The customer journey is the process your potential customers go through: it involves getting to know your brand. Thinking about and evaluating a potential purchase. And finally deciding to acquire. Your product or service. This process should form the basis of your sales funnel:. It’s how you understand. What your users are looking for, what experience they expect to have. And what information they need to complete the purchase.
The speed of decision-making in B2C and B2B companies differs significantly. In B2C businesses targeting end consumers, the purchasing process is usually fast: the customer sees an advertisement for a product, compares offers, places an order and receives the product. When buying expensive products, it may take longer, but in any case it is much shorter than in the B2B sector.
In B2B sectors, the decision-making process is more complex and time-consuming. The sales funnel includes many stages, and the decision to close a deal is often made jointly. Different people may be involved at different stages: Purchasing Managers, CFOs and Managers. Consequently, the sales funnel for B2B may include negotiations with each of the decision-makers, preparation of commercial proposals, calculation of the final cost, etc.
What tactics are recommended at each stage of the sales funnel?
A sales funnel consists of four stages, each of which reflects a specific period of the buyer’s journey:
- Brand awareness and recognition is the top of the sales funnel.
- Interest in the brand and thinking about the purchase is the medium.
- The decision making and conversion afghanistan telemarketing stage is the bottom of the funnel.
- The customer retention and loyalty phase is the post-sale or post-funnel phase.
For each of these stages, there are several tactics Funnel Optimization you can use to successfully move potential buyers to the bottom of the funnel.
1. Top of the sales funnel: the brand awareness phase
Prospective customers have their own pain points and problems that need solving. At this stage, they are trying to figure out if your company can help them meet those challenges.
That’s why at this stage of the funnel, it’s crucial that you clearly communicate what your business is about, as well as provide a B2B digital presentation and content that helps users learn more about you.
Recommended tactics for this stage of the sales funnel include:
- Use concise, informative texts to talk about your benefits . At this stage of the sales process, a potential customer wants to know what your product can do for them. You need to convey this to them as quickly and informatively as possible – to do this, focus on writing short texts for product pages that clearly 9 best blogs on business and entrepreneurship emphasize the benefits of your brand.
- Use video . Videos are great at persuading customers: statistically , 90% of consumers say that watching product videos helps them make a purchasing decision, and integrating videos into email campaigns results in a 200-300% increase Funnel Optimization in clicks. Most users prefer watching a video than reading text; that’s why when you add videos that show your products in action, you provide more information to your audience.
- Write catchy and useful articles for your blog . Many businesses don’t have blogs of their own. Which is surprising considering . How effective blogs are at providing information to potential customers and improving seo.
2. Middle of the sales funnel: the purchase consideration stage
When your business finally manages to attract targeted and extremely valuable users with the help of online prospecting solutions , you can say that you now have a database of potential buyers.
Since they didn’t leave the sales funnel at the first stage, they are likely interested in what you have to offer and are browsing through product pages to denmark business directory make a final purchasing decision.
At this stage, your goal is to get potential buyers to add your offers to their wishlist, which will move them to the next stage of the sales funnel.