There are many types of funnels that a company, when using a complete, functional CRM, can (and should use). The use of multiple funnels makes the process much more complete, assertive and customer-oriented – something essential for any business to be able to sell more and better.
We can count on the fingers of one hand which segments do not need this in order to attract, impact, delight, sell and retain consumers.Within this mission, the creation of several types of funnel within the sales system used is strategic.After all, a customer’s purchase decision process is complex – not always straight.
So, it is up to companies, during this journey, to deliver value to him at all points of contact.
And how is that possible? Now, just a tip: it has to do with the creation of different types of funnel within your process.
Shall we understand how this happens?
When we think of a funnel, we first think of a sales funnel – which is the most commonly applied term. Pipeline is a term, in English, also used.We can define funnel, then, as a visual representation of all the steps that your potential customer goes through on their buying journey .
This journey begins the moment the customer realizes that he has a need. There are many steps to making a purchase decision .But in general, a funnel is divided into:
- Topo (ToFu): learning and discovery;
- Environment (MoFu): recognition of the problem and consideration of the solution;
- Fund (BoFu): evaluation and purchase decision.
The funnel format is used, using a simple logic: the attraction and entry of users will always be greater than the conversion made.
So, what better format than a funnel to portray this narrowing?
But to be able to sell, you can’t just be limited to the sales funnel.
Different types of funnels help you deliver everything the customer needs to trust your brand and decide to hear your offer.
The decision for a purchase by the customer is not always easy, direct and / or needs to be mapped.
Of course, some patterns are repeated – and you should pick them up all the time.
But the truth is that the customer will win whoever is in contact with him and, with each approach, deliver some kind of value.
Valor, here, understand to solve any doubt that he has; give him new knowledge; share perspectives …
Everything will depend on your client’s needs. And that’s why it’s important to have your personas mapped.
This will help you predictably know what your potential customer can do at any given time.
With different types of funnels, you will have these funnel steps well defined and will know what to do, how to do it and when to do it.
Having multiple types of funnels makes your approach constant, assertive and valuable. This is what you need to gain your customers’ trust.
If we talk about B2B sales , then, which tend to be more complex and with more than one decision maker, it is something even more important.
After all, you need to convince several people that your product or service does make sense, doesn’t it?
Nothing better than having a CRM with several types of funnels and several features that will help you in this mission.
There are many types of funnels that you can create in your CRM. I mean, if he allows you to do that.
It may seem strange, but there are systems that limit your sales process – and consequently your growth, not allowing the creation of multiple funnels.
And then, well … the scenario mentioned above is much more difficult to happen.
We’ll list some types of funnels that you can create in your sales software.
But, the truth is: you can create as many as you want. How many make sense for your customer’s success continuously, from the first contact with your brand.
Here, we’ll talk about some that are more common and that probably make sense for most companies.
Maybe they all make sense to you. Perhaps some do not. Or maybe you miss several.
But the mission here is to understand that selling is much more than simply presenting your product or service.
It is more than that. The customer relationship does not end (nor will it ever end) after the sale is in fact sealed.
That said, check out the types of funnels we separated:
hus, you will have your customer portfolio correctly registered within your sales system – without causing any type of inconvenience.
You can put your cold mail and cold calling 2.0 strategies into practice from this funnel.
To do this, set up steps that remind you step by step of what needs to be done, such as:
- Lead entry– trigger an automatic action ( here we talk about them all ) with round robin for equal distribution of leads among members of your team;
- First contact– here you can send an email or call;
- Second contact– email or call (a call may fit here);
- Third contact– here it makes more sense to call;
- Last contact– send an email with some content and say that you are still available;
In the middle of these steps, if the prospect says they are interested, make a profit, double the opportunity and send it directly to the pre-sales funnel.
Or for sales – everything will depend on how your process is structured.
If he says he still needs to think a little or he’s not sure, send him to the marketing funnel to strengthen that relationship;
But if you are not interested, do not discard it completely. Enjoy integration with your marketing automation platform.
Give it a go and put that lead on your newsletter list.
If he ever changes his mind, you’ll be there to remind him that your brand is still a good option.