If you’ve ever seen the movie Glengarry Glen Ross, then you know how important a strong lead is to a sales team. In the movie, the salesmen are all trying to hit their sales figures with weak leads and waiting for the better leads to come in.
Needless to say, they were not having much success with those weak leads.
If you want to give your sales team the best shot at growing the revenue of your company then you need to provide them with strong, warm leads. The best way to do that is with a powerful sales funnel.
The funnel is the way to get people into the sales journey starting with your landing page all the way down to the conversion into a loyal customer. According to conversioncode.net a revamped and optimized funnel is a surefire way to make sure that your leads become customers.
In this article, I will go over several tips towards building an effective sales funnel.
1 – Quality not quantity
The more, the merrier, right? Well, not always. Getting people into your funnel is going to cost you money so you want the right people to come to your offer. Many marketers will focus on getting as many people over to the funnel and then try to sort them out later on.
This is inefficient and wastes time and resources. You want people coming to the beginning of the funnel who are more likely to end up as customers. The trick is to create interest in those that are most likely to respond.
There are a few ways to go about this, but the most effective way is to make sure that you are appealing to people that need help in solving a problem and that you are going to be the one to solve it. If you start out by actually trying to solve a problem then you are going to have more success. And if you do succeed in doing so, you will create a legion of fans that will also send you referrals.
Analyse your solution and try to break it down into digestible bites. This will be the genesis of your campaign. Having different angles to present to your audience will attract the people in different ways to be most effective.
Your social media presence will be the first contact that many people have with your brand so it is at this point that you want to attract the right people and not every person.
2 – Create content for each phase of the funnel
Each part of the funnels represents a lead at a different position in their buyer journey. Which means that you have to have content crafted for each phase that will resonate. If you’ve ever complained about a salesman putting the hard sell on you, then this is an indication that they were using the wrong verbiage at the wrong point in your journey. You weren’t ready to buy so you felt the pressure before you were in the latter phases of the journey.
You can avoid turning leads off by using the language that they need to hear at each point. In the early phases, the content should be about helping them understand what it is that they actually need to solve their problem.
As they get further into the funnel, they are getting closer to taking action so they may need a nudge in that direction. Give them content that helps them start making decisions. It can be a limited time offer or something similar.
3 – Use the data
At every stage of your funnel there is data being collected. For acquisition rates, to open rates for your emails to conversion rates for your offer. Use this data to get an idea of what is working and what isn’t.
During the process you should do as much A/B testing as possible to add to the level of detail the data can provide. Have a couple of landing pages based on where the visitor is coming from. Have one page for Facebook acquisitions and another for Pinterest, for example.
Your emails should also be segmented according to what brought them to your funnel, so have different templates for each type of subscriber.
All of this information will help you identify the areas that aren’t working and need to be better optimized. The testing process is ongoing and should be used at all times.