sales funnel = sausage maker? · sales funnels. 1 consider aligning process optimisation, account...

3 Goals - 3 Steps

Sales amp marketing phraseology1

My alternative model to sales funnels2

Best practices for implementation3

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1 Sales amp Marketing Phraseology

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Sales Funnel

Visitors

Prospects

Clients

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ldquoSalesmen should visualise sales steps as forcing facts through a

funnel which produces favorable consideration Funnels helped

many a salesmenhellip

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William Townsend Bond Salesmenship

I need to keep cranking that sausage machine

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ldquo

Itrsquos short term focus Revenue Now

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Sales Funnel

Awareness

Consideration

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Decision

Buyers Journey amp Stages Of Awareness

Awareness Consideration Decision128073 128073

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Someone in this stage

has a problem or goal and a sense of urgency

wants to learn more about that problem or goal

wants to know what sort of options are available

Awareness

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Someone in this stage

knows the sorts of options or solutions

wants to learn more about the pros and cons of each

wants to know which one suits them best

Consideration

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Someone in this stage

has picked a type of solution

knows the most suitable service providers

wants to know which one is the best match

Decision

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But this model still just aims for the sale

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Buyers Journey Extended

Awareness Consideration Decision128073 128073

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Retention Loyalty Advocacy

128073128073 128073

Someone in this stage

may want to make the most out of a first purchase

might not be entirely happy and isnrsquot sure what to do

may be interested in add-on services

Retention

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Someone in this stage

has hired you more than once and is mostly happy

might need a nudge for a review

would love some token of appreciation

Loyalty

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Someone in this stage

actively sends you referrals

will stand up for you in online discussions

needs to be spoiled rotten

Advocacy

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But still a healthy long term client relation is not linear

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Because people do business with people

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People they know like amp trust

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If you would consider hiring an agency yoursquod want to know

do they get us

are they qualified

will it be fun to work with them

how will they treat us when we hit a rough patch

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It IS about growing closer over time

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2 My Alternative

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Your best clients 1

Circles of trust

Repeat clients 2

First time clients 3

Leads (permission to stay in touch) 4

People who have heard about you 5

The rest of the world 6

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1

23456

Circles of trust

Growing closer

Offering value

A mutually beneficial relation

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Advocacy Stage 1

Circles of trust

Loyalty Stage2

Retention Stage 3

Decision Stage 4

Consideration Stage 5

Awareness Stage 6

1

23456

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Keep your advocacy clients raving 1

Circles of trust

Nurture your loyal clients to advocacy2

Nurture first time clients to loyalty 3

Etcetera4

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3 How to make that happen

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Try these 6 steps

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Systematize all routine projectsIt will improve overall quality

and help you scale

1

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50 of business fail within the first 5 years

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Why do businesses failBecause they are not able to attract enough leads clients and revenue

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Why do businesses failOr because theyrsquore not able to deliver

a consistent level of quality

SystemizeIt will improve overall quality

and help you scale

1

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Spoil your best clients rottenTheyrsquore the 20 that generates 80

of your income

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2

If you create something new log your steps

It will be easier to explain and easier to reproduce

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3

Sell new discoveries to more existing clients

Optimise the process and keep track of results

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4

Productise these new services and brand them

Itrsquos the fasted way to expert status

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5

Share your knowledge freelyKeep the stages of awareness in mind

and always invite your audience to take a next step

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6

Find out what your best clients love about your service

And use the words they use in your content to build rapport

Bonus

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Circles of trust

consistent quality

referrals amp testimonials

raising expert status

As a result

logically structured and targeted content

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Consider a more sustainable alternative for sales funnels

1

Consider aligning process optimisation account management and content creation

2

Consider working from the inside out when implementing this approach

3

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These were my 3 goals for you for today