In the B2B world, the sales funnel is commonly written about but the truth is it’s seldom used. Not because it’s difficult or unattainable, but because most business owners simply haven’t considered the step-by-step process necessary to take a site visitor and convert them into a paying customer.
It’s really easy to discover the growing B2B buyer and where that buyer will be if you use these 5 easy steps to keep your sales funnel flowing.
1. You must create educational content that is really helpful to prospects in their journey through the process for each of the phrases.
2. Your content must be readily available in as many formats and platforms as you can. For example, let’s say you have produced a white paper. You should record an audio of it too. Then you should make both readily available for free with no barriers. The prospect should be able to click on the button and instantly download. If you require them to do things such as sign up before you allow them to have access to the white paper you hurt your business. You have their attention so make the most of it rather than making them angry or irritated.
3. Make it easy for your potential customer to provide you with the necessary permissions so that you can assist them. We already discussed the use of a button that says, “listen now,” or “download now,” but you also need to include another button that offers you sending a message to the recipient when you publish you conduct a webinar, publish another white paper, or offer something else. Be clear that the first piece is education, it is free, and there are no strings attached. Also make it clear that you are telling them what comes next and making it much easier for them to act on it.
4. Now you must follow up based on what permissions they’ve selected.
5. Finally, you should have live staff available to speak with any prospect that wants to talk. Add a “chat now” button so that prospects can easily speak with someone. There you have it – 5 simple steps to keep your sales funnel flowing. Using these steps lets you become acquainted with your buyer and to help him/her navigate through your sales funnel by making yourself and your content available to prospects. You’ve provided them with all the tools they will need to navigate through your sales funnel, rather than that of the competition.
