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Funnels, Digital Marketing
WHAT TO DO BEFORE YOUR SALES FUNNEL
March 1, 2022
A lot of people ask this question.
“Do I even need a funnel?”
The short answer? Yes.
The longer answer? Yes. Yes. Yes.
The idea of a funnel isn’t a new concept. It’s been around longer than your grandparents (possibly some of your parents).
It wasn’t called the a funnel, but has been distinguished as the first formal theory in marketing and invented by E St Elmo Lewis in 1898.
Yup, ‘funnels’ have been around for over a century.
So no they aren’t dead.
And yes. You need one.
And…you probably already have some type of funnel you’re using.
But before I explore the world of funnels with everyone, there’s something most people skip over that I’m going to shed some light on.
Prospecting.
Yes, in a way we are panning for gold, but let’s breakdown what it looks like when it comes to potential customers.
Your website will attract: Visitors
They don’t all stay, the ones who do turn into: Prospects
This is where it gets tricky. You want to turn those Prospects into: Clients
.
..
…
….
There’re a few steps to achieve that though. And this is where most business owners miss. This is where a funnel can be handy.
This is where we Iike to create a Prospecting Funnel. I like the AIDA method for this and it stands for:
· Attention
· Interest
· Desire
· Action
If you think of it in terms of a dating scenario, a prospecting funnel looks like this:
We’ll use Betty White as my avatar name (as a nod to the amazing, late Betty White).
Betty is going out on the town with friends. Betty would like to meet someone who could be a good partner for her, but Betty’s picky about who she spends her time with.
Betty dresses in an outfit that is so her...so Betty. Casual with a flair of elegance.
Betty does her makeup – the way she loves to wear makeup.
Betty does her hair – the way she loves to wear her hair.
And she dresses it all up a couple of notches to make herself more attractive than she would on a weekend at home. Because she wants to draw attention, but she wants to draw the right attention.
Betty goes out to one of her favorite restaurants that all of her friends and favorite people love because she knows that like attracts like. She stands at the bar to get a club soda and sees someone that looks like they could be a good fit for her. He’s not looking at her though. So she flips her hair and chats up the bartender in a friendly way and laughs casually to show her good nature.
It works. The guy she was looking at came in. They chat for a few minutes, his name is Allen (nod to Betty’s late husband Allen Ludden) and she discovers that he is in fact single as well and new to town. He hasn’t made many friends and is looking to meet people. Betty can emphasize and tells him her story of the first week she came to town and her experiences. They laugh and the guy seems comforted and more relaxed.
Things are looking very promising, and Betty wants to get to know Allen more so she invites him to come and sit with her and her friends as they have some drinks and talk more.
And there you have it – that’s a real-life example, as Betty took Allen through a Prospecting Funnel…
NOTE: my husband had a laugh as I read this back to him saying, “Yeah she did…she took him right through her funnel.”
Yup, we went there for a moment, but you guys get the idea.
So yes, you need a funnel.
You need a way to attract visitors and see if they are the ones that are right for you and your business and services are right for them.
Then the tricky part is filtering them out and filtering them through. That’s where a funnel can make a lot of sense, and prospecting is the way to do it.
Now most people skip the prospecting and go right into a sales funnel. Here’s the real life example of that.
Betty attracts in Allen. Allen says hi and Betty says – “Hey, you want to get married?"
You can imagine in real life what happens next. Allen most likely says, “Great chat. See you around.” And speed walks/slow sprints out the door and thinks to himself… “Yeesh, is there anyone normal around here?”
So in this case. Don’t be Betty. Don’t try to sell Allen right into marriage and don’t try to sell your visitors to be a client right away.
Attract.
Interest.
Desire.
Action.
Then sales funnel with those who filter through. So, action steps for today? Just one. Find out how you’re turning your visitors into prospects. What’s the one thing that you know how to do well that attracts visitors and turns them into prospects. And this can be on any given platform, social media, website, etc.
Until next time, make it a great one!
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CATEGORY
Transformation
Funnels
Digital Marketing
Leadership
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Danielle Fitzpatrick Clark
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Danielle is an international best-selling author, speaker and CEO of Influence Builder. She works with influencers and mission-based entrepreneurs to help them create impact, influence and powerful platforms and multiple income streams in their business. Her clients reach multiple 7 and 8-figure business income levels, quickly and effectively, avoiding dead ends, massive gaps, and instead building strong foundations and lasting results for both them and those they serve.
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