Sales Funnel Stages. Keys to increasing customer conversion.
Posted: Sat Jan 25, 2025 6:34 am
To work on the different stages of the Sales Funnel, you have to understand that the Conversion Funnel always responds to the needs of your potential client, it is pure customer orientation.
Did you know that all users buy in the same way? That we all have our own mental “purchase cycle”?
Need/problem : the user or company realizes that they have a need or problem. For example, a Marketing Director wants to generate more visibility for their website on the Internet and to do so they need to hire an SEO Agency to be more visible on the Internet.
Searching for information/consideration : This director begins to search for information on the Internet, visiting many websites, analyzing each one of them and requesting quotes on the positioning service he wants to implement.
Purchase . Finally, this marketing director makes a final selection of companies and hires the Agency that has provided the best service at the best price, as well as the greatest reliability.
We all do this, regardless of the product or service we want to contract.
For this reason, the different phases of the conversion funnel adapt perfectly to the needs of your potential client.
In the User Need phase, the Agency seeks to ATTRACT visits, getting the user to reach its website where it offers its web positioning services.
In the information search/consideration phase , the manager requests quotes from many agencies. As a company, I have to be able to provide enough value for them to think of us as the best option and not just as a service for a price X.
In the final purchasing phase, as a company we must have been able to influence the purchasing decisions of this manager to show him that we are the best, that we have extensive experience and that we are the best option on the market. If this has worked well, this manager will hire us.
As you can see, the basis of the Conversion Funnel strategy is customer orientation, focusing on the behavior and conditions of your audience, so before designing the Sales Funnel, you will need to analyze your target audience in detail.
1st phase of the sales funnel. ATTRACTION
In this phase of the Conversion Funnel, also called TOFU (Top of the Funnel), your goal is to analyze how users search on the Internet for what they need, in order to be able to appear in that search with your website.
This way, they will be able to enter your website and see your products or services , which will put you closer to achieving that online sale.
This first stage of the Conversion Funnel usually requires a high investment in attracting qualified traffic, as you have to start working on the online marketing channels that best suit the needs of your target audience.
And what are the most important and common channels? Well, there are many, but we will give you the three main ones.
Content Marketing
Content marketing is one of the best online marketing channels that you should work on within the Sales Funnel .
Because of its ability to reach users with diverse types of content and because being able to be on a blog makes it relatively easy to position it in search engines.
Of course, you need to know how to adapt your content to the Sales Funnel , because you can't send the same thing to everyone. Depending on the phase of the conversion funnel they are in, you have to work with one type of content or another.
Here is a post on how to create quality articles for your blog in case you are interested.
Web positioning
Web positioning is the first online marketing action you should work on .
It is essential not only for the success of your Conversion Funnel but also so that you can achieve online sales from the beginning of the process.
You may be interested in: 13 link building strategies that work. Keys to good link building
In this phase of the Sales Funnel, SEO helps you ensure that both your content and other pages on your website appear in the searches of your target audience.
In this way, you can include them in the design of your Sales Funnel and the entire hotel email database automation process begins with the goal of converting them into clients.
Remember. The goal is to appear in the Top 10 of Google . Nobody will find you if you don't appear on the first page of results, you basically don't exist and the Sales Funnel will never be executed.
Social networks
Social media is not a sales channel as such, as it will not achieve direct results on an organic level.
However, they do work very well to reach your target audience , listen to their needs and influence their purchasing decisions.
2nd phase of the sales funnel. RETENTION or lead capture
At this point, the manager I'm giving you as an example has already entered my website and is there, viewing, reading and analyzing information about my SEO services.
It's taken me a lot of effort to make this an effective visit, so I can't just let him go without doing anything.
In this second phase of the Sales Funnel, also called MOFU or Middle of the Funnel , the objective is to retain visitors and prevent them from leaving without leaving, at the very least, their data (name and email).
At that moment, I can say that I have obtained a LEAD, that is, a sales opportunity.
And how do I get their data and keep them from leaving my website?….
The best way is through a Lead Magnet .
A Lead Magnet is one of the fundamental elements in the design of a Sales Funnel and is nothing more than a high-value gift for the user that is delivered at no cost, but in exchange for leaving us their data.
A Lead Magnet can be something as simple as an eBook, a real success story, a Podcast, an exclusive Video where you teach something, a document with techniques and strategies, but also a demo of X days, a test or beta, etc.
The main elements to work on in this stage of the sales funnel are:
Call To Action,
Landing Pages
the forms that allow you to collect the information that this user leaves me.
If as time goes by you start receiving inputs from users who are registering to download your Lead Magnet, you can say that you have designed an effective Conversion Funnel and that you are getting closer to selling online.
So, let's keep moving forward.
3rd phase of the sales funnel. CLOSING or purchase phase
This is the critical and most important phase of the Sales Funnel.
Also called BOFU or Bottom of The Funnel , it is in this phase of the conversion funnel where you really have to work on the strategy and where you have to get the user to finally buy from you.
At this stage of the Sales Funnel, we mainly work on a Lead Nurturing strategy .
And what is Lead Nurturing, you may ask?
Lead Nurturing is an automated marketing strategy through which we create and establish valuable relationships with our Leads, via email marketing, with the aim of accompanying them on their purchasing journey and being able to influence their decisions in our favor.
