Maximise Sales Funnels

You can divide a sales funnel into 3 stages, ToFu (Top of the Funnel), MoFu (Middle of the Funnel) and BoFu (Bottom of the Funnel).

ToFu is the awareness stage. The objective is to educate your audience on a challenge that they might be facing in your sector by purely your content (no business tie-in). By providing this value, you can position yourself as the expert in the field. Try to draw in as many potential leads in this phase as possible as the actual number of interested prospects will reduce as you go lower in the funnel. Videos, photos, social media posts, e-newsletters are an example of this stage.

When a lead convert in the ToFu phase, it advances into the MoFu stage which can be quite complex and varied depending on every individual’s business model. The purpose here is to further incorporate the potential consumer’s interest towards your offering by providing more value and trying to target the market’s needs and pain points. Content and elements of this stage include email autoresponders, articles, depth videos, ad retargeting etc.

The last phase is BoFu, when the potential leads are already interested and looking to finalise their choice. It calls for more one on one engagement, personal and follow up calls, welcome emails etc. This is to make sure that the lead is locked in and ultimately purchasing your product/service. Tools like Mailchimp, Hubspot and Infusionsoft can help automate this funnel system with CRM tools as well as landing pages and email autoresponders.

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