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4 Tips on Managing Your Sales Funnel

1. Focus On the Customer

Too often, businesses will focus their sales and marketing efforts on the sales aspect. However, the customer’s needs and wants should always be the primary focus. If your business provides an outstanding experience for the customer, sales will naturally follow.

Don’t assume that because a lead is hot, they will definitely purchase. The customer must still be communicated with in order to convince them to buy — but keep the focus on assisting the customer and not on making the sale.

2. Market First, Then Sales

One thing that will scare off a lead is if your sales team gets to them too soon. Even if you do all your marketing and sales yourself, your sales side should only show itself once the customer is ready to buy.

As a marketer, your job is to make sure consumers have all the information they need. You must guide them through the process, making sure as many people as possible make it to the bottom of your funnel.

Once your prospects are ready to buy, sales can take over and close the deal, but don’t make it obvious — to the customer, a salesperson should be just a helpful staff member assisting them.

3. Know Your Customers’ Fears

It is common for customers to have fears when making a purchase, especially when there is financial risk involved. It is your job to discover and address your customers’ fears. Fear is what prevents people from taking the final steps towards making a purchase.

Here are some key points to help assuage any fears your customers might have:

  • Make sure you understand their fears and goals before informing them of all the features your product offers.
  • Be easy to understand. Don’t use technical terms — you don’t want to confuse the customer.
  • Listen to consumers’ concerns and address them tactfully.
  • Use their concerns as opportunities to make the process more satisfying for them.

4. Customer Relationship Management

So, how do you manage your sales and marketing funnel? The answer is Customer Relationship Management, or “CRM”. Sharing CRM data with relevant staff members keeps them informed of how your customers are feeling at every stage of the funnel. Then, adjustments can be made to provide a more satisfying experience for your customers.

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