Sales Funnel
The sales funnel, also called a pipeline, is a strategic model that shows the journey of the customer from the first contact with your company, brand or product to the completion of the sale - in some cases, in addition to it, as well as loyalty.
A process that consists of driving or accompanying your customer from the moment he becomes aware of a solution sold by your company until the purchase is closed.
As a matter of fact the sales funnel works.
Buying is a process that takes place in stages. That's because, during their journey, the customer goes through several moments that reveal how close he really is to buying.
There is the moment when he hears about his solution for the first time, the research he does on the product in question, the purchase itself, the recommendation he gives after using the product, whether it is good or bad.
A customer who has just discovered your product or brand, for example, is less likely to buy than one who has already read the reviews on your site.
What are the Steps of the Sales Funnel.
The sales funnel is divided into three stages: top, middle and bottom. They are also known by the acronyms ToFu (Top of the Funnel), MoFu (Middle of the Funnel) and BoFu (Bottom of the Funnel).
Top of the Funnel
The top (ToFu) is known as the stage of awareness regarding the brand or product, because until now the person was indifferent to his own need or problem.
In other words, it did not seek any product or service because it was unaware that it had this demand. However, when she has the first contact with you, she understands that there is a need and then she will study about the product.
At this stage it is good that you provide materials that help your visitor to diagnose the problem and fully understand it! So, any doubts he has on the subject, will look for you to clear the doubts.
So, when it comes to educating and teaching you, give the best possible way, offer rich materials in an attempt to convert them into leads and make them walk in the funnel.
Middle of the Funnel
Recognition of the problem and the best way to solve it. In this step, we usually deal with leads , people who have already interacted with your content and how we can help and provided basic contact information in exchange for access to some content, How the lead does not know how to solve his problem, he considers several solutions, including the purchase of a service, product or brand. However, he has doubts as to whether this is really the right option for him.
By making it clear that your goal is to help him and not sell to him at all costs, you establish a relationship of trust that will be beneficial when the lead is already qualified and can move on to the next step, which is the bottom of the funnel.
Funnel Background
The Funnel Fund (BoFu) is dealing with MQLs (Marketing Qualified Leads) - leads that have gone through the entire education process and that Marketing has classified as ready to receive contact from a seller.
If you have followed all the steps so far, it means that the customer already trusts you and sees you as an authority on the matter. It is worth remembering that some companies even include a fourth step: after sales. This step is focused on retaining the new customer and transforming it into a promoter of your brand, that is, another way to publicize it.
How the Day-to-Day Sales Funnel Works.
I have already explained how all stages of the sales funnel work, but how it works on a day-to-day basis, in practice, it is not difficult to understand, I will cite an example.
So, imagine that your business is selling computer parts and that you have a website where you talk all about caring for high performance PCs.
At the top of the funnel, a potential customer was searching the internet for computer parts and found his blog .
He begins to read an article that shows the five most frequent problems with computers and realizes that his situation is familiar with problem number three, of wear and tear on parts.
Following the guidelines of his article, he checks the pieces of pcs and realizes that yes, they are worn out. That is, he becomes aware of the problem.
Then, in the (middle of the funnel), the prospective customer searches your website for ways to repair and improve your computer.
Searching for solutions to his problem, he considers making several repairs to the computer, but finally admits that his parts already need to be replaced. In short: he needs to make a purchase decision.
At Fundo do Funil, the future customer compares prices and reviews from various stores. After all, computer parts are expensive, and he wants to make sure he's buying something of quality.
As he is already familiar with his company, he also searches for new pieces on his website and discovers a section with testimonials from customers. Since most testimonials are positive, he decides to make the purchase.
Finally, after the purchase the new customer receives via e-mail an ebook with tips for taking care of the new parts and the best way to take care of your new pc. He realizes that you are really careful with your customers and is concerned with helping you maintain your new computer for a long time.