1. Sale Funnel, What is it?
For little over 6 months now I have been focusing all my efforts on promoting my mentors internet
marketing programme and whilst I have had some success I am spending more than I am getting back.
So I have decided to create my own sales funnel and see if I can generate some more money while still
running my mentors system.
Well that all sounded simple!!
In this article I hope to clarify why you need a sales funnel, how to set one up, no matter what your
Sales funnel, what is it?
Ok the basics of what a sales funnel is. There are three types of people that you engage with during a
Now a lead is someone you think you could sell to. Let’s say you ran a blog about classic cars, a lead
would be someone who owns a classic, versus someone who simply likes looking at pictures of classic
Prospects can also be called qualified leads. These are people that have had some contact with your
company or blog and they have shown their interest.
Now we know what a customer is, these are people that have made a purchase but they can be divided
down into just one purchase or several purchases, also known as repeat customers.
2. As you can the sales funnel is just an inverted pyramid. So at the top we try to find as many leads as
possible to bring into the funnel. As percentage of those leads will then become prospects, individuals
interested in your product or service and who may buy. This is a numbers game and the more good
leads entering the funnel the more prospects you will have. This intern means the more prospects, the
more potential customers you have!
The sale funnel has two functions:
Find leads and get them into the funnel
Increase the number of people moving down the funnel, one level to the next.
The process of making a sale
There are five/six distinct processes that a customer goes through before making a purchase and these
Awareness – make your potential customer aware you exist. You can do this by various methods i.e.
advertising, social media, word of mouth etc.
3. Education – now you need to teach the leads why they need your product/service. At this point you can
start to promote, but with a softly softly approach because you don’t want to turn off your potential
lead. This is where offering something for free or very cost will help.
Evaluation – this is where your prospective lead is thinking about purchasing. Make sure you provide
them with all the positives for buying your product/service.
Engagement – it is at this point where most prospects get stuck, so it is now that you need to nudge
them into making the purchase without being too pushy. This is where scarcity or price increase might
come into play.
Commitment/Purchase – this could in some cases one and the same. You’ve made a sale,
The funnel journey
The best performing funnels have several levels to the sales funnel. This is especially true when it comes
to selling high ticket items.
In the above image, we are encouraging people to take little step instead of going directly to the high
cost item. Downloading a free or low cost ebook is not a big step and if the ebook provides high value,
then the $19 product must be worth having and so on and so forth.
You will lose people along the way that is natural, but it is far easier to move those people down the
funnel when taking small increments.
As an added bonus if you segment your mailing list in to buyers and not buyers, you will have a pretty
good sales tool on your hands and you can increase sales dramatically.
4. Sales Funnel Overview
In review, here is the sales funnel:
Use sales funnel to help turn leads into customers.
A sales funnel is a plan to allow an individual to become aware of your products, learn about it,
and make a decision on whether or not to buy.
Start funnelling people from day one, so you can move them toward a sale.