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How To Implement The Sales Funnel In Online Business

Life For Techno - How To Implement The Sales Funnel In Online Business, if you are engaged in an online business or have a business on your website, there's nothing wrong with learning this sales funnel theory and putting it into practice so that your sales increase.

The Sales Funnel is an easy way to visualize a customer journey, or what is commonly known as a customer journey, through your sales process.

This customer journey process is common because they realize they need your product and end up making a purchase. This journey is called the Sales Funnel.

This Sales Funnel can illustrate how every sale starts with a large number of potential customers, then ends with fewer people making a purchase.

In practice, the essence of this process is the journey from how you invite branded traffic or visitors and then get their contacts, turning those contacts into your business prospects, to finally convincing them to "close the deal" or make a transaction.

In theory, the Sales Funnel is the key to measuring, managing, forecasting and also including improving your sales process so that in the end you can close more transactions with customers.

A well-built Sales Funnel value is one that has the ability to:

How To Implement The Sales Funnel In Online Business

Define clear and consistent stages of the sales funnel process, which also reflects on your customer journey and can support those customers at every stage.

Establish clear communication across sales, marketing and other management departments towards a common sales vision. Most Sales Funnel teams have a daily or weekly call to review how fast or big they are progressing.

Forecasting future sales revenue with a much higher degree of accuracy when compared to that which is done without any clearer Sales Funnel stage.

Why You Should Implement a Sales Funnel?

According to research by David Kirkpatrick published in Marketing Sherpa, on the Sales Funnel, only 50% of marketing leads are ready to buy right away. Meanwhile, many other customers must be guarded and supported in advance to help them make buying or transacting decisions.

Getting great results from any potential customer is also difficult. Why? because 79% of these marketing leads were declared to have failed when they were about to go into a transaction or purchase action. This means that there are a lot of lost opportunities because the potential customer actually needs more support.

To support your customers through the sales process, it is important that you pay close attention to the Sales Funnel. While there may be a lot of care and attention you give to improving the Funnel itself, there are “leaks” to the Funnel that can occur.

The leak is what causes the qualified lead customers to just leave without making a purchase or transaction.

Read : Success Tips For Starting The Right Online Business

People in general who have just discovered your brand for the first time, of course, will not immediately make a purchase because they feel they are not ready.

Related to this, what you can do is establish communication with these prospective customers and invite them to get to know your company more and know what your product is and how its advantages and benefits are for them.

Even though it is a long process, they can be interested in your service first before making a product purchase. By identifying and refining the weakest areas in your Sales Funnel, you can ensure that your lead customers reach a high percentage.

Lead customers in question are those who are willing to make purchases and become repeat customers or loyal customers.

Understand Your Customer Journey

The first step to building your Sales Funnel is understanding your customer's decision-making process, which is often referred to as the “customer journey”.

To do this, you must put yourself in the position or state of the customer the first time you become aware of a problem that needs solving.

Next, consider each stage of the journey they took to make that decision. This will help you ensure your sales team is responding in a timely manner and in the right way to any of your customers' information needs.

The Sales Funnel consists of stages that are intended to reflect how the main decision-making steps are in the customer journey to make a purchase or transact. The number of stages can vary according to the type of business you are running.

In the following, we explain in detail each of the 5 classical stages:

Consciousness (Consciousness)

In this stage, your customers identify a problem that they need to fix. A simple example, there are people who want to play the guitar but do not have guitar skills and take music lessons that are expensive. Then the person sees your ad that provides an online guitar practice service with an app.

Advertising is a way you can make consumers aware of your product. This stage is large volume for your prospect customers.

Search (Discovery)

In this second stage, your customers realize it's time to find a solution to their problem and they start looking for more information about your product.

For example, I have found two solutions, the first is to follow guitar tutorials on YouTube, the second is to find a professional tutor and the third is an advertisement offer of downloading an online application that provides step-by-step guitar practice.

Website promotion is one way to allow customers to further explore your services and land qualified leads.

At this stage, there are few prospects, because some people haven't progressed from their problem to explored your product as a potential solution.

So, that person might just go to your website to have a look and see if he or she will download the application that you offer. And you have to create a web that can attract the attention of consumers.


At the evaluation stage, customers narrow down the range of potential solutions to their problem. Customers may discard choices based on various considerations including price, style and quality.

They may do this by asking for more information via your website or by contacting your sales representative. So, at this stage, your number of prospects decreases even further, but the chances of being closed increase even further.

