sales Archives - IMR | Digital and Social Media Marketing Agency
Business Hours: Monday-Friday 10:00-8:00 EST

Internet Marketing Blog

why you need a sales funnel graphic

Why You Need A Sales Funnel

A lot of companies take the approach that if they build it customers will come, and this is not the case. From brick and mortar locations to business websites; you can tell a lot of them lack a good sales funnel and direction. If you just build your website or business with no direction and no way to convert your traffic to customers then you’re going about business the wrong way. The truth is you need a sales funnel.

Sales Funnel (also known as a revenue funnel or sales process) – refers to the buying process that companies lead customers through when purchasing products. A sales funnel is divided into several steps, which differ depending on the particular sales model.

In basic terms, a sales funnel is the process that your company follows to take potential customers to buying customers.

Most businesses go out of business because of 2 things, they do not have enough attention and they do not have enough cash flow. As I am sure you have heard before, “You may have the best product or service on the planet but if nobody knows about you then who cares?”

I am going to add something to this old saying because I think it is a little off. I believe the saying should go, “You can have the best product/service in the world but if nobody has heard of you or you can’t close the deal then who cares?”

I think this is more fitting because a lot of people believe that by simply having the best product/service or the cheapest price that it will sell itself, and this is not true. To be a successful company you have to have the best product along with a great sales funnel. By implementing a solid sales funnel into your customer acquisition process you will start to close more deals which will increase your cashflow and attention.

Now, you might be curious how a sales funnel is going to increase your attention but the truth is it does. By taking your customers through a dialed in process that is designed around getting your customer what they want, it will make for a good experience and a new customer. As your company gains more happy customers they will spread the word about your product/service and you will have the sales process to turn new traffic into buying customers as the cycle continues.

That leads into the fact that most companies on the market are not taking advantage of the current traffic and attention their product/services are getting because they are not optimized to convert this traffic from a viewer to a buyer.

Think about it.

You go into a retail store and the “sales associate” will ask you questions like, “Can I help you find something?”

As we mostly reply, “No thanks, I am just looking.”

they will then say, “Ok, let me know if you need anything.”

We say, “Ok. I will.”

then we leave the store empty handed while they keep folding clothes on the racks. This is an example of a missed opportunity and a terrible sales funnel.

Side Note: This isn’t just happening at retail stores…

What makes this even worse is companies will spend a lot of money on their marketing to get a customer into the door or onto the website and then the website or store will not be optimized to turn these viewers into buyers. To me this is putting the cart before the horse and a waste of precious marketing dollars that will inadvertently increase your customer acquisition cost simply because you lack a sales funnel.

The truth is that if companies would pay more attention to optimizing their sales funnel, they would close more deals and have happier customers. 

By closing more deals and turning your customers into brand advocates you will be bringing more attention to your company by having more people talk about you. You’re showing your customers that your product is awesome and that it is easy to do business with your company and your brand advocates will start to refer your comapny more and more. They will start to tell people where they bought their products from and what salesmen helped them find it, instead of sending customers away.

You’re only as strong as your weakest link so make sure your weakest link isn’t your sales funnel! 

The scary thing is, a lot of companies I analyze have a terrible sales funnel with an awesome product and it is holding back their business.

On the flip side, what this means for companies who have a strong sales funnel and a great product is that you’re ahead of the curve. While most businesses are trying to figure out how to bring in more customers and increase their cash flow, you will be closing a higher percentage of your current traffic which will increase your attention and sales.

Every company should focus on taking every single viewer/prospect through a sales funnel and follow up process till they turn into a customer. The way you do this is with a solid sales funnel and an optimized company.

Stop wasting your traffic and turn it into cash flow! 

One of the first things you should look at when you’re analyzing your sales funnel for a website is if your site is designed to capture your viewers information. A lot of websites I come to do not have enough call to actions. Call to actions are designed around getting your customer to give you their name, email, and phone number which is all information you need before you can make a sale.

The fact is, you will never gain a customer without gaining their information. Your website needs to be designed to create internet leads by gathering your viewers name, email and phone number so your sales team will be able to follow up with them. Once the internet lead hits the salesmen, the salesmen needs to have a sales funnel and follow up process that they can take the internet lead down till they become a customer.

Side Note: Having an optimized website will also increase the number of buyers who will simply buy because of the information your website provides.

As more and more leads come in to your salesmen and as they get better at the process, they will start to close more deals and you will start to see exponential growth instead of wasted traffic.

When it comes to a brick and mortar location, you should focus on training your current salesmen how to take your customers through a sales funnel instead of just asking if they need help. Your salesmen should be engaging with your customers and asking questions to figure out what brings them in to the store today. Once your salesmen finds out what the customers needs are, they should then take them to the products and make sure the customer has everything they need before they leave.

These simple tweaks to your sales funnel will make a huge difference to your cash flow and customer acquisition. 

Now, these are just 2 minor examples of how to adjust your sales funnel but I hope this will help you understand the importance of optimizing your sales funnel because if you get more attention but have a terrible sales process then you’re just wasting time and money.

what customers want, sales, sales tips, what customers really want

What Customers Really Want From A Salesmen

Sometimes it is painful to go into a dealership or a business and hear the pitch some of their salesmen are throwing at me. A lot of them start talking about dogs, family, and life before closing the deal, and its one of my pet peeves. Please stop wasting your breath and learn what customers want from their salesmen!

Your customers are coming to you because you’re the EXPERT!

They do not care to talk about anything other then how you’re going to provide them with a turn-key solution to their problems. It’s as simple as that. Stop wasting your time on topics that have nothing to do with how you’re going to solve their problems because thats what customers want!

As the great Albert Einstein has said “Make things as simple as possible, but not simpler.”

What you have to figure out as the business owner is what issue(s) your product/services are fixing and sell to your customer based off of these rewards. Instead of pitching all of your services to your customer, sell them your turn key solution that is going to fix their biggest problems and you will close more deals.

Customers are coming to you because you’re the expert in your field and they trust you can solve their most frustrating issues.

So what can we do as salesmen and business owners?

Ask more questions! A lot of the time I talk to salesmen and business owners and they can not tell me about their actual customer. A lot of them talk more then they listen and they do not truly understand why their customer is even looking for their product/services.

What you should do as a salesmen is keep asking questions and really listen to what your customer wants.

Ask them how, what, when, where, and why they are looking for your services so that you can truly understand their needs. Get them talking for a good 10 minutes on why THEY are looking for your company and what problems they are looking to address.

Once you have a good understanding of your customers TRUE needs, you don’t have to just “pitch your services”. You can now show them how your product/services are going to fix their problems and they will give you their business.

Implement this simple technique into your sales process and you will be sure to close more deals!

Read This Article On LinkedIn

Top