signalling that they are ready to move to the next stage in the sales process. (For suspects-to-prospects it might be their email, phone number, a home address, etc. For prospects-to-customers it might be their purchase order number).
Then, list all of the various efforts, documents and techniques you use at each stage.
Don’t immediately throw away the stuff that isn’t working. You might decide to do that but first consider whether it can be made more effective with some modifications. Perhaps moving it somewhere else in the funnel or repurposing it so it asks the right questions is all you need to turn it into a more valuable asset.
Identify metrics around each of your marketing techniques as they relate to that stage of the funnel (instead of their impact on the larger business picture, which is how businesses often use metrics).
You should consider your sales funnel as a strategic business tool that you can strengthen to create more sales. isn’t just something that happens.
The AIDA model sales funnel should be used as the basis for structuring the sales process of your business.
This helps you better target a client based on the client’s position in the funnel.
You should seek different sales objectives for your suspects, prospects and customers based on the nature of your business.
The information from each stage of the sales allows your business to define an overview of your business’s sales process and deliver a better sales forecasts.