Feeling a bit overwhelmed and things simply are not working? Or maybe looking at scaling up your Business?
Today my topic is in continuation with my previous episode on ‘Creating A Sales Funnel-3Pro Tips’, You can check it out CLICK HERE
We will be exploring some lead generation ideas and how to build an effective sales process.
Besides being excellent at what you do, understanding lead generation and sales conversions systems is essential for your business to remain variable.
Today my topic is in continuation with my previous episode on ‘Creating A Sales Funnel-3Pro Tips’, You can check it out CLICK HERE
Now How To Design A Sales Funnel Process That Will Double Or Triple The ROI Of Your Marketing Budget- Doesn’t Everyone Ultimately Strive For This?!
The online marketing “sales funnel” works by attracting potential customers using online activities and enticing them to sign up to your mailing list to receive information or to visit your website. Once you have their contact details you can start building a long-term relationship so when they are ready to purchase they will simply ask you for the sale or you can ask them!
In order to get to where you want to go, you need a map. The sales process is no different—by mapping the steps that your organization takes to lead potential customers along the path of purchase, you’ll be more successful in reaching your goals
Given that 50% of sales time is wasted on unproductive prospecting, it is imperative that your organization create a detailed sales guide that eliminates inefficiency. Part of your sales strategy should be around mapping out your sales process.”
Therefore lets explore Mapping out your Process
MAPS. There’s nothing quite like them for getting us from point A to point B. And when it comes to your company’s sales process, mapping may be the most effective way to make sure that each and every step of that process is identified and clarified from beginning to end.
The old sales funnel assumed a very linear path to purchase, with customers gathering information, narrowing things down, and making the purchase decision. But in today’s digital world, a world that is more about customer behaviours, the Customer Decision Journey is no longer linear and predictable. In fact, it has changed so dramatically that a whopping 68% of B2B organizations have not identified their funnel. That being said, it’s critical for your organization to identify and isolate a primary market segment and map out every stage of the journey they are taking on a whiteboard.
Most importantly is having a complete process in place from start to finish.
Soo Let’s get started with it right away with 4 Valuable Points that I am going to share with you
STAGE ONE: Compelling Content-
This is where you want to get as many Leads (Organic + Paid) interested in your brand or organisation as possible. You must Ensure that your website and offering can be seen on search engines through Search Engine Optimisation (SEO), blog articles and paid ads and once the customer lands on your page( website) they should encounter A WELL DESIGNED WEBSITE .T
Having Clarification before you commence your website is critical.
his is where content really is king. Through using quality and compelling content and attractive imagery, the key is to address the visitor’s problem or need and then demonstrate that you have the solution and the credibility! The visitor should be faced with well-designed calls to action and opportunities to purchase immediately upon entering the site.
Once the lead decides to OPT-IN by giving their email id or phone number, they give the permission for you to mail them and that’s when exactly our next step of action comes into picture.
You can make a squeeze page for more opt-ins also. A squeeze page is a landing page created or designed to capture opt-in email addresses from potential subscribers. The ultimate goal of the squeeze page is to squeeze your visitors into your email mailing list.
Remember your Squeeze page has an emphasis on giving value to your prospect.
Tip- The Steps The Visitor Must Take To Select An Item And Purchase It (The “Conversion Route”) Should Be Obvious, Easy And Able To Be Executed In 3 Clicks Or Less!( Little birdie called Internet told me this;))
STAGE TWO: Nurture Your Prospects-
Now that you have their contact details you can start creating clever, informative newsletters, updates and offers that are sent to prospects in your contact list. Nurture your prospects. Don’t give up on your leads. If they provided their email or phone number, it’s likely that they have interest in your products or services. For e.g. – Offering a book to customers for just the price of shipping and handling, or asking them to download first chapter of your book for free or giving complimentary services with a low price product. You’ll see this type of tripwire a lot as it is a low barrier to entry for a tangible, valuable item. Audience members who are subscribed to your list might not be interested in your core offer even if you have given them value and nurtured the relationship.
Don’t sell to your audience – Nutrue them
This is where tripwires come into play. The core offer may seem too expensive for that audience member or they don’t see the value in that product.You want to treat your audience as though you’re nurturing a new relationship. Since you should know more about your subscriber in this stage, you can send them more targeted content that addresses their specific pain points. By doing so, you’re demonstrating that you provide the solution to your subscriber’s problems. You can also create lead magnet, which is an irresistible bribe or a hook offering a SPECIFIC chunk of VALUE to a prospect in exchange for their contact information.
In a simple language, you call it a freebie. Giving your prospect some sort of valuable freebie in exchange for their contact information.
Tip- If you’re a digital marketer, odds are you’ve heard the word ‘tripwire’, but you may not know exactly what is it, what it does, and why it’s beneficial. A tripwire is an irresistible, low priced offer that’s sole purpose is to convert an audience into customers. This small offer helps accelerate the buyer’s journey by letting customers dip their toes in without having to make a big purchase.
PRO TIP: YOU SHOULDN’T USE A TRIPWIRE RIGHT OUT OF THE GATE. IT IS FIRST NECESSARY TO USE A LEAD MAGNET TO CAPTURE EMAILS. ONCE YOU HAVE THAT EMAIL LIST YOU CAN PROMOTE YOUR TRIPWIRE OFFER TO YOUR SUBSCRIBERS TO TRY AND TURN THEM INTO CUSTOMERS.
STAGE THREE: Improve Conversion
Lot Of Times People Ask Me What If They Unsubscribe? What If They Think I Am Spamming Them Or They Block Me Out?
