In order for you to build a successful sales funnel you need to actually know what one is . When you think about your target audience you often think about their age, gender, status, and even buying behaviors. But let’s take it one step further and discuss the actual process of a purchase. No matter what type of purchase the process is basically the same. You yourself go through this process without even knowing it and the sooner you master each step the easier you will be able to identify with your prospects. The steps are as follows:
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How can you solve something if you didn’t know it existed? A person must recognize that they have a problem that needs to be solved or a need that needs to be met. Some of these solutions can be easily identified and some might take a bit more planning, research, or even a professional. That’s why its important that you who is providing the product or service needs to identify the prospects problem and have sound solutions
Ex: Easy identified problem -The tire of your vehicle keeps slow leaking. You either need to get a foreign object removed or you need a new one. A more difficult problem to identify is one of your client have a beautifully designed website , great product, or service but still no lead generation. Its your job to provide solutions of search engine optimizations, lead generation tactics, crm software,etc.
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Once we’ve recognized that a problem exists we will naturally search for information on how to solve the problem. It can be something simple as being hungry and search online restaurant near me or a more involved purchased searching for a good plumber. In that process you may look for reviews, reputable companies with a website, or maybe its price driven.
Either way you who are providing the product or service need to ensure that you are being seen. According to Pardon, around 70% of buyers search at least 2-3 times during the search process to one see if they can independently find a solutions and execute by themselves.And to find relative businesses to provide the solution if they can not achieve by themselves. Here you can make sure your business info is readily available on online directories, google, yelp, yahoo, etc . Have valuable content all over the web so when they do a keyword search guess what they stumble upon your content!
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This stage might overlap or occur concurrently with stage 2. Once research is complete we evaluate the better options. The more involved and costly a purchase is the more thought will go into choosing a particular company to go with. If you are purchasing vegetables it may be simple as choosing 1 of 2 grocery store. Whereas if you are purchasing a costly monthly subscription to streamline your business that will be a longer decision process.
You as the service provider can take this leverage and create content that is non-promotional and less used car sales like. Instead create valuable content that educates your prospect in your niche. For example if you are a web designer make blogs about how to generate more leads, how to connect with your customer, how to stand out from your competitor, etc. This will give the prospect a chance to get to know you and see your work at the same time. In the process they will first think of your company since you are so knowledgeable in the area they need help with.
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In this process they have identified the problem, done their research , and have ultimately decided what company is best for them. (Which should be you) and are at the point where they are taking out their cash or card to purchase. Content and social proof will make them confident at this point in their purchase.
And This is where you will provide all of that for them without have to cold call them or them having to ask several questions to know what you have to offer.
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Its very important to know that the process is not over after the money hits your account. You have to treat every prospect turned customer not as a one time transaction but as a long term relationship. Greeting the customer with a smooth and easy onboarding process, with personal attention, and resources to guide them after the purchase they can leave satisfied knowing they made the right decision. This will lead to positive feedback for you and word of mouth sales as well. Some great ways to create resources for customers can be Frequently Asked Questions (FAQ’s), online guides, chatbots, maybe 1 year support, etc.
Now that you have this information use it wisely and use it everytime!