Every potential client goes through a sales funnel to purchase your service. Once you understand the sales funnel, you are able to improve and enhance it so that you get more potential client inquiries. The basics of a sales funnel are that you generate traffic, convert the traffic into inquiries and turn the inquiries into clients.
How can you convert your B grade sales funnel into an A grade one? You follow these 5 laws.
Law #1: Know your Traffic
Analytical tracking will give you in-depth metrics on your traffic.
Traffic Source: Be aware of where your traffic is coming from.
Country Demographic: You want to ascertain that the right people are looking at your site.
Bounce Rate: Identify pages that have a high bounce rate.
Conversion: Your traffic needs to convert into leads before converting to sales.
All of this will give you a fair idea of your traffic. Google Analytics is a fantastic tool that will help you understand your traffic. Once you identify the traffic sources, demographic, conversion and bounce rate, you can alter your sales funnel to suit you.
Law #2: Generate Traffic
The first part of your sales funnel is traffic generation. If you can’t generate traffic, you will not get enough leads or sales.
The traffic source metrics will give you accurate information on where your visitors are coming from – social media, email, search engines, adverts, or direct.
Regularly update your website with content that taps into the queries your users are searching for. Your organic search data will inform you about which content is working and which is not.
Leverage the content that works.
Referrals showcase websites that contain your page links and the traffic you receive from them.
The better your link building, the more referral traffic you will have.
Social brings your site traffic from social media platforms. The more active your business profile, the more traffic it will bring.
Paid search is a very effective way to bring users to your site when you don’t have a high SEO rank.
Each traffic source represents an avenue for you to generate traffic. Ensure you leverage each one to bring more traffic to your site.
Law #3: Give your visitors what they want
Each visitor comes to your website in search of information, service or a product. It is vital that you give them what they want first, before you can convert them.
This above image is a users’ flow chart, which indicates how visitors interact with a website. When visitors click on a page title of ‘Social networking tips’, ensure that you give them social networking tips before you actually have a leads form pop up. Additionally, don’t redirect to another page. Give your visitors what the page title or advertisement promised.
Furthermore, once you provide information on what your visitors want, they will discover the rest of your website.
Law #4: Nurture your Leads
Once you’ve had visitors come to your site, you need to nurture leads. On average, only 2% of visitors convert and make sales. You need to:
Set up a retargeting system: Retargeting allows you to appear to recent visitors through a system of advertisements.
Email: When your visitors become leads, you build an email relationship with them through drip emails that finally leads to sales.
Law #5: Conduct A/B Testing
A/B testing allows you to find out which home page, landing page, lead form or action button (e.g. “Book a free consultation now”) works with your audience. If you are not conducting A/B testing, then you are neither improving your website nor optimizing it for your users and the sales funnel. The better you know your traffic, the better you can optimize your site, and the more A/B testing you can conduct to ascertain you are on the right track.