FAQ: I want to build a sales funnel. Where do I start?

Building a sales funnel is fun and easy. Yes, there’s some work involved but most entrepreneurs like working in their business (and working on your sales funnel isn’t as tedious as some of the other things you could be doing!).

So the very first step depends on whether your business has sold something before or whether it hasn’t. Below, I’ve written answers for both:

IF YOUR BUSINESS HAS SOLD SOMETHING BEFORE
If your business has sold something before, and you are just wanting to articulate and improve your existing sales funnel, then your very first step should be to look at your customer(s) and trace them backwards as far as you can:

  • What was the final action that made them become Customers? (A “buy now” button? A phone call? etc.)
  • What were they thinking about and asking you about before they bought? (How did you interact with them? Where did you interact with them?)
  • What did they do to reach the point where you could present to them? (Did they click to a sales page? Did they telephone you? Did you meet them at their office?)
  • How did they find you in the first place?
  • What are your customers like, demographically? (What was similar about them?)

If you have sold something to other people before, your goal here is to figure out who those people were, why thy bought from you, and how they progressed through your sales funnel. That doesn’t mean you can’t create a new sales funnel; rather, it means that you have a sales funnel starting point… but a sales funnel starting point you have not articulated before.

IF YOUR BUSINESS HAS NOT SOLD SOMETHING BEFORE
If you haven’t sold something (in this business) before, then your very first step should be to list your potential sales funnel (Audience, Leads, Prospects, Customers, Evangelists), and decide on at least one form of media to go in each stage. For example, your Audience might be collected through Twitter; your Leads might read your blog; your Prospects might read your newsletter; etc.).

The goal here is to create a starting point. You will build off it and improve it as time goes on, but you need a foundation and this is a fast way to build a sales funnel and focus your sales funnel strategy.

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