If you are wondering what a B2B sales funnel and how it will benefit your business, you have come to the right place.
Have you ever wondered why you have traffic on your website but few conversions? Do you feel that you speak to nothing and that you do not get results when you make newsletters? Are you losing the attention of your leads? All these problems have solutions.
We have already talked about sales funnels before. In other posts we have commented:
Next, we are going to offer you all the keys to sales funnels so that you can draw up an effective strategy that really helps you meet your objectives.
What is a sales funnel?
A sales funnel, or sales funnel In Spanish, it is basically the journey that the target audience of the company takes from the moment they learn about its existence until they become a customer, that is, the moment a conversion occurs.
Different stages are differentiated in the tunnel, which are those through which the potential consumer passes and in which we have to have a plan to make sure that he continues on his way and that he reaches the end, taking the actions that we expect from him.
At the beginning of any sale there is always a high number of potential customers but, as the phases go through, we are left with a smaller one, made up of those who they are really interested.
However, if the number of customers we lose at each of these points in the process is too high, we are not doing well. The purpose is to achieve the highest number of conversions.
It is useless to have invested in an excellent website for our law firm if at the moment of truth they choose another brand instead of ours, for example.
Stages of a B2B sales funnel
The path your audience travels is not linear, but has very different paths that must be anticipated when preparing a plan, so that we anticipate their decisions.
In this sense, we will have three opportunities to capture leads:
TOFU phase
It aims to attract leads and get a wide sector be interested in your brand, as long as they fit our buyer persona profile. At this point in the B2B sales funnel, the goal is to show the customer that they have a problem and that you have the solution to it.
You must be close and empathetic, since it will be your first contact. To do this, it is best that you use tools that do not sell your product directly and blatantly, but give them information and practical ideas.
For example, you can create a podcast, publish interesting content on your blog, use social networks to expand your knowledge on the subject in question, provide free material to the user in exchange for data, etc.
If you have an online store, it may be time to open a blog where you upload articles about some of the fashion products and what their benefits are.
As you can see, it is a more organic way to get thereAlthough you can also use paid advertising on Social Media, which is not so aggressive.
MOFU phase
Here, your audience is already aware that they have to find how to satisfy their needs, so they must be encouraged to take the step and act in the direction we want, that is, towards us.
The user knows you and has given you their information, but it is between your products or services and those of your competition. It’s time to make him see that you are his best option.
In this case, you must use all the knowledge you have about your buyer persona to get their attention. The keywords they use, what types of emails interest them the most …
A good idea at this stage of the B2B sales funnel is to create a email marketing campaign. From the messages you send you can tell your story and make potential customers identify with it.
BOFU phase
This corresponds to the bottom of the sales funnel and is where we have to take advantage of to close the sale and transform leads into customers.
Once they get here, the person already knows who you are, what their needs are and what you offer. The only thing left is to take the leap. That is why we have to be the one to give you the push that will help you make the final decision.
What actions could we take to convince you? Since offer discounts, to advice or send you a free product demonstration.
Tips for optimizing the B2B sales funnel
There are a number of steps that are essential if you want the B2B sales funnel to work and maximize conversions.
Know your target audience and your value well
Before getting to work with the B2B sales funnel, you must be clear about who you are targeting and what are your advantages in front of your main competitors, as these will be key so that they finally choose you.
Take into account demographics, hobbies, tastes and lifestyle, and do some deep research on what the needs are, so that you are able to show that your products are a perfect fit.
Therefore, it is recommended that you collect as much information as possible about how users interact with your website to identify opportunities.
Don’t neglect your Landing Pages
The landings, that is, the pages with which you are going to convert your audience, must be especially careful. Redirects that work, forms to fill out …
Make sure everything is in order and that they are attractive and functional, because if not, you will have lost your chance.
Connect Call and Explore Call
Although the names may seem very complicated, the reality is that they are two types of attention calls that have different functions.
On the one hand, the Connect Call or connection call is the one you make once you have found your specific target. Before doing it you must have in your hands all the data, so that you can get that the potential client feels identified with what you tell him.
On the other hand, the Explore Call or in-depth call is the one that is made once we have made the previous one and that we have made sure that it is the profile we want. It is where the user must realize that you can be what they are looking for.
Here you should investigate more in the company situation: budget, who makes the decisions, what is their need, their objectives, plans and challenges, etc.
Last Call: Goal Setting
The fixation call is framed within the lower phase of the funnel, which we have called the BOFU phase. It is in which the person decide to buy your product or service, so it is key.
The purpose of this last contact before you become a client is to delve into the objectives that the client wants to achieve and demonstrate that we have the appropriate tactics and methods to achieve them.
Analysis, may it never be missing
All the advice we have given you for the B2B sales funnel is very good, but perhaps the most important is to carry out a constant tracking data and metrics. Only then can we know that we are on the right track and correct what we don’t like.
Within this analysis, you can take into account the conversion rate that is being achieved or how productive the worker who is dedicated to the sales area is.
If you have questions or want to have your own sales funnel made by professionals, do not hesitate to contact NeoAttack.
