- Plenty of e-commerce sites
struggle with converting visitors into paying customers.
In fact, I was just talking with my team last week
about creating a webinar about this very topic.
And if you're not sure why your lead
is leaving without a click through,
like what's up with that?
then it's time to evaluate your conversion funnel.
- It takes time to build and drive
qualified awareness of your business
and to create a high performing sales funnel.
So you need to understand the process.
So we've got six tips for successfully moving customers
through the sales funnel.
And our first tip, you probably shouldn't do out in public,
but you want to go ahead and interview yourself.
Start by asking yourself just a few questions
to get a better idea of what type of content
that you need to create to build awareness
for prospective customers.
These questions can be,
what do I need my prospects to believe?
What do my prospects need to learn, know, or understand
before they consider working with me?
What objections to buying from me
might my prospects present?
And lastly, what are my prospects researching
before making the purchase?
When you have the answer to these interview questions,
you can really get a better idea
of how to start optimizing that process.
- Tip two, build a buyer persona.
A well-developed buyer persona is going to be great for you
because it helps you understand prospects and customers,
and it gives insights into what really drives
your prospective customers to spend money with you,
to buy from you.
And depending on your business, you may have one,
or you can actually have 100 buyer personas.
And ultimately, referring to your buyer persona
when you create new marketing materials,
what it's going to do is it's going to help you
to provide the information that your prospective customers
need to digest in order to choose
to do business with your company.
- And now our third tip is to pinpoint prospects' needs.
It's important to understand that your prospects,
they've got options.
So your sole focus is to educate them
on why you're the right choice for them.
So in creating content for the top of the sales funnel,
your main goal is to provide content
that speaks to the type of search queries
that are asked by your buyers.
And there are keyword tools you should consider using
because they will help you pinpoint your prospects' needs
and identify long tail phrases that are searched for
during the awareness stage.
Tools like Google Keyword Planner, Answer The Public.
Ubersuggest, and Infinite Suggest,
are great tools to use for this.
- Type four, establish your unique selling proposition.
And honestly, this should be fun for you.
Like think about it as a unique selling proposition,
it's much more than just differentiating
you and your competition.
It's a compelling reason
that makes your prospects choose you over others.
I personally love it when I'm shopping for whatever,
a suitcase or a new hat.
And this is something that the business displays
right on their website, right on the homepage, I love it.
It helps me to determine which business I'm going to go with
when sifting through the competition.
So take it from me as a frequent customer of shopping.
But knowing why you're unique will help you create content
that explains why prospects should choose to work with you
or buy from you over your competition,
and also what they can expect from doing business with you.
Spell it out and keep it short and sweet, in my opinion.
And some great assets for this stage of the sales funnel,
include educational resources, which is my favorite.
What that means are like case studies or eBooks.
Think about other useful resources you can provide.
So checklists or templates and webinars, love webinars,
or live educational events.
- Our fifth tip is make answers easy to find
and I cannot stress this enough
because I just went through this this morning,
trying to find why my software was updating,
just seeing what updated,
whether it was a bug fix or if it was new feature.
But that information was nowhere to be found.
The last thing that you want your prospects to do
is become frustrated when trying to make a buying decision.
And for that reason alone,
you want to make sure that all the answers
to any of their questions
are super easy to find it in your website
in three main areas.
It could be the landing pages
that you're directing people from the ads
that you're displaying,
it could be blog posts,
and it could just be a traditional FAQ page.
Making answers easy to find
helps paint your business in a good light.
And if prospects can also see your positive online reviews
woven throughout your website,
then buying from you will be a no brainer.
- Tip six, leverage online reviews.
And you've probably heard me say this before,
'cause it's one of my favorite things to talk about,
positive online reviews in particular,
they work wonders for your business,
when it comes to converting prospects
into paying customers,
that always like is the immediate end of my search
and I'm ready to do business
once I come across a business that has a ton of customers
saying great things about them, I trust it.
And I trust it because online reviews act as social proof.
Social proof that you provide a quality product or service.
Because think about it,
they are seeing how others like them
and have experienced doing business with you.
Super reliable.
In fact, more than 90% of your prospects
read online reviews.
Yeah, you heard me right, over 90%.
That's like almost 100%.
And a great deal of them expect to see reviews
when they visit your website.
That's another great thing,
I talked about the unique selling proposition,
coming up right away on a homepage.
I also love when I see those customer testimonials
right there on the homepage,
because it's going to ultimately shift me
from just hanging out on your website
to giving you my credit card on your website.
And by adding reviews directly to your website,
either on a testimonial page,
or even throughout your webpages,
you'll help convince your prospects
that they need to do business with you.
- You're now equipped with the tactics and tips
to build an effective sales funnel.
Remember, you'll always want to experiment
and make tweaks to make sure your funnel doesn't get stale.
But that's a wrap,
but your journey doesn't have to end here.
We have over 200 videos
for you to continue watching on our channel.
- Be sure to like, comment and subscribe.
Thanks for watching, this is "The Journey."