Transform your Funnel: Sales Funnel to Customer-Centric
September 11th, 2014
Are you still stuck up with your leaky sales funnel? This made them lose valuable leads. Now, its high-time marketers digress from sales-driven funnel to customer-centric funnel. So, let us not brood over what went wrong with the sales-driven funnel, let’s just dash in to and start formulating the new customer-centric funnel.
The stages of the funnel:
Top of the Funnel – Generate awareness & Get found
The customer is not aware of their problem and your existence. So, you need to generate awareness to the customer about your brand.
Or
The customer has a problem and is looking for a solution. You need to show them that you have a solution for their problem i.e. you need to make yourself found. Once you generate awareness & get found, you need to redirect them to your website. Website visitor signs up, you get a Lead.
Middle of the Funnel – Nurture lead to convert to sales qualified lead
Formulate a nurturing strategy and start nurturing the lead to develop the lead into a sales opportunity. Score the leads based on their response and other specific attributes. The higher the score the more likely that they are the right target to your organization and they can be directed to the sales.
Bottom of the Funnel
The sales team calls the sales-ready leads. If the lead is ready to buy from your brand, the deal closes, else the lead is sent back to be nurtured.
Note: Unless and until you get the top stage right, you cannot go to the middle stage. “Selling is 10 times easier once you have established trust…”
This is a customer-centric funnel designed based on the Customer’s point of view. Before you get started with your funnel, you might need to ask yourself these questions understand your customers deeply.
- What they like and dislike?
- What they need?
- What influences them?
- What are their pain points?
The Key to Success: Mix a pinch of lateral thinking to the answers and formulate your funnel.
