The metaphor of the funnel is used because people drop away at each stage of a long sales process: for example, many of your unqualified prospects may have existing suppliers with whom they're very satisfied. Others may have needs which other competitors are better-placed to satisfy. Still, others may love your products, but not have the budget to buy them.
The aptly named Gap of Death, the interval between expected page load time of under 2 seconds and average site load time of 5 seconds expands or contracts due to surprisingly neglected website optimization tactics and business decisions. Contrary to the popular sentiment, speed optimization is ideally implemented across all stages of website development, and not just after building the entire site, which is only when website owners realize the need to push for website performance optimization.
Solution: I provide custom and personalised (not cookie clutter) keyword reports of the very best keywords for your niche – those keywords you can rank for. These are the keywords that will allow you to rank high in Google and make you the most money. These reports help people find their best clients by finding the best search terms/keywords they can use in blog posts, sales page, web pages etc to attract their ideal clients. This includes detailed advice on how to use them and the potential profitability of each keyword.
In my case the problem I focus on wellness. More specifically, I work with people who want to feel good and to do it without excessive dependence on medication. I used to be that overly medicated person before I learned new habits that helped me wean off my medication, so I feel a lot of empathy for others suffering from similar conditions and I offer solutions. Right now I offer personal coaching and I teach cooking classes in person or online. I am currently building an online curriculum that includes Skype consultations and a community forum. The online classes make it available to more people who would like to learn the information at their own pace and from anywhere. The personal coaching I received was paramount to my success and it empowered me to keep going and to learn more and to feel more in charge of my personal health. That’s what I offer others through coaching and classes. I’m slowly building a following on my website and different social media platforms. I really want to build a community that feels supported and that supports each other. I appreciate this article and have taken notes going forward.
Customers will move on to Stage 5 when the sale is complete. Although we won’t detail it here, Norman should brainstorm the kinds of information these customers will need, as well as how he’ll provide it as part of a cohesive onboarding process. Though he doesn’t need to worry about customers finding him at this stage or moving on to the next one, it’s still important to meet their needs so that they walk away feeling good about their purchase decisions!
I don’t believe #8 is true. What defines what is above or below the fold. Website designers nowadays cannot control where the fold falls on visitor’s screen.s People have different size monitors, different resolution, different browsers. On top of that and not everyone keeps their browsers maximized. Add to that mobile devices. Content will shift based on the above and there’s never a definite answer of what’s above the fold.
When you NURTURE prospects, you give them what they need to grow strong and healthy. Obviously not every prospect will grow into a “Lifetime Customer” regardless of what you do. That’s just the nature of lists, email marketing, and all the rest. Still, it’s so important to remember that a list of 100,000 weak and “under nurtured” prospects will never stand up against a list of just 100 “strong and healthy” prospects.
Keep in mind that your work is never done. Your mobile site is never too fast, and your customers will never come flocking to you when you shave off just a little of your loading time. Keep working on it. Now, tomorrow and next month. If possible, try to automate your PageSpeed Insights testing, so you get regular updates. Follow the news to see if there are new ways to speed up your site.
Should you panic about your load time affecting your Google rankings? The great Matt Cutts says no – that it’s just one of over 200 signals they use in determining rank. But that’s not to say you should put it off either. Optimizing your page load time is a smart thing to do to help visitors get where they’re going faster, and it’s a better use of your time than obsessively tweaking your meta-tags. According to a recent post on SEOmoz, while site speed is a new signal, it doesn’t carry as much weight as the relevance of a page. Currently, fewer than 1% of search queries are affected by the site speed signal.
However, getting to this stage is no simple feat. It takes an enormous amount of work and effort plus tracking. By implementing sales funnel software, such as the platform built by Brunson, you can definitely cut down the headache, but there's still lots of work to be done. Copy needs to be written, tracking pixels need to be installed and email sequences need to be created. But that's what it takes to succeed.
In fact, more than 80 percent of people look for recommendations before purchasing a product, according to research by Business 2 Community. And Nielsen reports that 84% of people trust the recommendations of friends and family over marketing campaigns. That makes personal referrals the highest ranked source for trustworthiness when it comes to making a purchase.
Following your information search — or, sometimes running concurrently with this process — you’ll start comparing the alternatives that your research has uncovered. Again, the time spent in this stage will vary based on the type of purchase being contemplated. Choosing a restaurant might be as simple as deciding, “Well, I feel like Chinese food, not Mexican, tonight.”
However, there are even some who see the funnel as being split vertically, with both sales and marketing owning the full funnel. They argue that the sales people are increasingly becoming thought leaders to drive awareness by doing outbound outreach. In this scenario, both marketing and sales would work to nurture leads and prospects from awareness to purchase.
