Business success is closely linked to sales funnel optimization: The better your sales funnel is, the more you’ll sell (and the more profitably you’ll sell). And, the more you sell (and the more profitably you sell it), the more successful your business will become.
So here are 5 easy tips to start optimizing your sales funnel today for faster (more profitable) results almost immediately:
Sales funnel optimization tip #1: Collect and use testimonials. Testimonials help Prospects make buying decisions. Go back to your previous Customers and ask them for testimonials, recommendations, and user tips. Collect them from different content channels (Twitter, LinkedIn, and Facebook are natural collection points for testimonials).
Make it a goal to write 1 email a day asking previous Customers for testimonials. If only 1 Customer a week responds, you’ll still end up with 52 testimonials at the end of the year!
Sales funnel optimization tip #2: Enable word-of-mouth marketing. Word-of-mouth marketing is one of the most effective and profitable forms of marketing because it is so credible. Word-of-mouth marketing happens when your Customers become Evangelists and share their positive experiences of your business with their peers. If you want more profitable sales in your sales funnel, empower your Customers with tools, skills, and ideas to speak positively about your business.
Take a moment and contact a Customer right now and offer them some kind of bonus if they would email three of their peers about you. Or, plan a highly valuable event (online or offline) to which Customers must bring a friend.
Sales funnel optimization tip #3: Don’t ignore the people who don’t buy from you. Although it’s easy to put all of your focus into the contacts who become Customers, there is a HUGE number of contacts who decided not to buy from you. Think about what you can offer them to capture a sale. (It could be a lower price-point for a lower-end product; it could be completely different product to meet their completely different needs).
Take a moment right now to think about a few Prospects who didn’t become Customers. Describe them (how are they similar to your Customers and how are they different) and brainstorm ways to turn them into Customers.
Sales funnel optimization tip #4: List your objections and counter them proactively. Objections can stop a sales in its tracks. But since you already know what most of your Prospects’ objections are, you have an advantage! Collect the top objections you face and do something with them.
Write down the objections you hear most often and then proactively integrate the counter-argument into your sales funnel marketing. (Check out how I countered a couple of top objections in a recent Weekly Sales Funnel Challenge).
Sales funnel optimization tip #5: Be intentional about all of your marketing content! Every blog post, web article, tweet, and press release should have a purpose. Stop generating content just for the sake of generating content and getting backlinks. Remember: backlinks have value for you because of SEO, but the strategic use of backlinks that a Lead clicks to become a Prospect (and ultimately a Customer) offers you value in real dollars.
In the next blog post or tweet you write, think about who is going to read it, where they are in your sales funnel, and what the next step is that you want them to take. Then use that information to shape what you write. (Need help with that? Download this free Sales Funnel Quick Reference Guide PDF).