Advanced Internet Marketing - How to Use a Sales Funnel I

If you want to analyze your total sales process and find out at what stages potential customers are lost, then you should learn how to use a sales funnel. What’s a sales funnel? It’s a sales tool that can be imagined as being in the shape of a funnel.

The wider end is where your prospects are put, and after a succession of procedures in the sale process, during which an increasing number of prospects drop out, the funnel gets narrower and narrower until what falls out of the end are the customers who have been supplied and serviced. The narrower the bottom of the funnel, the poorer the sales job that is being carried out within it.

The first problem with the sales funnel is what is known as the qualifying in. If you allow everybody who makes an enquiry into the mouth of the funnel, the difference in diameter between the mouth and the end will be very large. However, if you make the mouth too small, and over-qualify those who should enter it, then you could lose many good prospects. What you need is a balance, and right away you can see the first basic application of a sales funnel: how to measure the qualification carried out.

The flow through your funnel should be managed properly and allowed to proceed with as few restrictions as possible. If the flow starts to slow down, perhaps your funnel needs a bit of a clean out, and you should either qualify some of the contents out or set them aside temporarily while you get the rest of the funnel operating smoothly again.

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