How to Use Sales Funnels to Generate Leads for Your Business
When it comes to generating leads for your business, the key is having a system in place that helps you nurture those prospects into paying customers. A lead generation sales funnel is a great tool for doing just that. However, many people are confused as to how exactly these funnels work and how to use them effectively. In this article, we’ll dive into the details of how a sales funnel works and how to use it to generate more leads for your business.
The first step is creating an awareness funnel that captures potential leads’ information by providing them with valuable content. This content can be in the form of blogs, white papers, eBooks, webinars, videos, or podcasts. The goal of this stage is to get people excited about your product and give you their contact information, allowing them to be contacted later on in the process.
Next, you want to create a lead capture funnel to convert those prospective leads into qualified marketing leads (MQLs). These are typically people who have demonstrated some interest in your solution or at least in learning more about it. At this stage, they may have visited your website, opted-in to your email list, or downloaded one of your lead magnets. This is also where you would begin to use outbound strategies like paid advertising and content marketing to reach potential leads who may not have found your content organically.
Once you have a good amount of MQLs, it is time to move them into the top of your sales lead funnel. This is where you would begin to rely more heavily on your sales and marketing teams to communicate with leads. Depending on the structure of your company, there may be a clear handoff from marketing to sales at this point or you may continue to collaborate, as is common in account-based marketing, where leads are nurtured by both departments until they are ready for a sale.
The top of your sales funnel is where most companies lose their leads. This is usually due to a lack of follow-up and a failure to address any concerns that the prospect has at this point in the process. A good way to avoid this is to use data-driven personalization to provide a more personalized experience for prospects. For example, if a visitor is from Apple and you are using Hyperise, this information can be automatically tagged in your communications so that you can send them an email that is more likely to resonate with them.
There are also other ways to increase your conversion rates at this stage, such as by implementing value framing (explaining the value of your solution before telling them how much it costs). A successful sales funnel is not built in a day, so be sure to test your strategy and optimize it regularly. With a little time and effort, you will be on your way to growing your revenue by using a lead generation sales funnel.
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Rick Kemp is a marketing expert who has come from the world of classic packaged and has transitioned to technology marketing. He has experienced tremendous shifts in how brands effectively market and recognizes the power of online presence for not only big brands, but also for the little guy just trying to build a presence. Rick has spent a great deal of time and money searching for the best digital solutions to build a strong marketing presence. Now he focuses his time helping businesses find the best value solutions that get the biggest marketing bang for your hard-earned dollars..
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