Unlock the power of stages of a funnel for Production with airSlate SignNow

How to create outlook signature

welcome to another video canvas tutorial this is an instructional video for the purpose of helping salespeople identify weaknesses in their sales funnel with a knowledge of the component parts of a sales funnel a salesperson will be able to reduce or even eliminate gaps waste and missed opportunities in their sales funnel if you're in sales then you know that sales funnels can develop many expensive lakes many prospective opportunities may slip through the cracks of a poorly designed and executed sales funnel it has also been proven by many talented sales people that exploiting just one area of a sales funnel can change the fortunes of a sales career for the better for example some sales people have become very good at long-range follow-up after the sale with past clients to get referrals as a result they have learned that past clients that were happy with their services will be happy to send them referrals when they can but this approach is often a big investment of time that does pull them away from other forms of lead generation so choosing this approach is a strategic commitment however they discovered this form of lead generation can be very consistent and profitable if done right and as a consequence they've built their marketing strategy around it so what does this mean sales people first need to comprehend the structure of their sales funnel the more salesperson is able to name and define the component parts of their sales funnel the more they are able to identify specific areas where opportunities are missed and past effort is wasted in addition a good working knowledge of sales funnels will allow them to automate appropriate tasks using videos so they can dedicate their precious time to tasks that must be done in person finally by naming and organizing the parts of a sales funnel a salesperson can gain more control of their strategic plan for building top of mind awareness teaching past clients how to be brand advocates and as a result acquire more referrals so in this video we are going to look at the basic structure of a sales funnel videocanvas uses its own internal naming conventions to categorize component parts of a sales funnel for clarity and strategy but these terms can easily be paraphrased to conform with known standards this is done so a salesperson can see where they can use carefully designed videos to automate tasks where they can a more in-depth discussion of these component parts and their relative marketing strategy will be done in follow-up videos so let's begin video canvas names and defines seven main categories of the sales funnel for service or agency-based industries the names of these categories are funnel banner funnel entrance funnel tunnel funnel desk funnel belt funnel exit and funnel tail so let's describe each of these categories relative to industry standard naming conventions number one the category named funnel banner refers to the top of the sales funnel these activities involve the initial stage of getting attention and first contact with a prospective customer these include newspaper classified ads or google adwords google display ads and banner ads youtube ads social media ads and instant messages radio or tv ads billboards or any other form of box display ads this may also include online content like blog posts designed to achieve organic search traffic on google and finally cold calling or cold email is also under this category the purpose of this category is to advertise who you are what you offer and your unique value proposition a prospective customer will self-select their interest based on the quality and relevance of your message if they find your offer attractive and relevant they will be willing to proceed to the next stage of the sales file number two the category named funnel entrance refers to any form of a call center or a receptionist's desk that receives incoming inquiries in the online landscape this is known as a landing page this stage of the funnel has one objective to convert any form of an advertising investment into contact information with direct contact information and the permission to send them an email post or call them directly paid advertising is no longer needed this stage is extremely important because without that conversion the advertising investment is wasted at this stage you now want the prospective customer to further qualify themselves based on your value proposition this will allow them to get a little more information about your offer that they determine is relevant and appears credible they will be willing to proceed to the next stage of the funnel if your message appeals to their self-interest number three the category named funnel tunnel is defined as the stage where a prospective customer has accepted the offer of an educational lead magnet to acquire more information and further qualify them in the modern digital landscape most people do not give up their email address for free because they know it is going to follow usually spam that is why the messaging and offer at this stage needs to be carefully crafted to appeal to your ideal target audience but at this stage the customer's intentions are still ambiguous they may be several months away from actually making a purchase because they are at the discovery stage of their purchase decision or on the contrary they may be ready to quickly proceed to the next stage because their research is mostly done that is why video canvas calls this stage a tunnel it may take several months to move a prospective customer from this stage to the next stage of the funnel this stage is where most salespeople fail to implement an automated process for staying in touch and as a result many opportunities are lost and the advertising dollars that have been spent to acquire this lead are wasted therefore the main objective of this stage of the funnel is to further qualify and determine their status and where they are at in their