The simple answer to this is – Don’t always advertise your products and services, give them something valuable to read and hold onto. They may not necessarily read all your mails but they will surely not subscribe and you will stay in their mind.
Nurturing your new customers to become loyal to your brand is just as important as getting them to make a purchase in the first place.
Once the visitors subscribe to your opt-in offer, an automatic drip campaign will start. So on day 1, you are sending them education email or downloadable freebie together with your product pitching but in a non-pushy way.
Lets focus on a few examples of this aspect of your campaign.
For example: If you are into Beauty niche, you can send an email that contains something like this: 10 summer skincare products you need to have that glowing hydrated skin.
Day 2 Education: On day 2, you can send purely education email, no product pitching.
For example: 5 reasons you are not getting that glow on the face
Day 3 Cultivate + Product Pitching: It is time to cultivate your email subscriber, plus a product pitching in a non-pushy way.
For example: (Case Study) How Sarah got the perfect glow in 45 days with using this (ur product) for just 3 days/week.
Day 4 Positioning: On day 4, it is all about product positioning for the final hard sell.
For example: Why most skincare products couldn’t give you results.
Day 5 Product Pitch: On day 5, it is all about hard sell and final product pitching.
For example: Want glowing skin? This program actually works (30 days guarantee)
Let’s say you have an online coffee store. You sell subscriptions to your coffee-of-the-month club, and you don’t want your coffee-of-the-month members to lose interest and cancel their subscription. Here are a few ideas for valuable content you could include in your emails to increase retention:
- A monthly 15-minute webinar that describes the coffee-of-the-month and gives coffee brewing best practices.
- A survey that asks customers how happy they are with the coffees they are receiving and what other kinds of coffee they’d like to get.
- An ebook about the history of coffee.
- A 20 percent discount to customers that purchase a yearly subscription of your coffee-of-the-month club.
To prove your value over time, it’s important that you send subscribers useful and relevant email content to ensure they buy from you again.
What is the first action that I should Take?
So the first action you could take is to create an action plan that helps to re-nurture your email subscribers that are not converted into customers. Survey them on why didn’t they buy the product? Or re-educate them on your product or offer them some different product if you have any.
Second, you could create an action plan for those who converted into the customers to make them a loyal or repeated customer, such as offering them a loyalty program or a high-end product. You can send survey email and re-nurture/re-engagement email series to the email subscribers that are not converted into the customers. This way you can prepare them for another product pitching.
And the same can be applied to another segment (those who converted into customers). Send them email series containing an offer of a loyalty program, upselling products etc.
Don’t overdo it!!(Spam Alert)
Tip-Mapping out each step of the sales process is vital, from prospecting to closing, and especially to following up (44% of salespeople give up after a single follow-up, yet 80% of all transactions require 5–12 follow-ups before they are successful).
This brings us to our Fourth stage that is Follow Ups!!
STAGE FOUR: FOLLOW UPS
What if you had the ultimate sales follow up email formula? It takes an average of five follow ups to close a sale, according to Sapph Li from the Art of Emails. Let’s imagine leaving a meeting, sending an email, and instantly getting a response. If you could shoot an email to a cold lead and having them reply eagerly, you would become the most valuable inside sales rep of all time.
As it turns out, killer sales follow up email formats are not a great industry secret. Yet many reps fail to follow these simple rules and never see good returns on their email efforts as well as Marketing efforts.
Take note of the statics listed below
Research shows that 70% of people will make a buying decision after 5 points of contact. Repetition is crucial for selling. Sometimes we are so tired of chasing people that we end up sending boring “just checking in” or “just following up” emails.
There is a fine line between sending an effective sale follow up email and an annoying email. Follow up emails should bring value and keep your prospect moving through the purchasing cycle. Make sure your customer contact time is frequent, but also valuable for the customer.
So when is the best time to contract my prospects?
The best time to contact your prospect depends on where you are in the sales cycle. Do not wait more than a week. Following up within 4-7 days is ideal.
There are plenty of studies about the best and the worst days to send emails. Get Response found that most people send emails on Tuesday. Tuesday also has the highest open rate compared to any other day. Up to 18%.
(pic taken from fileboard)
New leads can come from many places, your website, cold calling (not what we recommend :), social media, a networking meeting or event, and so on. These are all places to find potential leads. All of these different lead sources will need a follow up sales strategy in order for your team to close them at a higher rate.
Keep your Brand Fresh and in front of your Prospect
To keep your brand fresh in this person’s mind, send them a follow up email. Let them know you appreciate the time they took to speak with you, and include a possible time to chat again when it’s best for them. You may want to send them an email or give them a quick call that reflects the thought and research you’ve done for their business. Send them some information that will help them understand how you’re going to help them effectively. Give them examples of how you problem solve.
THIRD TIMES A CHARM?
Don’t worry, if they didn’t buy yet don’t give up hope. Continue to educate your clients on the decision they are going to make. Send them an article on the subject, a case study to help them understand the process. Convey to them that you know it is a big decision, and you are there to provide them with as much information as possible.
A lead requires a lot of nurturing and persistence. If you think you’re being a little overbearing, think again! The truth is, most leads (and by most I mean 80%) are captured between the 5th and 12th contact with a potential customer. Developing a follow up sales strategy to guide your leads while making a business decision is an important tactic. Following up with a client doesn’t end at an initial phone call or email, continue to educate your lead on why your business will benefit theirs.
Do You Have A Sales Follow Up Strategy? What Kind Of Follow Up Process Do You Go Through?
Need Help – Simply reach out and lets Chat
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