Specialization (Intent)

In this stage, your prospect will likely consider your product, and is now calling to ask more detailed questions. What has changed lately is that more and more customers are now completing this stage online.

Customers don't feel the need to talk to the party causing the sale unless they can't find their information online, either from reviews or on the website. At this stage, your number of prospects decreases even further, but the chances of closing the sale increase even further.

Purchase (Purchase)

In this final stage, the customer has decided which products to buy online, or they communicate with your sales team to then complete the purchase or transact. They may also try to negotiate a price or take advantage of the promotional offers you are providing.

For example, the person has decided to use your application, but that person wants to get a promo that you are advertising, for example “free advanced tutorials”. At this stage, you have a number of customers left, but are almost certainly closed sales.

Mapping the Sales Process according to the Stages of the Customer Journey

Now that you've looked at your customer journey process, let's see how you can prepare a sales process to drive more customers to complete purchases or transact. Each stage of the sales process reflects the customer journey.

Prospects (Prospects)

Your future customers are aware of your brand, but they don't really know about you at this stage. Communicating the benefits of your brand above other solutions is the kind of support that will mean a lot to the customer at this stage.

Sales can communicate to prospects via direct calls or networking at social events. Marketing may reach customers through online marketing campaigns.

Qualification (Qualification)

At this point, you've identified a customer who genuinely has an interest in your product and the ability to pay for it. The customer is likely to have completed the qualification process online on their own, or have spoken to someone on your sales team who is already qualified.

You should now have basic information stored in your CRM, including your name, title, phone number, email address, interests, budget authority and time scale to purchase.

Demonstration (Demonstration)

At this stage, the customer has explored your solution (and one or two competitive solutions) in more depth. This may be because you have provided the prospect with complete information, a written proposal, or a demo.

Negotiation (Negotiation)

At this point, the customer has decided that you might be able to provide the best solution to their problem, so they may ask questions about pricing. This is you.

From the start they enter the website to the end point, where they choose to contact your sales company or submit their own data via the website (online).

The most popular analysis tool is Google Analytics. By setting up goal analysis in Google Analytics, you can see how many users have visited your website.

This tool allows you to create a "Funnel Visualization Report" which can clearly show how many users click on each page on your website.

Google Analytics is also able to show which pages you need to improve. If a red mark appears on a particular page, you can just click on it to see the details. It could be that the content on your page is so thin or short that the bounce rate is high or your purchase chart design is too complicated for users / visitors.

For guidance on creating good content in SEO, you can read our previous article about content marketing strategies. Such tools are the perfect starting place for trying to analyze the problem with your website. In addition, you can also take advantage of management tools that can make it easier for you to do your tasks and collaborate with all teams or departments that take care of your business.

Improve the Website and its Content

Once you know which parts of your website have weak spots, it's time to fix any existing "leaks" to increase conversions.

Thanks to Google Analytics, you can actually find out which pages are problematic, but you won't know exactly what caused the problem. In figuring out the source of the problem, you will spend a considerable amount of time simplifying your website before presenting it to attract visitors.

You can do two ways, namely analyzing heat maps or testing with A / B Testing. Heat maps provide information about where customers are looking, as well as what content is of interest to them. By using heat maps, you can look for new ideas. From the writings or images that many users see.

Read : What is Online Business? And How To Run It So Always Profit

Communicating with Contacts

The first thing to pay attention to about establishing communication with a contact is that you have to make it as easy as possible for potential customers to contact you. If they don't, they may become frustrated, and your reputation may suffer.

This means that you must provide a variety of contact methods according to the needs of each customer. It could be by providing a help application on the App Store. It is very important to provide guidance to customers according to their needs.

Forging strong communication between you and your customer can create a lifelong buying relationship that benefits everyone involved. So, think about the long term, not the short term for the sake of selling a lot of time.

Maintaining every lead customer is important, as very few new customers will immediately be ready to buy from your company. Emphasize how the benefits of their product or solution to their problem have worked.

The best way to build relationships with customers is to be friendly, approach and respect them. You can provide a little encouragement if needed but not too much so that your potential customer will be annoyed.

Finally, once you have succeeded in encouraging clients to transact, you should still maintain good relationships. You can periodically ask for their feedback on your products or services. Or, you can also show them a little personal attention such as giving gifts, promos, or other attractive offers on their birthdays.

Such after sales service can lead you to create repeat customers, which is much more useful because they will consistently come back to buy more of your product. Not only that, but also promote your brand to their friends or other relations. 

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