At the start of this article, I talked about making customers, not finding them, but you can only make customers out of leads. Because your sales funnel only works if you put people in the top, let’s look at some tips to help you find more leads. Not everything will work for every business. Choose the methods that work best for you in terms of your available resources and what works for your audience.
Another important principle of this sales funnel is that we’re not talking about a linear process here. You don’t want to limit your marketing strategy to generate leads at the top of the funnel and then guiding them all to the end. There are thousands or even millions of people out there already who may know your brand but simply aren’t interested in it yet.
Following their information search — or sometimes running concurrently with this process — potential customers start comparing the alternatives that your article has discussed. Again, the time spent in this stage will vary based on the type of purchase being contemplated. Choosing a restaurant might be as simple as deciding, “Well, I feel like Chinese food, not Mexican, tonight.”
You’ve given the prospect all of the information they need to make a decision by this point; they simply need to make it. Lots of people get stuck in this part of the sales funnel, so it is your job to nudge them closer and closer to making a sale without being too pushy. A great option would be to throw in a bonus for free to to offer a limited-time discount.
There are a number of different tools on the market today to help you track these and other metrics, though for most businesses Google Analytics represents the most comprehensive, easy-to-implement solution. Since it’s free, use the service’s funnel-tracking tools until you determine that you need something more advanced and then move on to another sales analytics program or a complete marketing automation program.
Interest: Once leads are generated, they move on to the interest stage, where they learn more about the company, its products, and any helpful information and research it provides. Here is an opportunity for brands to develop a relationship with the people in its lead database and introduce its positioning. Marketers can nurture leads through emails, content that is more targeted around industries and brands, classes, newsletters, and more.
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