The concept of a sales funnel is one of those concepts that are frequently heard in the commercial field. So much so that it is easy for us to have an abstract idea of what it is, without stopping to analyze what it is exactly and how it can help us.
What is a sales funnel?
If we imagine a funnel, we immediately understand that it is a resource that helps us channel something, so that the maximum amount reaches the end of the journey.
Well, a sales funnel is a method by which a company plans and establishes the different phases to follow in order to meet a commercial objective. With the funnel, the processes are established from the beginning of contact with potential clients until the end of a process, which is usually the closing of the sale.
A sales funnel helps companies with a visual representation guatemala whatsapp data of their sales process and helps sales teams to better track their activity, as each deal with the customer indicates the passage from one phase to another.
Mockups CP 36 - CatalogPlayer
Thus, a sales funnel is a key tool, since segmenting the sales process allows for better analysis of the process, not only at the end of the sale, but at each stage. Thus, with constant monitoring and management of daily sales activities , we help the seller to be more efficient.
The 5 phases of the sales funnel
Apart from constant monitoring, good management of commercial actions requires precision, to ensure that in each negotiation with the client we are taking the appropriate approach for that moment of the sales cycle.
Therefore, when establishing our sales funnel, the first thing is to define how we want our sales process to be and establish the actions for the different phases that constitute it.
Although each company will have its own particularities, in general, a sales funnel is made up of the following phases:
1. Contact
Our sales process must begin with the identification and attraction of new users . Therefore, in this phase it is very important that there is a communicative exchange between marketing and sales , so that marketers can adapt the acquisition strategies to the company's commercial objectives.
This is the phase in which we can advertise our company, for which there are numerous strategies for attracting customers: traditional marketing, content dissemination, participation in events, etc.
Basically, it is about having a first contact with potential leads and leaving the door open for them to come to us, also offering them the necessary means to contact the brand.
2. Generate leads
To move on to the next phase, the most important thing is to have enough information about these users. This is the moment when we must identify and classify potential leads , which sometimes means not investing efforts in those who will not be interested in what we offer.
Based on this analysis, we must also develop what is known as “lead nurturing”, that is, “caring for” and “educating” this lead to achieve a growing interest in our products or services. The more relevant information we have about the lead, the more feasible it will be to move on to the next phase.
3. Take advantage of the opportunity
Lead nurturing lays the groundwork for the next phase of the sales funnel: user interest.
This phase often consists of waiting for the right moment , to meet exactly the user's desire or need. After having studied their profile, and how we can offer our product or service to the user, we can move on to making a proposal.
In this phase we must identify the lead's own actions to know how and when to take advantage of the opportunity it offers us.
4. Determine
When we move on to this phase, it will be time to determine what offer to make to the prospect . In other words, it is now essential to ask ourselves specific questions:
What does the user need?
How can we help you?
What are you willing to acquire?
We can use different strategies to find out what the user wants, with telephone calls, surveys... It is in this phase that sales visits come into play .
Although new technologies are great allies and can help us classify leads, a more human and closer contact with the company can make a difference in this phase, since the key is to determine what really concerns the user.
This way, we can offer you the most suitable products or services, which increases the chances of reaching the last phase of the funnel.