Sales Funnel: what it is, how to do it and what the steps are

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The sales funnel is a strategic model used by an organization's sales and marketing teams and has the ability to assist in decision-making during the customer acquisition stage. Therefore, it is one of the fundamental concepts that companies need to consider to increase their commercial results.



Below, we bring you some tips to help you structure your company’s Sales Funnel and improve your management processes. Enjoy your reading!





What is the sales funnel?


The sales funnel is the representation of the entire instagram database that the customer goes through, from the first contact to the closing of the sale. Also called a “pipeline” , it is the graphic design of a funnel, with a larger top and a smaller bottom. This is because the number of people who will come into contact with your business is greater than the number of customers who will close the purchase.



With a structured sales funnel, it is possible to follow the customer from the moment they become aware of a solution offered by your company until the deal is closed.



In this way, the sales funnel is segmented into stages so that the company can assist the customer with the information and content they need at the ideal time. In general, the sales funnel is divided into three stages: top, middle and bottom of the funnel . Learn more about each of them below.





What are the stages of the sales funnel?


As mentioned above, the sales funnel is the graphic representation of a funnel divided into three stages: top (ToFu), middle (MoFu) and bottom (BoFu). Each stage provides different actions for the customer to continue the journey until the end of the funnel, when they make the purchase. Check out more details:





Top of the funnel: learning and discovery
At this stage, people arrive at your website and you have no data about them. This is because, until then, they were not thinking about buying your product or service.



The top (ToFu) is the awareness stage , of remembering how the customer needs your service or product, since the person was indifferent to their own need or problem.



That's why it's time to speak as an expert in what you do or offer. You can provide educational materials about your services and offer them in exchange for basic information about the customer, such as name, phone number, email, city and profession. By providing this information, the visitor becomes a Lead and moves forward in the sales funnel.





Middle of the funnel: problem recognition and solution consideration
Some people were lost in the first stage of the funnel. Those who progressed to the middle recognized that they had a need and needed to solve it.