how to optimize your sales and marketing funnel
Post on 18-Oct-2014
1.983 views
DESCRIPTION
Promoting a website and making it effective are the biggest challenges that marketers face. Getting the most out of your online efforts requires building a solid and dependable sales and marketing funnel to help you increase your ROI. Do you know how to get the most out of your website and every lead? This web seminar covers: • How to identify the challenges you’re currently facing with lead conversion • Tactics to drive traffic to your website and convert visitors to leads • The best nurturing tactics to push your leads through the sales process • Ways to measure and improve your funnel’s performanceTRANSCRIPT
Presented by:Richard Sharp
How to Optimize Your Sales & Marketing Funnel: Learn how to get the most out of every lead.
Your sales and marketing funnel is the key to driving leads through the sales process and earning more business. ..
But…every funnel has blockage points.
Clearing those blockage points is essential for an optimized sales funnel…
…But, before you can eliminate them, you need to recognize where they are.
Leads
New Customer
Opportunities
Leads
VisitorsVisitors
Visitors
Capturing the lead
Nurturing and qualifying
Selling and closing
Leads
New Customer
Opportunities
Leads
VisitorsVisitors
Visitors
Lots of traffic but not enough visitors
converting to leads
Too many leads being passed to sales that
aren’t qualified
Lots of leads but not enough conversions to
sales
What does that mean?
If you aren’t getting enough traffic into the top of your funnel, you’re going to have a hard time getting enough leads and sales to drive more business.
This is the starting point for a full and well-functioning funnel, and if you’re blocked here, you’re going to have a hard time keeping the rest of your funnel healthy.
Not enough traffic coming into your funnel Problem # 1:
Solution# 1: Build some demand for your products and services to drive targeted visitors to your website.
1. Understand your audience and get to know what they’re looking for
2. Optimize your website using SEO 3. Educate and engage prospects with content4. Use social media and content syndication
How can you build demand?
For more information take a look at our webinar, “How to Turn Your Website into a Demand Generation Machine” in our resource section http://www.marqui.com/resources/demand-generation/
Lots of traffic, but not enough of it is converting to leads. Problem # 2:
What does that mean?
Lots of visitors are arriving at your website, but once they get there, they aren’t seeing anything worth giving you their information for.
If you’re not converting the traffic that arrives at your website to leads, then you won’t be able to turn those leads into sales.
Improve website conversion rates
Use compelling CTAs, optimize landing pages, customer testimonials and valuable content to encourage visitors to convert.
Solution #2:
Find conversion benchmark data on the Fireclick Index at http://index.fireclick.com/
Problem #3: The leads you’re passing to sales, aren’t ready to purchase.
What does this mean?
Most leads aren’t ready to purchase when they arrive at your website. In fact, it takes on average 5-8 touches for a lead to convert from a suspect to a prospect. Without a nurturing plan in place, those leads will most likely end up buying from a competitor.
Source: The Bridge Group
1. Start your campaigns simple2. Keep your offers targeted and
relevant3. Time-based campaigns need to
be strategic4. Regular segmentation is crucial5. Test thoroughly and carefully
before deploying6. Keep your hand-off process clear7. Measure to improve conversion
rates
Solution #3: Use lead nurturing best practices to keep you funnel healthy.
For more information take a look at our webinar, “Lead Nurturing 101” in our resource section http://www.marqui.com/resources/lead-nurturing/
Problem #4: You’re getting leads, but none of them are converting to sales.
There are lot’s of reasons why leads aren’t converting to sales, but one of the biggest is related to sales and marketing alignment. If sales and marketing aren’t aligned, leads get lost.
If your teams aren’t on the same page, leads won’t get the attention they need or deserve.
Align sales and marketing. By clearly defining a lead, streamlining hand-off and follow up as well as automating processes you can ensure you’re passing quality leads to sales.
How can you align sales and marketing?
1. Have a clear definition of a quality lead
2. Streamline your lead hand-off/follow up process
3. Ensure no leads are lost or forgotten
4. Keep a clear lead nurturing process in place for leads that aren’t ready to purchase
5. Have regular internal meetings to keep sales and marketing on the same page
Solution# 4:
New Customer
Opportunities
Leads
Visitors
Leads
VisitorsVisitors
New Customer
Opportunities
Leads
Visitors
Leads
Opportunities
Conversion %
Conversion %
Visitors
Thank You! to receive our blog posts via email and
you’ll be entered to receive a website assessment.
Follow our blog at http://www.marqui.com/blog
Follow us on Twitter @Marqui_CMS
Contact me!Richard Sharp, VP Marketing
604.484.8543
REGISTER TODAY
FREE
Image Sources
• http://www.flickr.com/photos/tudor/4872844756/sizes/l/• http://www.flickr.com/photos/wwarby/4693684443/sizes/l/• http://www.flickr.com/photos/sinkdd/4364969201/sizes/l/• http://www.flickr.com/photos/rknight/4358119571/sizes/l/• http://www.flickr.com/photos/kriztofor/3724503239/sizes/l/• http://www.flickr.com/photos/biggreymare/3445338386/sizes/l/• http://www.flickr.com/photos/uli_harder/3358815213/sizes/l/• http://www.flickr.com/photos/bangladeshboat/2043265853/sizes/z
/• http://www.flickr.com/photos/david-hilgart/4139225850/sizes/l/