The Sales Funnel, as the name suggests, is structured in the form of a funnel where visitors are at the top, and as you go down you have leads, opportunities and customers.
We cannot talk about the funnel without talking about the journey, because it provides support for the Purchase Journey to be better structured.
As we discussed at the beginning, it shows the path that a potential customer takes from their first contact with your company to a purchase.
It is usually divided into three stages: Top of the Funnel (ToFu), Middle of the Funnel (MoFu) and Bottom of the Funnel (BoFu) . We will explain a little more about each one below.
Sales Funnel Stages
Top of Funnel (ToFu)
At this stage, visitors discover that they have a problem or issue that needs to be resolved, but that was previously unknown. In other words, they are not necessarily looking for something, but when they come across a situation, they identify that there is a problem in relation to what needs to be resolved.
In order for these visitors to truly begin the Buying Journey and argentina whatsapp data move through the Sales Funnel, it is essential that your business educates them about the problem they have just discovered they have. At this stage, you can offer rich content such as infographics, podcasts, blog posts , newsletters and even information on social media.
When making this content available, it is important that you provide forms for them to fill out with information, such as their name and email address, in order to access these materials. And why is this important? By leaving their contact information, they become Leads and can advance in the Sales Funnel.
An important tip is that this content must solve or provide tips to help visitors solve their problems. In other words, it needs to be truly useful.
Furthermore, it is essential that at this stage of the funnel you avoid talking about your brand and the qualities of your product/service. Here the focus is on educating and helping the visitor with any doubts, questions or problems they may have.
Middle of the Funnel (MoFu)
Remember that in the Top of the Funnel stage we talked about the importance of offering content but being able to capture some information from visitors so that they become Leads?
At this stage, Middle of the Funnel, they already know they have a problem, but they don't know how to solve it. At this point, it's essential that you provide content, tools, tips and techniques so they can solve it.