If a lot of leads are coming from your website but you are not converting them into customers, you’re just collecting leads.
Leads must be converted. But in order to convert your leads you need a comprehensive plan of sales funnel optimization.
What is a sales funnel?
A sales funnel is a series of steps that the customer takes to go from website visitor to buyer.
With a well optimized sales funnel, your sales cycle is shorter, meaning you close deals faster.
The following are some of the most common mistakes that small businesses make when it comes to sales funnel optimization.
Attracting the wrong type of leads
As much as traffic is important, paying to increase traffic and keep leads coming in is not productive if they’re the wrong leads.
It is important to know who your buyers are and what they are looking for.
Not focusing on hot leads
Don’t waste time on leads that will not bring you money. Focus on the ones that will. Don’t waste your time on people who will not say “yes”.
How do you know the difference? Marketing automation can be used to “score” leads by on actions they take on your website and in response to email’s you sent.
Leads that score high are worth pursuing.
Ensure your sales and marketing people share the same ideas, points of view, and understanding on what a warm lead looks like
The more your sales and marketing people speak the same language, the easier it is to close sales.