A lot of people suffer from the misconception that anything to do with a sales funnel only applies to businesses that exist solely online. But the honest truth is that even brick-and-mortar locations of any size can benefit immensely from optimizing their sales (or growth) funnels. We live in the information age, and your business needs to have a strong digital presence if you have any hope of building a thriving business. Between social media, smart phones, and the ease that everyone accesses information these days, you would be remiss if you didn’t spend some time creating a polished web presence.
But any web presence is going to need a steady stream of quality leads to help a business grow. Otherwise, you may experience dips in your sales and lose tons of revenue generating opportunities. But basing your strategy on rumors and myths that are spread by word of mouth is a sure-fire way to destroy your relationship with your audience and annihilate your ability to identify quality traffic and increase your bottom line. Don’t buy into the following sales funnel myths or your business may end up paying a heavy price. Here are 4 things that you can avoid so you don't end up with a clogged growth funnel.
Myth: Cram as Many Leads into Your Funnel as Possible
Sometimes in life, less is more and some people suffer from the delusion that need to force as many leads through their sales funnel as possible. Can you guess why this could be a bad idea? All leads weren’t created equal, and some of them can be low quality leads. For example, if an Internet user clicked on a link to your site because they thought you were selling motorcycle helmets when you actually only sell bicycle helmets, do you think that lead is in the purchasing state of mind? Of course not – because you didn’t have what they were looking for. While you may have driven one more visitor to your site, what’s the point? They were not a high quality lead.
Also, too many leads can be too much of a good thing. Some businesses, such as those in service industries, need to focus on the highest quality leads in their sales funnel because their time is their largest constraint. It would do no good to sift through 100 low quality leads to find the 1 lead who is looking to build a long term relationship with your business. As such, you need to make sure you are following up with the right leads and opening a dialogue with them accordingly.
Myth: Online Lead Generation and Sales Funnels are Ineffective
Ha – this one couldn’t be further from the truth. But many people still think that only face to face and in-person lead generation from members of their sales staff is the only credible way to generate quality leads. While it does depend heavily on the industry your business is in, the vast majority of organizations will benefit tremendously from online sales funnels. But you are going to need to appeal to them in the same manner that you would if you were face-to-face. For example, your business will still need to solve a genuine problem, you will need to be credible and have untarnished authority, and your lead is still going to need to trust your business.