How to understand where your leads and on your sales funnel

The importance of understanding where your leads are in the funnel

The idea behind the lead funnel is fundamental to understanding how your website visitors become leads and move from being people who are totally unaware of you to being a customer.

Understanding your funnel path is knowing the life cycle of your leads and understanding what content to create for them at each stage in their decision process, as well as what offers to give them to entice them to keep taking the next step with you and your small business.

Top of the funnel

At the top of your funnel, your prospects express a general interest in what your small business has to offer. Maybe they have learned about you from social media and they maybe see you as a possible solution provider to their problem.

It’s important you make your website look good. As the old adage states, you only get one chance to make a first impression.

The importance of understanding where your leads are in your sales funnel 

Understanding the stage where your leads are in your funnel helps you create and provide the most appropriate content. You want to answer their questions and to move them successfully and quickly to the next step (and the next, and the next, etc).

Successfully understanding your leads means

  • At the top of your funnel, offer information to help with their research, demos, or a free trial to your prospects.
  • At the middle of your funnel get more sophisticated with your prospects but don’t oversell. That feels patronizing to many.
  • At the bottom of the funnel get specific to help them make a decision, and make concrete offers (could be a time sensitive discount, free time for subscriptions when paid a year in advance, etc).

As you create content for your website, it is very important for small businesses to understand where your prospects are in your sales funnel (their buying decision) so as to know what content to provide for each stage.

Automate your marketing process using a marketing automation package to make it easier for you to guide your prospects through their decision. There are dozens of packages out there and on the low end, they cost only $12 a month (for a really good software package).

Learn more here…

Download the eBook: The 7 Fundamentals of Being Found Online

 

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