Businesses now have the ability to find and contact more potential customers than ever before. But it’s not easy to sort through all those customers. So businesses must have a method for qualifying leads and turning them into customers.
Here’s a closer look at how a lead generation funnel can help you…
What Is a Lead Generation Funnel?
In marketing, lead generation is the process of identifying and attracting qualified leads. It’s an important activity because the marketing and sales departments only have so much time. In other words, they must focus on the most promising leads.
A lead generation funnel is a tool that helps sales and marketing departments filter the leads they generate. Essentially, the funnel ensures that leads are qualified before moving them further along the funnel, so they’ll eventually become customers.
Leads are acquired from three key sources, then poured into the top of the funnel:
- Paid media (including advertising and PPC campaigns)
- Owned media (including content marketing, social media, and website creation)
- Earned media (including referrals and reviews)
Once the leads enter the funnel, they pass through a series of stages. Some of these leads drop off at each stage, while others emerge as paying customers.
Each lead generation funnel is different. It varies according to the business, the product, and the strategy of the sales and marketing teams. Let’s take a closer look at the common stages of a lead generation funnel.
Stages of a Lead Generation Funnel
Every lead generation funnel is unique. Its shape and stage will vary according to a range of factors, but there are some common stages. (It’s also important to remember that leads can skip ahead to other stages of the funnel—if you’re lucky!)
Here’s a closer look at these stages…
When a lead has been generated using one of the three key sources, he or she will be in the Awareness Stage.
At this point, the lead has a basic awareness of your product or service, and he or she has demonstrated some level of intrigue by asking for more information. At this stage, it’s very important to recognize and respond to that attention.
Depending on your product or service, you’ll need to develop an action plan that will inform and educate your leads in this stage. A range of content can be used, including blog posts, ebooks, landing pages, and videos.
This article was originally published on SalesRipe.