The second section offers explanations for why humans struggle to think statistically. It begins by documenting a variety of situations in which we either arrive at binary decisions or fail to precisely associate reasonable probabilities with outcomes. Kahneman explains this phenomenon using the theory of heuristics. Kahneman and Tversky originally covered this topic in their landmark 1974 article titled Judgment under Uncertainty: Heuristics and Biases.
Sales funnel conversions – If you’re going to choose only a few metrics to focus on, make sure this is one of them. Essentially, this metric involves tracking the number of prospects that enter your funnel at any point and then convert into customers. As you make changes to your marketing strategy in the future, seeing this number improve will let you know you’re on the right track.
These actions consequently impact sales. 79 percent of dissatisfied customers no longer revisit underperforming websites – except when you’re Google or Amazon. 46 percent of dissatisfied customers develop a lasting negative impression and 44 percent share their shopping experiences with the rest of the world. The implications go well beyond the cyber world as 87 percent of customers shop in online as well as brick-and-mortar retail stores.
System 1 is prone to substituting a difficult question with a simpler one. In what Kahneman calls their "best-known and most controversial" experiment, "the Linda problem," subjects were told about an imaginary Linda, young, single, outspoken, and very bright, who, as a student, was deeply concerned with discrimination and social justice. They asked whether it was more probable that Linda is a bank teller or that she is a bank teller and an active feminist. The overwhelming response was that "feminist bank teller" was more likely than "bank teller," violating the laws of probability. (Every feminist bank teller is a bank teller.) In this case System 1 substituted the easier question, "Is Linda a feminist?", dropping the occupation qualifier. An alternative view is that the subjects added an unstated cultural implicature to the effect that the other answer implied an exclusive or (xor), that Linda was not a feminist.
The marketing funnel helps you visualize the different stages buyers go through — where they drop off without making a purchase, and what moves them to become customers. It’s a funnel because the likelihood of a lead moving down the funnel decreases at each stage; not everyone who knows about your product will sign up to your email list, and not every lead in your email nurturing campaign will convert to a paying customer.
Inline scripts can be expensive for page loading since the parser must assume that an inline script could modify the page structure while parsing is in progress. Reducing the use of inline scripts in general, and reducing the use of document.write() to output content in particular, can improve overall page loading. Use modern AJAX methods to manipulate page content for modern browsers, rather than the older approaches based on document.write().
Entry sources – Monitoring the sources from which people are entering your funnel can be useful data to track, as it gives you ideas for expanding the reach of your marketing campaigns. If, for example, you see that a large number of your prospects are coming from a single guest blog post you did, seeking out similar guest author positions can be an easy way to increase your overall sales.
Become an authority in your industry and/or region. If you're known far and wide for being an industry expert, you'll have prospects seeking you out rather than the other way around. Consider planning lunch and learn sessions or organizing webinars on a regular basis. As your brand recognition grows, you may even attract inbound links to your site which will benefit your SEO.
Matt Ackerson founded AutoGrow (Petovera Inc.) in 2010 as a conversion-focused web design agency. The company has since worked one-on-one with over 500 customers and clients to create their sales funnels. Matt is a graduate of Cornell University. He and AutoGrow have been featured in Techcrunch, Forbes, Inc, Venture Beat, Mashable, and Popular Science among others. He and the team write in-depth articles on digital marketing, sales funnel design, and also offer an advanced funnel training course here on AutoGrow.co
For example, at the beginning of the sales funnel, prospect interaction is low and the number of prospects is high. This is the awareness stage where you do advertising or another form of low-cost, low-touch, broad outreach. The next stages have fewer people in them and require activities that take more time and attention. This is where you’d send emails, make phone calls, or invite qualified interested prospects to a webinar to learn more about your offerings.
Got it. Thanks Pete. You might like to know we’re updating our 6-Figure Funnel training right now to tailor it one version of it to product businesses, and the other version to professional service companies like your’s. We’ve also relaunched our free sales funnel checklist w/ video training. You can pop-in your email address to get that on this page.
In the consideration phase, a consumer starts to associate you with the solution you offer. This is the time when you want to supply them with content that helps them evaluate you and your products. At this stage, we're speaking directly to the people we think our business can help and making sure they know how we can help them. Remember that they may not yet trust you, so don't put on your sales hat just yet. Instead, consideration content is a great opportunity to make sure it's easy for your visitor to browse all the information that might help them differentiate you from your competitors.
