The Ultimate Guide to Creating a Sales Funnel That Drives Results

  • By: Subir Goswami
  • Date: December 28, 2022
  • Time to read: 9 min.
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Creating a Sales funnels are one of the most important tools in a marketer’s toolkit.

They help businesses move potential customers through the sales process, from awareness to purchase.

A well-designed sales funnel can be the difference between a business that just scrapes by and one that thrives.

Unfortunately, many businesses don’t have a sales funnel that is optimised for conversion.

In fact, according to one study, only 22% of businesses say their sales funnel is efficient.

If you’re not sure where to start with your sales funnel, or you’re looking to improve your existing funnel, this guide is for you.

We’ll cover everything you need to know about sales funnels, from the basics of how they work to more advanced concepts like conversion rate optimisation.

By the end of this guide, you’ll have all the knowledge you need to create a sales funnel that drives results.

Let’s get started.

What is a sales funnel?

A sales funnel is the journey that a potential customer takes from becoming aware of your business to becoming a paying customer.

It is a way of visualising the journey that a customer takes from being a complete stranger to your business to becoming a paying customer.

The sales funnel is often represented as a series of steps, from the top of the funnel (TOFU) to the bottom of the funnel (BOFU).

The typical sales funnel looks something like this:

Awareness: The potential customer becomes aware of your business, usually through marketing or advertising.

Interest: The potential customer expresses interest in your product or service. They might visit your website, sign up for your email list, or download a piece of content.

Consideration: The potential customer starts to compare your product or service to other similar products or services. They might read product reviews, compare prices, or speak to friends and family.

Purchase: The potential customer makes a purchase and becomes a paying customer.

The sales funnel is a useful tool for understanding the journey that a customer takes from becoming aware of your business to becoming a paying customer.

It can also be a useful tool for businesses to track the progress of potential customers through the sales process.

For example, if a business knows that the average customer takes four weeks to move from the top of the funnel to the bottom of the funnel, they can track how many potential customers they have at each stage of the funnel.

This information can be used to improve the sales funnel and make sure that potential customers are moving through the funnel efficiently.

The sales funnel is also a useful tool for businesses to understand which marketing channels are most effective at each stage of the funnel.

For example, a business might find that their blog is most effective at the top of the funnel, while their email list is most effective at the bottom of the funnel.

This information can be used to allocate marketing resources more effectively and make sure that the right message is being delivered to potential customers at the right time.

Now that we’ve covered the basics of what a sales funnel is, let’s take a more detailed look at each stage of the funnel.

Sales funnels are the lifeblood of every business. They’re the path that leads customers from awareness to purchase. But creating a sales funnel that drives results requires a lot of planning and strategy. Here’s everything you need to know to build a successful sales funnel.

  1. Define Your Goals
    Before you begin designing your funnel, make sure you understand exactly what you hope to accomplish. What are your goals? Are you trying to drive traffic to your site? Increase conversions? Generate repeat purchases? Whatever your goal, write it out so you know exactly what you want to achieve.
  2. Set Up a Plan
    Now that you’ve defined your goals, it’s time to set up a plan to reach them. Start by listing all the activities involved in reaching your goals. For instance, if you want to drive traffic to your website, you’ll need to identify the following:
    • Content creation
    • Social media posts
    • Email blasts
    • Landing pages
    • Advertisements
    • Other promotional efforts
    Once you’ve identified all the different components needed to reach your goals, it’s easier to figure out what order to put them in.
  3. Create a Blueprint
    Next, draw a diagram of your entire process. Think about how visitors enter your funnel, what happens when they arrive, and what actions lead to conversion. Once you’ve got a rough outline of your funnel, you can refine it based on your specific needs.
  4. Identify Key Activities
    After you’ve created a blueprint of your funnel, it’s time to break down each step into smaller pieces. Each piece of content, email blast, landing page, etc., should be assigned its own task. For example, if you’re sending emails to promote a sale, you may assign each individual email to a particular action within your funnel.

The Anatomy of a Sales Funnel: What goes into building one?

Sales funnels are a critical component of any successful sales process. They allow you to track prospects throughout the buying cycle, identify opportunities, and convert leads into customers.

In this blog post I’ll walk you through the anatomy of a sales funnel so you can understand what makes a sales funnel effective.

  1. Prospecting
    Prospecting is the first step in the sales funnel. At this stage, you’re looking for qualified leads. These are individuals who are interested in your product or service and may be willing to buy from you.
    You can prospect via email, phone calls, cold calling, networking events, etc.
  2. Qualifying Leads
    Once you’ve identified a lead, you need to qualify them. This involves determining whether they meet certain criteria that make them worth pursuing further. For example, if you sell insurance, you might ask questions like: How much money do you currently spend on health care? Do you have medical coverage? Are you planning to purchase additional coverage?
    Qualifying leads allows you to focus your efforts on only the best candidates.
  3. Lead Generation
    Lead generation is the next phase of the sales funnel. Here, you’re generating interest among your target audience. You can do this by creating content, hosting webinars, running ads, etc.
    This is also when you begin nurturing relationships with your leads. By following up with them regularly, you demonstrate your value and build trust.
  4. Nurturing Relationships
    After qualifying and generating leads, you nurture these relationships until they become buyers. This is typically done via emails, social media posts, phone calls, etc.
    At this point, you’re ready to move onto the final step of the sales funnel: Closing.
  5. Closing
    Closing is the last stage of the sales funnel. During this phase, you follow up with your leads to confirm their interest in purchasing your product or service. Once you’ve closed the sale, you collect all necessary information and fulfill the terms of the agreement.

