June 24, 2023
Mastering sales funnels: A guide for creative entrepreneurs
If you're like many entrepreneurs or agency owners, you probably rely a lot on word-of-mouth referrals. And rightfully so—they're a great way to bring in qualified leads and potential customers.
But the problem with referrals is that they're unpredictable, and you're always on edge about when and how they'll appear in your business.
Wouldn't it be better if you had a way to systematize your sales process and make your revenue stream more predictable? Sure it would—and that's where the magic of a high-converting sales funnel comes into play.
However, many creative business owners hesitate to build out their sales funnel. They become paralyzed by the misconceptions and concerns of navigating uncharted territory.
Here are some of the most common objections I get when talking to creative entrepreneurs about setting up sales funnels in their businesses:
- They don't know where to start or how to implement an effective sales strategy within the funnel.
- They believe sales funnels are too complicated or technical to set up.
- They don't know how to create a sales funnel that aligns with their unique business model.
- They fear it may be too time-consuming or might distract from their core business.
These concerns, while valid, can be overcome with some insight and persistence. With a strategic approach, you can create high-converting sales funnels tailored to your business, leading to a more predictable sales cycle.
Let's take a look step-by-step.
Step 1: Understand Your Customer
Your sales funnel success begins with understanding your customer thoroughly. We're not just talking about basic demographics but delving deeper into their needs, desires, and motivations.
Try creating buyer personas, semi-fictional representations of your ideal customers. These could be based on market research and real data about your existing customers.
For instance, if you run a graphic design agency, one of your buyer personas could be a startup founder who needs a brand identity but lacks design skills. Recognizing this persona's pain points and motivations will guide you in crafting a sales funnel that addresses their needs effectively.
Step 2: Customize Your Sales Funnel
It's time to shape your sales funnel to match your business context and your customers' journey. This is not about cloning a successful company's funnel; it's about sculpting your own.
Start by identifying the key stages in your customer's journey. These might look something like: Awareness (the customer recognizes a need), Consideration (the customer evaluates potential solutions), and Decision (the customer makes a purchase).
Next, tailor each stage of this journey to your business. For example, you might raise Awareness through targeted blog posts or social media content that addresses the specific needs of your startup founder persona. For the Consideration stage, you could offer a free consultation or a detailed guide comparing different design styles.
Step 3: Balance Value and Selling
Striking a balance between providing value and selling is critical in your sales funnel. Your content should aim to educate, engage, and encourage your potential customers toward a purchase.
For instance, in the Awareness stage, a blog post titled "Why a Strong Brand Identity is Crucial for Startups" might offer valuable insights without any hard sell. Moving into the Consideration stage, a webinar showcasing how your agency has transformed other startups' brand identities could serve as soft selling. Then, a personalized email offering a free initial design consultation could be the nudge needed to finalize the Decision.
Step 4: Optimize Continuously
Once your sales funnel is up and running, it's not the end. It's a continual process of optimization. Monitor key metrics at each stage of the funnel.
These could be the number of new email subscribers (Awareness), webinar attendees (Consideration), or consultation bookings (Decision).
For example, if your blog posts aren't bringing in new subscribers, you might experiment with different topics or formats. If only a few webinar attendees are booking consultations, you could try offering an exclusive discount to them.
When you follow and expand upon these steps with real-world, actionable examples, you'll create a high-converting sales funnel fine-tuned to your business and customers.
Putting it all together
Russell Brunson, a renowned marketing expert and co-founder of ClickFunnels, once said, "A successful sales funnel is all about optimization. Each interaction should be assessed and fine-tuned, ensuring that the user's journey is smooth and leads them towards a specific action."
Your new sales funnel will help you better understand your customer's journey, tailor strategies for them at every stage, measure key metrics, and continuously optimize for improvement.
Apply these strategies, and you'll be well on your way to seeing more qualified leads and customers.