Designing your sales funnel is not difficult

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Sales funnel is the pathway that captures sales prospects and moves them from awareness of your product to interest, desire and ultimately the sale. Here’s the way to create a sales funnel for your company.

One of the most important things to do as a business owner, and sadly one of the things that many small business owners neglect, is to create a sales funnel.If you’re not familiar with that term, a sales funnel is your plan for leading prospects from the “I don’t know you” stage to the “let’s do business” stage. It doesn’t just happen. You have to figure out how to identify prospects, qualify them, and then lead them to the sale.

Think about how a funnel is shaped. It’s wide on one end and narrow on the other. The wide end “catches” the liquid you pour into it and then gravity pulls that liquid through the narrow end, leaving behind the residue of unqualified particles. That’s a crude analogy, but it does help us understand the sales process a little more clearly.

How to Identify FRESH Prospects

The first step in the sales process is identifying prospects. The goal is to drive interested parties into the wide end of your sales funnel so that you can qualify them as good prospects or identify them as “unwanted residue.”

First, begin by defining your ideal customer. It helps if you draw a sketch.

Create a questionnaire for yourself that identifies the problems your ideal customer has. For instance, if you run a flower shop, you may have a questionnaire that looks something like this:

  1. Do they know someone who is getting married?
  2. Did someone they know recently pass away?
  3. Are they romantically involved with anyone at this time?
  4. Are they allergic to certain types of flowers?

You’ll have to come up with your own list of qualifying questions. You’re not going to share this questionnaire with anyone; it’s merely for your planning benefit. The goal here is to to find out your perfect clients needs and wild desires. Few people buy flowers for weddings/birthdays, so you may want to identify people who are getting married or know someone who is getting married, or people who will celebrate their birthday(s).

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