Online Sales Funnel and Back-end Sales Loop

» Posted on Aug 14, 2010 in Digital Marketing, Sales and Marketing Management | 0 comments

Here is a funnelling model of marketing (find, invite, present, close-to-action, follow-through) which uses the acronyms for the FIIM Areas of Purpose.

Find

The first stage of your marketing funnel is to find prospects. The Areas of Purpose which directly relate to finding potential customers are: [DAP isPaidUser="Y" hasAccessTo="11" errMsgTemplate="SHORT"]PUGOP, WESUP, and JAVEP (and even DEEBOP if you want to rent mailing lists)[

Invite

So we’ve found our prospects…

Before we can present our wares, we must first attract them.  Think of it like dating.  You do not propose marriage until you’ve dated.  You do not ask for a date until you’ve first won a smile..  So before we present our product, we need to make an attractive invitation for them to go to the product description (sales) page.

Which Marketing Areas directly relate to inviting potential customers to your products? [DAP isPaidUser="Y" hasAccessTo="11" errMsgTemplate="SHORT"]DEEBOP, WESUP, PUGOP.[/DAP]

Presentation

Once someone has clicked through on our invitation we can now present what we have.  This will usually be done on web pages, sometime by email, or perhaps teleconference, webinars, etc.

Close to action

Here we elicit a decision of action in the prospect.  Either to buy, opt-in, request more info, make contact, run for the hills, etc.

This stage happens usually via WESUP at the end of the presentation, or may in fact happen over a longer period of time via a follow-through process in DEEBOP.

Follow through

If they don’t buy immediately then you can enter them in a prospect follow-through process in DEEBOP.

If they have bought, then you can provide a customer follow-through process via DEEBOP.

Either way they can be invited to a different product at another time.

The FIIM Funnel diagram demonstrates how all aspects of online marketing fit together.

Sales Pipeline

Corporate marketing and sales managers must regularly report performance on a sales pipeline report, including a table like this:

[coming soon]

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Tags: funnel diagram, Online Marketing, online strategy, sales funnel, strategic marketing