Know More About 4 Stages of the Sales Funnel
Prospects will pass through four stages of the sales funnel, from when they first learn about your product or service until they purchase (or don’t purchase) your product or service. The four stages represent a prospect’s mindset, and each stage requires you to take a different approach with your messaging. You can remember the four stages using the acronym AIDA:
The first stage of the sales funnel is awareness. This is when a person first becomes aware of your product or service. They might develop this awareness from encountering your advertising, learning about your brand on social media, or hearing feedback from friends or family. Or, a prospect might have found out about your business by doing a Google search that brought up your company’s website, seeing one of your ads, or reading your blog.
If the timing is right, the prospect might become a customer by clicking a link and buying your product. However, it is more likely that you will have to convince the prospect to visit your store or website, or contact you by phone or email, to engage with your business.
The second stage of the sales funnel is interest. At this point, the prospect has learned about your company, your brand, and your products or services, and they have decided to evaluate it based on their level of interest.
At this stage, you should publish great content that informs and educates the prospect but does not overtly sell to them. If you become too pushy or aggressive with your sales approach during this stage, you could turn off the prospect and compel them to leave. Your content should demonstrate your expertise and help the prospect make an informed decision.
The third stage of the sales funnel is decision. Now, the customer is ready to buy and may be considering several options before making the purchase. This is when they will be comparing pricing, packages, and other factors to find the best option for them.
At this stage, you should make your best offer. For example, you might provide free shipping, a discount code, or a bonus product when they place their order. The key is to make the offer irresistible so the prospect will want to move forward and choose your offer. Your content can compel the prospect to make a decision. Sales pages, webinars, or phone conversations could help turn the prospect into a customer.
The final stage of the sales funnel is action. The prospect becomes a customer by purchasing your product or service (or they decide to leave without making a purchase). If the customer makes a purchase, they are now part of your company’s ecosystem.
Although the sale is complete, the process never ends. Your goal is to focus on customer retention so the customer makes ongoing or future purchases. Your content should help to build customer loyalty. For example, thank the customer for the purchase, ask them to provide feedback, offer after-purchase support, invite them to sign up for your newsletter, or enroll them in a rewards program.
Key takeaway: The four stages of the sales funnel are awareness, interest, decision, and action. Use these stages to optimize your sales funnel and compel leads to become customers.