”It wasn’t like we invented AMP because we wanted to control everything, like people assume,” he says. Instead, he argues, go back and look at how dire the state of the mobile web was a few years ago, before AMP’s inception. It sucked — in fact, Nilay Patel published a story on this very website titled “The mobile web sucks” in 2015. He was right. Apple and Facebook dealt with that problem by creating proprietary formats and then convinced publishers to distribute their news in those formats on their platforms. As Nilay wrote:
Problem: we live in a world that doesn’t teach us how to manage stress and how to be healthy. 90% of the people I come across are depressed,, unhealthy and unhappy with every aspect of their lives. They are waiting for something miraculous to happen so that they can finally be happy and feel better about themselves and their lives. They live the same routine every single day and are miserable with the lives they have settled for. They all want to feel better and be healthy emotionally, mentally and physically.
Don’t Rely on HTML to Resize Images – HTML (and by extension, WordPress blogs), make it easy to create a smaller version of a larger graphic. But just because you load that smaller size, doesn’t mean it’s taking up any less room on the server. The browser still has to load the ENTIRE image, THEN check the width and height you want and THEN resize it accordingly.
Hey Matt! Thanks for this article, it was super helpful! I tried to scroll through some of the comments, but figured I should just shoot you a message. There weren’t a ton of B2C examples in your list and was hoping you had some more up your sleeve. I just launched my company, Make It Hapin, and I’m living on a prayer haha. My finances are limited so my ability to pay for ads in order to test possible funnels is very limited but I’m trying. Make It Hapin is a personalized shopping service designed to help you recreate inspiration images you see on Pinterest and Instagram. The struggle is figuring out a way to get people to remember us while they’re swiping through their feeds. Anyway, I’ve included my website…I’d love it if you could take a look!
Minifying CSS and using a CDN don’t have to be complicated. While I’d recommend a gulp or grunt task runner (which can be complicated) you can find a CSS minification tool online where you copy/paste your CSS into a form and it will give you the minfied CSS. Save that to a new file (mysite.min.css) and include it on your homepage instead. Regarding a CDN, if you’re using something like jQuery or Bootstrap on your site, you can reference them from a cdn (like cdnjs or googleapis) rather than referencing the file from your site. Good luck.
Maybe you’re more successful than I am, but I thought I’d defined a pain point, but I couldn’t sell a solution. Turned out that while it was a pain point, I had a hard time convincing them that it would make their lives easier. That’s what made me ask. YOU know that a certain website could be optimized better, but how do you plan to find someone with the problem and then convince them that the problem even exists in the first place? Someone else in here said it this way: they don’t know what they don’t know.
Additional website functionality with plugins comes at a price: performance degradation. Unfortunately, webmasters deploy a myriad of plugins to add attractive but often unnecessary features such as gravatar, profile tools, website stats and font tools – some even use 10 different plugins for social media integration. The only benefit here is successfully avoiding manual coding.
In this section Kahneman returns to economics and expands his seminal work on Prospect Theory. He discusses the tendency for problems to be addressed in isolation and how, when other reference points are considered, the choice of that reference point (called a frame) has a disproportionate impact on the outcome. This section also offers advice on how some of the shortcomings of System 1 thinking can be avoided.
solution: keep it simple! I am her online personal trainer on the go! Personal skype kick off sessions and ongoing support. She’ll get customized workout videos that she can perform in the comfort of her home and nutrition coaching based on her personal needs and goals. The workouts are short & sweet, but most effective. Never longer than 20 minutes & no equipment needed. She gets the liberty to train anytime & everywhere, whichever her agenda allows. This is about getting the independence she’s looking for, but still getting very personal support by me.
Big solution: Avant-garde is more than a word or an idea, its our driving belief we celebrate in our culture. Trentino Gelato provides feasible, sensible and down-to-earth solutions to our partners with whom we do more than provide a consumeable commodity. Our irreverence towards the typical procedures of trouble shooting and service is what drives us to continue towards innovation. Partner gratification is our mission. Supreme service is our inspiration. Gelato is our opus.
QUOTE: “I guess there are two aspects here when you look at server speed. On the one hand there’s the kind of perceived speed in the browser, in the time it takes to render a page, and that is something that is definitely a ranking factor, it’s probably not the biggest ranking factor. And usually we try to differentiate between sites that are really slow, and sites that are kind of normal. So just optimizing on a millisecond basis is not going to affect anything in the search results…. the other part of server speed is more in regards to crawling, so how quickly we can crawl pages from your website, and that’s not directly a ranking factor, but it does affect how quickly we can pick up new and changed content on your site.” John Mueller, Google (2016)