Tips to Reduce Unnecessary Effort and Explode Conversions in Your Sales Funnel

In my last article, I described the sales funnel and discussed why it is so important to your business. You’ll certainly have been left with the impression that maximizing the potential of your sales funnel is a lot of work. I’m not going to lie, it is. However, with the right strategies you can master how to generate leads without the legwork.

How to generate leads through each stage of the sales funnel

You can generate and nurture leads throughout the sales funnel. You have multiple opportunities to attract and engage, so being active throughout is crucial. The goal is to attract leads and then move them through to conversion and eventual brand advocacy.

Your content marketing campaign should help to differentiate your business, demonstrating your authority in your market, publishing frequently, utilizing social media (especially LinkedIn), email marketing, and targeted SEO. Phew! Let’s look at the work you’ll need to do at each stage of the sales funnel.

  • Awareness

How do you attract potential customers to visit your website? The answer is by providing informative, educational, interesting, and useful information. This can be in the form of blogposts (like this one), and posts on LinkedIn and other social media, as well as landing pages.

The point is not to sell at this stage. It is to begin the process of engaging leads and moving them to the next stage of the sales funnel.

  • Consideration

Having prodded your target customer to read your content, the next stage is to begin the process of raising their interest to learn more about your solution to their problem. This is the stage where you encourage greater engagement with your brand. You may offer eBooks to download (free of charge), or content to which a reader needs to subscribe to access (free of charge).

You’ll continue to provide information that nurtures your audience with engaging content, which helps to build the trust needed to move them to the next stage, in which they make their first purchase.

  • Purchase

In the consideration stage you will have collected email addresses from those who have downloaded your eBooks or subscribed to your added-value content. These interactions offer you a great insight to the needs and intent of your prospects. Now is when you can start selling, targeting those needs.

Strategies to generate sales here include email campaigns, ads on social media, special offers, and paid subscriptions to premium areas of your website.

You may use email autoresponders to remind prospects of the value they have received from the eBook they downloaded, and encourage them to take the next step with an offer on your services or products.

  • Retention

Having converted a prospect to a customer, now your job is to continue to provide the content that keeps them engaged and encourages them to return to make further purchases. Direct emailing campaigns that are targeted to segmented customers work well here, as do social media campaigns, asking your customers to review your products and services, and offering other products and services that complement those they have already purchased.

  • Advocacy

Remain in contact with your customers. Ask them their opinions. Comment on their social media posts. Make sure they are the first to hear about your new products and services and special offers that you make. Continue to provide quality content that keeps your customers engaged.

Another strategy at this stage is to offer incentives for referrals, such as discounts or upgrades to subscriptions.

Two questions your content should answer

Throughout the sales funnel, every piece of content you produce should answer two questions:

  1. “How does this help my target customer?”

  2. “How does this help to move my target customer to the next stage of the sales funnel?”

Remembering this will help you compose meaningful content, and not fluff that will be forgotten.

CRM – The key to managing your sales funnel

Do all the above well, and you will attract new leads to your website and convert them to prospects and customers. But it needs managing, and this is not easy with so many customers at different stages in your sales funnel. Send the wrong eBook to a prospect and you’ll lose them. Take too long to respond to a request and you’ll lose them. 

Automation is the key now. You need a customer relationship management (CRM) process. Here’s a summary of why you should use a CRM, as discussed in my podcast here:

  • You need sales, and a CRM can manage your whole sales funnel

  • A CRM automates processes like bulk emailing, reporting, email autoresponders, and customer interaction

  • Your CRM keeps your whole team informed and enables easy access for them

  • The right CRM provides a great return on investment, eliminating missed follow-ups, ensuring the right process is followed with each client, and never missing an opportunity to interact and take the lead to the next stage in the sales funnel

Your CRM system can schedule your emails, include downloadable content, and even tell you who has opened your emails (providing you the information you need to send follow-up emails – fully automated, of course). A CRM is essential to keep track of:

  • Links clicked

  • eBooks downloaded

  • Calls made

  • Emails sent, received, and opened

  • Your completed tasks

  • The stage at which each of your leads is at currently on your sales funnel

With your sales funnel automated, you can focus on strategizing your business, closing high-value sales, and doing the tasks that will propel your business to the next level.
Here are two podcasts you should listen to, to find out more about what benefit a CRM offers, how to pick one, and how to maximize the benefits of your CRM:

Why you should use a Sales CRM

How to get the best out of your Sales CRM

Alternatively, feel free to reach out and contact me today for the personalized help you need to get your sales performance rocketing.


Publish Date: 1/22/2021 12:00:00 AM
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Tips to Reduce Unnecessary Effort and Explode Conversions in Your Sales Funnel
In my last article, I described the sales funnel and discussed why it is so important to your business. You’ll certainly have been left with the impression that maximizing the potential of your sales funnel is a lot of work. I’m not going to lie, it is. However, with the right strategies you can master how to generate leads without the legwork.
How to generate leads through each stage of the sales funnel…

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