The Process of Buying a Product or Service: How do customers interact with your sales team?

In order to sell products or services effectively, you must understand the customer journey.

What does the customer think when he/she hears “we”? Does he/she feel like we care about him/her? Do we listen to his/her needs? Is the product or service right for him/her? These questions are all part of the process of selling a product or service.

Here’s a list of steps to follow if you want to ensure that your sales team is following the customer journey correctly:

  1. Understand the Customer Journey
    Before you begin selling anything, you need to understand the customer journey. Here are some key things to remember:
    • Customers buy decisions based on emotion. They make buying decisions based on feelings.
    • People buy emotionally. They buy based on emotions.
    • People buy decisions based on trust. They buy based on trust.
    • People buy based on value. They buy based on value.
    • People buy because they believe in something. They buy because they believe in you.
    • People buy when they feel safe. They buy when they feel safe with you.
    • People purchase decisions based on risk. They purchase based on risk.
    • People purchase based on price. They purchase based on price.
    • People purchase because they have a budget. They purchase because they have a limited amount of money.
    • People purchase when they have a plan. They purchase when they have a goal.
    • People purchase to solve problems. They purchase to fix issues.
    • People purchase solutions. They purchase solutions.

The Top Five Ways to Increase Sales Through Your Funnel

In order to make money online, you must first build a funnel. A funnel is simply a series of pages that lead visitors to a single destination.

Once a visitor lands on your landing page, he or she needs to complete some type of action before being able to move forward. For example, when I was starting out selling products online, my funnel looked like this:

I used LeadPages to design this funnel. LeadPages allows me to easily create different versions of the same funnel so that I can test various elements of my sales process.
Once I built my funnel, I needed to figure out how to drive traffic to it. There were several options:

  1. SEO
    SEO stands for search engine optimization. When you optimize your site for Google, Bing, Yahoo, etc., you’re telling these search engines that your content is relevant to certain keywords. Search engines love websites that rank highly for specific terms; therefore, optimizing your site for SEO makes sense. However, SEO takes time and effort, and it may not bring immediate results.
  2. Social Media
    Social media sites like Facebook, Twitter, LinkedIn, Instagram, Pinterest, YouTube, etc. allow users to share information with others. These sites also provide a platform for businesses to connect with customers. By sharing valuable content and connecting with followers, you’ll grow your social following and attract new leads.
  3. Email Marketing
    Email marketing is still one of the best ways to reach consumers. According to HubSpot, email opens are around 80%, and clickthrough rates are between 2%-7%. Plus, emails cost very little to send compared to other forms of advertising.
  4. Pay Per Click Advertising
    PPC ads are typically displayed on search engines, but they can also be placed on blogs, forums, and other websites. PPC ads are usually text based and display when a user searches for something related to your product or service. They’re effective, but they require a lot of upfront investment.
  5. Content Marketing
    Content marketing involves creating high quality content that attracts readers and encourages them to take desired actions. Examples of content marketing include blog posts, ebooks, videos, infographics, webinars, etc.
    You can find lots of examples of successful content marketers on the internet. Some great resources include:
Creating a Sales Funnel - blog post written content marketer Subir Goswami
Ultimate Guide to create a sales funnel

What are the benefits of having a well-built sales funnel?

In order to sell anything online, you must first build a solid sales funnel. Here’s a quick overview of what a sales funnel is and why it’s so critical to successful ecommerce businesses.

  1. Sales Funnel Definition
    Sales funnels are a series of stages that lead customers through the buying process. They’re also known as buyer journeys or customer journey maps.
  2. Why Build a Well-Built Sales Funnel?
    Building a strong sales funnel is essential to growing your online store. Without a proper funnel, you’ll struggle to convert visitors into buyers.
  3. How Do I Know My Sales Funnel Is Working?
    You can measure the effectiveness of your sales funnel by tracking conversion rates. Conversion rate is defined as the percentage of visitors who become leads and eventually make purchases. For example, let’s say you have 100 visitors to your site and only 20 of them buy something. Your conversion rate is 20%.
  4. What Are the Different Types of Sales Funnels?
    There are several different types of sales funnels, but here are some of the most common ones:
    • Lead generation – These funnels focus on getting traffic to your site and converting them into leads.
    • Content marketing – These funnels are used to attract prospects and turn them into customers.
    • Affiliate marketing – These funnels allow affiliates to promote products and receive commissions when they refer customers to merchants.
  5. How Can I Improve My Sales Funnel?
    Once you’ve built out your initial sales funnel, you can optimize it to drive more conversions. Here are some tips for making improvements:
    • Use landing pages – Landing pages are webpages that contain specific calls to action like forms or links to download content.
    • Add CTAs – Calls to actions are buttons that prompt users to perform certain tasks. Examples include signing up for email newsletters or downloading a white paper.

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