Don't neglect your sales funnel

• The sales funnel (salt funnel) provides quality information about potential clients and the sales process they carry out

What is the sales funnel?

The sales tunnel or funnel refers to the steps or stages that a user must go through, from that first contact they have with the brand to becoming a satisfied customer.

As a concept, the sales funnel has evolved, but it was Elías St. Elmo Lewis who first used it in 1898. The father of modern advertising, with his AIDA model, executed a process to market and sell products from:

• Attention or knowledge: the lead knows their problems and possible solutions.
• Interest: the lead shows interest in a product or service.
• Desire or decision: the lead start evaluating a certain brand.
• Action: the lead decide whether to buy or not.

In short, you have to know the user's needs and offer them valuable content so that they go through the sales funnel and, in the end, make the purchase.

Phases

The sales funnel consists of three stages:

TOFU (Top of the funnel)

The aim is to capture attention and attract the greatest number of users. Here the first direct contact is made through the personal information that the lead has already been provided and an attempt is made to discover if the user:

• has the real intention of solving your problem with the product or service
• raises other problems not yet identified
• has the capacity (economic and time) to make the purchase

MOFU (Middle of the funnel)

At this stage, the unknown user is considering or evaluating the brand's product or service. With this decision the user becomes a potential customer. Show the potential client the solutions that the company can offer, according to the information from the previous phase.

BOFU (Bottom of the funnel)

In this third phase, the lead becomes a customer, since they exchange their money for a product or service that interests them. At the bottom of the funnel are users who are already convinced that they need the product or service and are considering purchasing it.

Benefits of using the sales funnel

The main benefits of using the sales funnel are that:

• Get more clients in less time.
• It makes it easier to carry out other tasks while the website generates conversions.
• The final communication will be with users who are really interested in the brand.
• Includes offers, product discounts and campaigns marketing.
• Locate, evaluate and resolve errors in the funnel creation process.
• Discover the factors that influence the potential client, seeking the best return on investment (ROI).
• Boosts brand productivity.
• Improve the relationship with the sales team.
• Promotes new lines and business opportunities.