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O One of the most powerful concepts in any business is defining & managing its sales funnel. To explain it simply, the sales funnel consists of four stages i.e., Awareness, Interest, Decision & Action.
B2B Companies operate depending on this sales funnel process as it involves Lead Generation, Sales Call, Follow-up, & Conversion, they have to travel through all four stages to get the expected sales done whereas B2C companies may skip one or two stages, or may achieve the action from the customers when doing awareness itself.
This is why B2C companies prefer mass advertisements with a larger Advertising budget to reach their wider audience at one stretch and get the expected sales done. As B2B sales need some to complete, to get travel through all four stages, also with the limited Advertising budget, the best choice they could make is the digital branding.
Because, in digital marketing, it is possible to achieve the first 3 steps in the sales funnel using the official website itself, as the consumer goes from a visitor to a prospect to a lead to a buyer.
To understand this even better, let us explain how B2b Companies capitalize on their official website to attract more potential prospects
Stage 1: Sales Funnel - Awareness
In digital media, the best way to create awareness is to reach the place where your target audience is available. Ultimately prospects do search about your product or services in the search engine when it is required, so by doing SEO/Google Ads we could attract more people to our website as visitors.
Stage 2: Sales Funnel - Interest
Creating interest is all about providing proper information about your product/service, communicating USP in the most efficient way to the prospect, and making them clear what benefit they will get if they purchase your product/service. When you get visitors into your website, interest can be created either using product usage blogs, service explainer videos, or brand history to build trust.
There are no secrets to success. It is the result of preparation, hard work, and learning failure. – OLIVER SANDERO
Stage 3: Sales Funnel - Desicion
Now you start attracting a certain number of visitors and creating interest with your product details and its benefits. The next important thing is how you going to influence them on taking the decision to contact you for your service or product. There are major activities that influence the customer’s purchase decisions which are Customer reviews, Past Statistics, Problem Solving useful Content, when displayed on the webpage at the right place.
Stage 4: Sales Funnel - Action
The most important stage where how you make customers (website visitors) take a Sales action i.e., Order on the website, get a phone call, Booking over the application, Lead Contact form filling, Online Chat. When the first 3 stages are carefully placed and lead capturing engines mentioned above are perfectly designed on the webpage, the sales process has now the complete cycle. If the visitor has now become a lead through this process. You can now market outside of your websites, such as via email, phone, or text.
So, this is how B2B Companies with a website or even a single landing page designed based on the above 4 stages will have high connect in attracting a majority of their target segments and influencing them to complete the sales process, here the end of the sales process on the website is not maybe the final sales transactions, but the sales lead collection itself.
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