Sales Funnel is a way to divide the customer’s journey to purchase. It starts from the awareness stage when it recognizes the product or service for the first time and ends at the purchase stage when it executes its decision to pay for the product or service. Often, the journey continues to follow the customer after purchase to retain their loyalty and repeat the purchase.
Marketing strategies begin to suppress sales by attracting visits to the website, and ways to communicate with customers constantly become more personalized within the funnel, such as product explanations and phone calls for purchase. As a result, the sales path is similar to the “sieve” with holes, where the number of customers at the top of the funnel is lower than those who have continued to track to the end (bottom).
Even if you don’t realize it, all businesses have a sales crackdown. However, the intended planning helps to understand what the lead thinks and does at every stage of the purchase journey. It allows you to develop more appropriate marketing strategies, invest in the proper marketing channels, deliver the most applicable messages at each stage, and turn the lead into an actual customer.
since things are distinct, here are two examples of sales suppression, one unsuccessful and ineffective, and the other successful and effective:
An Unsuccessful Example of Sales Funnel
Sales markets printer distribution for corporate office printers and has hired ten sales representatives with little marketing experience. The company has a traditional marketing approach of purchasing potential customer data and then contacting the customer to convince him to buy the printer.
The results have been very frustrating, as potential customers are often of a different quality. They are either not interested in buying a printer or are not suitable for purchase as the price of a large office printer increases their purchasing power. Sales data indicate that the conversion rate does not exceed 1% of the total customers you have contacted.
A Successful Example of Sales Funnel
The activity of the printer sales company (r) is similar to that of company x and owns the same volume of business. However, instead of taking the traditional marketing approach, the company designed a sales track to help the only three-delegate sales team complete sales more effectively and with less effort.
It was the beginning with content marketing as y made an attractive collection of pieces of content and linked them to landing pages on their website.
These various pieces, such as infographics, videos, and blogging, were convenient opportunities for the target audience to learn about the company’s activities without making an unexpected phone call with a salesperson. The moment a potential customer’s interest in the printer arises. They will quickly learn more by filling out a form on the landing page.
It is then the role of the three sales representatives who receive these forms and communicate with potential customers. Explaining the attractive offers offered by the company. As a result, the company achieved a conversion rate of 50%, well above the rate of x, with fewer salespeople. And less effort in phone calls.
How Do You Identify The Most Interesting Customers?
I understand the longing of all of us to suppress more effective sales, through which we can better qualify potential customers throughout the sales process. However, the constant fact is that visitors to stop sales from the top will be fewer than their counterparts who continue to the bottom.
For example, the customer may continue to the valuation stage and leave because he does not have enough money. In addition, the customer may be interested in the product but not the decision-maker in his company if the product is for companies.
For this reason, there is an essential additional step that allows the sales team to make the best use. And focus their efforts on the most worthy customers.
In the following four groups, we will find out how likely customers are ranked upwards by importance:
Low Interest and Low Fit
They are potential customers who are unlikely to take a severe step to buy soon. And are very different from the customer’s personality that I have already prepared. For example, low-income customers browse expensive products solely out of curiosity and have no real intention of buying.
Strong Interest And Low Suitability
it is the quality of customers who are seriously looking for the product to buy. But it will not suit their desire because of some differences. For example, if you sell electrical appliances in cash, the customer is looking to buy electrical appliances in installments.
Poor Attention And High Suitability
These customers are very much like the customer, but they don’t show interest the product and are not actively looking for solutions. This type of work is helpful to follow up with a campaign to raise brand awareness that will achieve results in the future once they feel the need or seek a solution to the problem.
Strong Interest And High Suitability
It’s the most exciting category, looking hard for your product and most likely turning into actual customers. Therefore, they should top the sales team’s list of priorities. In addition, this category may assign the most skilled members of your team to communicate with them. And persuade them to complete the purchase. In contrast, less experienced members share with less essential customer groups.
Finally, the key to success in using Sales Funnel sales suppression is to understand customer needs well to deliver practical marketing activities. Because leaks from which customers leave repression are routine. Note at what point cracks appear. And what specific efforts usually lead to purchase, and then work to restore the funnel. We’re happy to share comments. What marketing strategies do you see as more effective in suppressing sales?