purchase decision journey this will determine your next steps for remaining in contact with them or moving them into the next stage of the funnel and finally this is also the stage where audience segmentation can see its biggest returns on investment by providing a menu with content choices in an email a customer's selection of these forms of content and clicking through to access the content can be used to segment your audiences these segments are used for targeted email follow-up number four the category named funnel desk refers to the stage of the sales funnel where the customer is now more qualified and has demonstrated a willingness to consider making a purchase with you but they are not yet fully qualified for their ability to complete the transaction which includes their ability to pay in a service or agency related industry this involves sitting down at a desk qualifying their wants and needs and financial capacities then addressing final objections to buy from you and negotiating the final details at this stage the customer is unbound and needs to get enough information for them to make a commitment to your business the main objective of this stage of the sales funnel is to determine trust and credibility on both sides of the table the courtship stage is over now it's time to make a commitment to each other or go home number five in a services and agency related industry the category named funnel belt refers to the stage of the sales funnel where the customer and the business are now bound by contract and the promises made by business as their offer and what the customer offered as consideration must be tendered this stage involves all the activities that lead up to the close of the deal and the delivery of the final product or the result of that service this is what the customer has come to purchase and the income the business has come to earn this is the meat and potatoes of any service-based business to do the work that was promised this is where the referral engine begins by properly servicing the customer their satisfaction can be leveraged to produce referrals down the road number six the category named funnel exit refers to the stage of the sales funnel where the formalities of closing the deal are transacted and the customer accepts delivery at this stage the main focus is to ensure that the final stages of the deal are able to move quickly and efficiently so as to not produce any glitches the customer is usually exhausted and just wants the experience to come to a happy and pleasant conclusion a great delivery and follow-up with a thank you call to make sure they are happy solidifies the promises of a unique value proposition that was initially offered by the salesperson once again this is where the referral engine begins to come to the forefront a salesperson needs to realize that this is not the end but just the beginning of a new sales cycle this is the stage where an attitude of conclusion creeps in and all the effort that went into getting a customer to this stage may get wasted number seven the category named funnel tail refers to the stage of the sales funnel where the salesperson is now going to stay in touch with their past customer so they can benefit from all the work that went into offering them their services but there is one overriding problem that all sales people and businesses have at this stage all of their promotional content is no longer relevant to their past customers current interests for example in real estate once the customer owns their home and is living happily ever after any content that is related to buying a home and choosing a real estate agent is no longer relevant therefore it is imperative for the salesperson to offer content in their customers email box that is relevant and useful to a homeowner's current interests which in this case is home ownership to lose permission to email them and get unsubscribed is an enormous waste of past effort and a lost opportunity if your past customer unsubscribes from your email list the business will now have to pay a middleman like google to acquire them once again by placing an advertisement alongside someone else's content so you will have to pay to play twice that is a big waste of an investment the solution is to provide the new homeowner with your own content that is relevant to their interests this can include home repair and maintenance tips also content about local parks hiking trails and restaurant recommendations have traditionally been good options for this kind of content this approach is of course time consuming but it is also true that video content in your emails can improve open rates and boost engagement it has been demonstrated that video content is also becoming the content medium of choice but there is a downside video content is often not cost effective or is poorly designed and hence is unattractive this defeats the purpose and results in little to no gain therefore it is important to take the time to design attractive video content that is useful and appealing with modern computer applications this is very possible with some work and a little talent but if this seems beyond your abilities there is good news videocanvas offers standard video content for this purpose that is custom branded for business your brand and even individual salespeople this makes it possible to get professionally designed video content that improves email open rates and engagement stay top of mind asks for referrals and builds brand advocacy videocanvas does this at a price that makes a profitable return on investment possible and you gain a digital asset that remains on the balance sheet working to help you grow your business in conclusion you have just learned or reaffirmed the basics of a sales funnel and how important it is to identify gaps waste and missed opportunities to learn more be sure to watch the next video in this series or you can reach out and contact videocanvas by following the instructions in the description box below thank you for watching [Music] you