The art and science of filling a sales funnel with more leads

One of the biggest mistakes I see young or inexperienced entrepreneurs make is the lack of a certain sales process. In particular, there is no funnel built to walk people from awareness to purchase. This is very problematic and usually prevents a business from achieving any level of remarkable success.

In this article, I want to show you some of the art and science behind how you can create a sales funnel and eventually fill it with more leads who become qualified leads and eventually turn into customers. If that sounds good, keep reading.

Breakdown of the main sales funnel

There are many different creative acronyms and funnel illustrations, but it’s easiest to think about your funnel in three main stages:

  • Possible customers (above the funnel)
  • Perspectives (middle of the funnel)
  • Customers (bottom of the funnel)

The goal, obviously, is to turn potential customers into prospects and prospects into customers. But to do this, you need to understand the emotional state of each potential customer at each stage.

When lead is in the upper part of the funnel, the goal is to move from awareness to interest. That’s it. You’re not trying to make a sale.

Once a potential customer is interested, he becomes a potential customer. At this point, they slide in the middle of the funnel, where they actively evaluate options. Your goal is to engage them and show them why your solutions are appropriate for their problem, pain, or desire.

Finally, when a potential customer is sufficiently engaged, he becomes a customer. This is the bottom of the funnel. The goal is to nurture, satisfy and cultivate loyalty.

Whole funnel design courses have been developed, but that is not the purpose of this article. The purpose of this article is to show you how to fill your funnel with more potential customers. In other words, how do you fill the top of the funnel and keep people informed about your business and products? (Because if you can do that, you have a great chance of eventually turning a percentage of those leads into potential customers who become paying customers.)

Powerful ways to fill your funnel with potential customers

When it comes to filling your funnel with potential customers, there are thousands of different tactics you can use. I want to discuss which I think are some of the easiest and most effective in 2022 and beyond. Let’s look at:

Write content on the guest blog

Depending on how you approach this first strategy, it may take some time. However, it is almost always worth it.

IN idea behind guest blogs It’s simple: Write content for someone else’s blog and meet their audience. (As an added bonus, you also get some SEO “juice” in the form of links to your own domain.)

To be successful with guest blogs, you need to do your research and be consistent. For starters, look for blogs that have high authority in the domain and have a readership / site audience that overlaps with your own audience. In other words, if you sell fitness coaching services, you want blogs that focus on healthy eating, natural medicine, weight loss and a positive self-image. However, you probably don’t want to visit someone else’s fitness trainer blog. (Or rather, they won’t let you.) There has to be some overlap, but it doesn’t have to be a direct competitor.

When writing content for a guest blog, it is important to have author lines and / or include links to your website. This helps you get maximum exposure.

Does guest blogging seem to take a long time? Fortunately, you don’t have to blog for guests and make connections yourself.

There is content writing services who will do all this on your behalf.

Develop sticky lead magnets

Generally speaking, the easiest way to add a potential customer to your funnel is to gather their contact information. This usually means their name and email address. But that’s the deal: people don’t just give away this information for free. They expect something in return. And here lead magnets intervene.

The lead magnet is free content that you distribute in exchange for a potential customer’s email address. This is usually something like a PDF, report, e-book, checklist, video or demo. When you create guide magnets, you want them to be sticky. In other words, you want your ideal customer to feel like they can’t say no.

Lead magnets are usually supplied as part of a simple selection process. You drive traffic from source to landing page. On this landing page, the lead is shown as a simple option for one or two fields. They enter their information and automatically receive the resource. At the back end, you send them an automated sequence of emails that sells them to your products and services.

Use quizzes

One of the most popular methods of generating leads involves the use of quizzes. However, most retailers miss this option because they incorrectly think it is too complicated. (Tip: It’s not.)

As explains“The right test can get someone’s attention and keep them engaged. Not only that, but it gives marketers a chance to listen to people’s problems and prescribe a specific product or piece of content as a solution – all on autopilot.

When we use the term “tests”, we are not talking about a test you took in high school. We are talking about Buzzfeed style quizzes that are fun and engaging. Popular ones include:

  • Which hero / person are you?
  • What is your personality?
  • What are your strengths / weaknesses?
  • How experienced are you?
  • Which solution is right for you?

Obviously, the exact name of the quiz and the types of questions are highly dependent on your brand, audience and goals. However, this gives you an idea of ​​which approaches work.

Be a guest on podcasts

Podcast hosts are always looking for good guests. Yet most business owners are reluctant to make the effort to reach out and look for opportunities. This makes this a vile powerful way to generate hungry leads.

Guest podcasting is very similar to guest blogs. The same rules apply to the audience. The key here is to negotiate with the podcast host at the front end to make sure you can include a call to action during your interview.

The best way to do this is to send listeners to a landing page and provide them with a free resource that was discussed in the podcast in exchange for their email address. The great thing about this is that you can create custom tracking codes for every podcast you’re on. This will show you how many leads come from each podcast (so you know which ones to return to in the future).

Form joint ventures

Maybe you see a topic here. One of the best ways to fill your own funnel is by joining someone else’s funnel in a completely ethical way, adding value to their audience. Joint ventures are another way to do this.

With joint ventures, you find other entrepreneurs and business owners and partner with them to create a joint product, project or partnership, where you both bring valuable resources to the table. In this case, they can bring potential customers and you can bring content or value.

Online events are a great example of this. You can organize a free master class, a live webinar or a virtual summit. Your joint venture partner (or partners) carries the registrations while you create the actual training and set up the back end. Online courses are another example.

Boost your sales funnel

If you want to increase your sales funnel, increase sales and build a self-sustaining business that continues to grow over time, you need to fill your funnel with more leads – and more qualified leads! We hope this article has inspired you with a few ideas. However, you do not need to use them all. I would recommend choosing one and applying it this week. Then, once you feel that you have mastered this strategy, choose another (and so on). When combined together, these techniques can have an effect at the top of the funnel, resulting in an exponential increase in revenue at the bottom of the funnel.

Nate Need

Nate Need

Nate Need is the CEO and managing member of Nead, LLC, a consulting firm that provides strategic consulting services in a variety of disciplines, including finance, marketing and software development. For more than a decade, Nate has provided strategic guidance for mergers and acquisitions, capital acquisitions, technology and marketing solutions for some of the most popular online brands. He and his team advise both Fortune 500 and SMB customers. The team is based in Seattle, Washington; El Paso, Texas and West Palm Beach, Florida.

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