Well, know that there is a commercial management tool that can quickly give you the answers to all these questions: the Sales Funnel.
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Considered one of the most importantmarketing and salestools, the Sales Funnel divides the customer's journey into stages, starting from the attraction of the product or service and going to the closing of the purchase.
In this article, you will better understand what the Sales Funnel is, what are its main phases and steps and the advantages that its use can bring to your business.
So, read on to find out how you can combine aCRMand Sales Funnelsystemto optimize your business strategies and drive results.
Take the opportunity to check out some tips on Sales Funnel in this presentation:
What is a Sales Funnel?
The Sales Funnel is a visual representation of the customer's buying journey.This tool breaks down the entire path that the customer takes to conversion into stages.
With the layout of the commercial process proposed by the Sales Funnel, it is possible to manage this process in a more fluid and assertive way.
The Sales Funnel Steps
In order for you to better understand what the Sales Funnel is, it is important that we look into the steps of this management tool.
Basically, the Funnel is composed of 3 phases: the top, the middle and the bottom of the funnel.In each of these phases, there are some steps that the customer usually goes through.
Check out what they are:
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1st Phase: Top of the Funnel
The Top of the Funnel is the widest part, which is where potential customers come in, attracted by the solution you offer.
Step 1 - Learning and Discovery
At this stage, the interest of the potential customer is awakened in some subject that has to do with your product or service.
Step 2 - Problem Recognition
In the second stage, the prospect recognizes that he has a problem and seeks to delve deeper into the subject and possible solutions for it.
2nd Phase: Middle of Funnel
In the second phase, the prospect becomes a lead.This means that he showed interest in your solution and voluntarily left some means of contact, such as email or telephone.
To get this data, some rich content is usually offered in exchange in the previous phase.
Step 3 - Considering the solution
In this step, the lead begins to consider possible solutions to their problem.He then proceeds to evaluate his available alternatives.
3rd Phase: Funnel Fund
At the bottom of the Sales Funnel, the lead is ready to make a decision and make the purchase.
Step 4 - Purchase Decision
At this point, a relationship of trust was established between the lead and the brand.He feels comfortable acquiring the offered solution.
CRM in the Sales Funnel
To optimize the management of the business process and customer journey, you cancombine CRM software and Sales Funnel.
CRM allows you to understand more clearly what happens at each stage of the Sales Funnel, guiding the manager on what can be done so thatleadsmove towards the purchase decision.
The data stored in the CRM platform, and updated in real time, makes it easier for sales professionals to understand their potential customers.Thus, marketing and sales teams are able to adopt a more personalized and close approach