Few decisions we make in life are black and white, but regarding your sales funnel there are some clear actions that need to be taken to be successful and others that need to be abandoned to avoid failure. They say that a smart man learns from his own mistakes, but a wise man learns from the mistakes of others. But this is only half true. A wise man also needs to learn from the successes of others. If you are new to lead generation and sales funnels, you undoubtedly need to know the basics of what you should be doing and what you shouldn’t be doing. You’d be surprised how even the tiniest mistakes can have a large impact on your conversion rate, but correcting these errors can help you make significant improvements in your monthly sales volume. Whether you come from a service industry or you are selling products via e-commerce, pay attention to the following do’s and don’ts of sales funnels.
Don’t: Purchase the Leads and Direct Them Your Sales Funnel
We’ve all gotten that dreaded phone call just when we sit down for dinner. It’s 7:00 pm and telemarketers are in full force – and we all know how annoying that is. But where did they get your contact information in the first place? More often than not they purchased it from someone who scraped and aggregated lists of contact information.
In the digital marketing world, it isn’t uncommon for people to purchase lists of email addresses either. That’s why you sometimes see spam and marketing messages from domains that you have never visited. While it’s certainly true that some of these lists can contain industry-specific leads that are somewhat targeted, they most often result in low quality leads.
Think about it. Would you be inclined to make a purchase after receiving a postcard in the mail or another irritating spam email? The spam complaints that you’ll get from people you have emailed are enough of a reason to adopt an optional strategy.
Do: Perform Direct Marketing
The flip side to that coin is that you do absolutely have the ability to directly email and contact leads – and in some situations it’s even a good idea.
Take subscriber lists for example. If you can offer something of value on your website in exchange for an email address – such as an eBook or other form of valuable content – you can build your list. This is typically referred to as a lead magnet. And people won’t be as irritated when you send them emails because they opted into the email list- and having an email list of interested website visitors gives you a lot of leverage and quality leads that you can send newsletters (value) and marketing messages (sales) to.
NOTE: Want to learn more about lead magnets? Check out our free upcoming webinar on 7 steps to building a sales funnel
Don’t: Wait to Start Building Your List
Ideally you would want to start building your email list from the time you launch your website. List building is superior to list purchasing, and it has the ability to make your revenues grow at quicker rates than you ever thought possible. Your business will especially benefit from list building while you are still considered a startup, though, because most startups have little to no marketing budget.