10 important points for creating your NEVER ending sales funnel - Tobi Ayelaagbe
Technology keep changing the way we live, but has your approach to your to sale being updated? Here is a list of 10 things to do to create a strong sales funnel, it includes modern technology and many classic moves that never go out of style… Let’s ride.
What is a SALES FUNNEL – For a beginner I will just call it a pipeline in which a customer passes through from the point of hearing your name, knowing what you sell, contemplate and buy.
When some businesses have mastered it and get sales on the spot while some still take time
No matter your business/organization’s size, the need for a robust funnel is something every persons selling has in common. Sadly, most leads (approach) aren’t ready to close ( get you sales) right away. That means creating and maintaining a funnel is vital. Nothing is worse than closing a string of deals… only to realize you’ve neglected the top of the funnel and there’s nothing left in the funnel.
These 10 Tips for Building a Strong Sales Funnel will help jump-start the top of the honey pot and be more effective as you work your way to the getting sales (close).
1. Use LinkedIn for prospecting
Does your business use LinkedIn, if not check if it is suitable for you but just to give a heads up “unlike other social media channels 80% of LinkedIn users uses it for business” so it might be a good fit for you.
LinkedIn has implemented a ton of changes recently that make it usable for more than just a job search. It’s become an excellent resource for networking and research. Use the ability to efficiently identify prospects by company, location, or industry to your advantage. According to LinkedIn, salespeople focused on new business who exceed quota perform 52% more people searches each month.
2. Look a level deeper when identifying decision makers
Once you identify your “in,” don’t be afraid to
stalk explore the person’s profile for mutual connections, common universities, discussions they’ve participated in. These are all great conversation starters. At WAOW-X, we’ve made reaching out to your prospects even easier with our done-for-you sales skeleton. We help you find perfect social media for you, sales connections and provide timely insights about when your connections change companies or roles.
3. Ask for referrals – IT IS EASIER THAN PROSPECTING NEW CLIENTS
Don’t be afraid to ask for referrals from personal and businesss networks. The best business gift you can get from a client or friend is referring another client to you, it is the quickest way to turn a cold call into a warm call. Seeing an acquaintance’s name on an email will improve that first open rate dramatically! In fact, referral leads convert 30% better than leads from other channels, and they have a 16% higher lifetime value (Hubspot).
4. Don’t start of by marketing – Slow your urge
Take time to build relationship with people within prospect organizations. Don’t try to pitch them – use the steps ( the people on the way) to the top as a way to learn. Take that intel, and use it to
A) figure out the best way to address a pain point and
B) Get past the final gatekeeper (principalities on the way). By the time you get to the decision maker, you must know enough to give them insights into their own business. With 77% of buyers saying that they won’t engage with a salesperson if they don’t do the homework giving them knowledge into their business, it’s practically an expectation (LinkedIn State of Sales Report, 2017).
5. Leverage on Google
If you search: “WAOWX Group or TOBI Ayelaagbe,” I guarantee you’ll come up with lots of information from interviews, articles, personal blogs, YouTube videos, Twitter handles, and more. It’s all fair game! Use this to learn what makes your prospect “tick.”
Pro tip: You’ll probably also get a corporate website in the search returns. You’d be surprised by the information about huge info you are going to get on that About page. Even if you can’t find an email, you’ll likely find an entry point.
6. Build your personal brand – Be searchable
The internet makes it super easy to get your name out there. Make sure you’re representing yourself in the best possible light. Google yourself and see what comes up. On social media, be sure to include a professional headshot in your social profiles, craft a well-written description of your role, share insightful content, and engage with your peers and prospects in a way that adds value to the discussion. You can also chat us up on deep insight on how you can spread yourself wide online
7. Start acting like a source – Be a thought leader
According to research, 92% of B2B buyers use social media platforms specifically to engage with thought leaders in their industry. Start writing short articles (educative, motivational or even entertaining) to share on blogs or social media. Participate in discussion boards. If you position yourself as a reliable source of knowledge (read: not a pushy person that want to sell all the time), people will pay attention and remember your name when they are looking for solutions.
8. Please learn how to write solid sales emails
Email open rates were as high as 85% to 95% in the early days of email. According to MailChimp, today it’s just above 20%. Improve your open rate by grabbing attention early. Here are a few ideas:
- Try using a social proof in the subject line: “50,000 CMOs are improving their open rates with…”
- Use a creative, personalized subject line. If you share an alma mater, you might write the following: “128 Days Until Yellow Jacket Football”
- Keep it concise, conversational, and get to the point (see #9 below)
9. Make it easy to reply
Many leaders save time in their day with efficient emails. They typically responded with few words. Please read this Buzzfeed article on Mark Cuban’s notoriously terse email replies? He is known for responding right away, often with just one word. Make it even easier for leaders to do this by giving them options. What could be easier than only needing to reply with 1, 2, or 3? Here’s an example:
Would you like to learn more about how to save time in your day with my insanely cool technology?
3. Try me in 2 weeks
10. Be a consultant
Know your customers better than your competitors do. If your target feels you genuinely understand them and their needs and you can put forward a solution that reflects that, they’ll choose you over the competition… possibly even at a higher price point. Research backs this up. Nearly 64% of B2B buyers report that they appreciate hearing from a salesperson who provides knowledge or insight about their business. Use the research techniques above in combination with your initial conversations to create a better buyer experience and move prospects down the funnel.
Now that you have these new ideas, make sure you’re delivering the right message at the right time. At each stage of the buying process, your prospect has needs and wants. Beyond the content itself, consider frequency and method of contact. Creating a cadence with defined stages allows teams to almost effortlessly keep track of pipeline stages. Work smarter, not harder. In the end, it provides a better experience for your buyer (and you!).
For a real-world example, check out our FREE made for you – how to get more sales automatically even before you say what you sell – Position yourself as magnet that attract money from customers easily even before introducing yourself.