Lead Nurturing is a key stage of the Sales Funnel, as it allows you to provide greater value to that Lead that you already know who they are and what interests them .
It is essential that you understand that this Lead Nurturing phase represents 80% of the success of the Sales Funnel, that is, the transition from Lead to Client, as it will allow you to reach them directly.
As you can see, if you have read the last two links I have left you about Lead Magnet and Lead Nurturing, you will see that there are various design options for the Sales Funnel and in the end, strategy is key to the success of your entire sales process.
If everything works correctly, you have managed to attract qualified traffic to your website, you have obtained their data so they are now a Lead and you are trying to influence their decision to purchase your brand, thus increasing your online sales volume.
Did you know that all users buy in the same way? That we all have our own mental “purchase cycle”?
Need/problem : the user or company realizes that they have a need or problem. For example, a Marketing Director wants to generate more visibility for their website on the Internet and to do so they need to hire an SEO Agency to be more visible on the Internet.
Searching for information/consideration : This director begins to search for information on the Internet, visiting many websites, analyzing each one of them and requesting quotes on the positioning service he wants to implement.
Purchase . Finally, this marketing director makes a final selection of companies and hires the Agency that has provided the best service at the best price, as well as the greatest reliability.
We all do this, regardless of the product or service we want to contract.
For this reason, the different phases of the conversion funnel adapt perfectly to the needs of your potential client.
In the User Need phase, the Agency seeks to ATTRACT visits, getting the user to reach its website where it offers its web positioning services.
In the information search/consideration phase , the manager requests quotes from many agencies. As a company, I have to be able to provide enough value for them to think of us as the best option and not just as a service for a price X.
In the final purchasing phase, as a company we must have been able to influence the purchasing decisions of this manager to show him that we are the best, that we have extensive experience and that we are the best option on the market. If this has worked well, this manager will hire us.
As you can see, the basis of the Conversion Funnel strategy is customer orientation, focusing on the behavior and conditions of your audience, so before designing the Sales Funnel, you will need to analyze your target audience in detail.
1st phase of the sales funnel. ATTRACTION
In this phase of the Conversion Funnel, also called TOFU (Top of the Funnel), your goal is to analyze how users search on the Internet for what they need, in order to be able to appear in that search with your website.
This way, they will be able to enter your website and see your products or services , which will put you closer to achieving that online sale.
This first stage of the Conversion Funnel usually requires a high investment in attracting qualified traffic, as you have to start working on the online marketing channels that best suit the needs of your target audience.
And what are the most important and common channels? Well, there are many, but we will give you the three main ones.
Content Marketing
Content marketing is one of the best online marketing channels that you should work on within the Sales Funnel .
Because of its ability to reach users with diverse types of content and because being able to be on a blog makes it relatively easy to position it in search engines.
Of course, you need to know how to adapt your content to the Sales Funnel , because you can't send the same thing to everyone. Depending on the phase of the conversion funnel they are in, you have to work with one type of content or another.
Here is a post on how to create quality articles for your blog in case you are interested.
Web positioning
Web positioning is the first online marketing action you should work on .
It is essential not only for the success of your Conversion Funnel but also so that you can achieve online sales from the beginning of the process.
You may be interested in: 13 link building strategies that work. Keys to good link building
In this phase of the Sales Funnel, SEO helps you ensure that both your content and other pages on your website appear in the searches of your target audience.
In this way, you can include them in the design of your Sales Funnel and the entire hotel email database automation process begins with the goal of converting them into clients.
Remember. The goal is to appear in the Top 10 of Google . Nobody will find you if you don't appear on the first page of results, you basically don't exist and the Sales Funnel will never be executed.
Social networks
Social media is not a sales channel as such, as it will not achieve direct results on an organic level.
However, they do work very well to reach your target audience , listen to their needs and influence their purchasing decisions.
2nd phase of the sales funnel. RETENTION or lead capture
At this point, the manager I'm giving you as an example has already entered my website and is there, viewing, reading and analyzing information about my SEO services.
It's taken me a lot of effort to make this an effective visit, so I can't just let him go without doing anything.
In this second phase of the Sales Funnel, also called MOFU or Middle of the Funnel , the objective is to retain visitors and prevent them from leaving without leaving, at the very least, their data (name and email).
At that moment, I can say that I have obtained a LEAD, that is, a sales opportunity.
And how do I get their data and keep them from leaving my website?….
The best way is through a Lead Magnet .
A Lead Magnet is one of the fundamental elements in the design of a Sales Funnel and is nothing more than a high-value gift for the user that is delivered at no cost, but in exchange for leaving us their data.
A Lead Magnet can be something as simple as an eBook, a real success story, a Podcast, an exclusive Video where you teach something, a document with techniques and strategies, but also a demo of X days, a test or beta, etc.
The main elements to work on in this stage of the sales funnel are:
Call To Action,
Landing Pages
the forms that allow you to collect the information that this user leaves me.
If as time goes by you start receiving inputs from users who are registering to download your Lead Magnet, you can say that you have designed an effective Conversion Funnel and that you are getting closer to selling online.
So, let's keep moving forward.
3rd phase of the sales funnel. CLOSING or purchase phase
This is the critical and most important phase of the Sales Funnel.
Also called BOFU or Bottom of The Funnel , it is in this phase of the conversion funnel where you really have to work on the strategy and where you have to get the user to finally buy from you.
At this stage of the Sales Funnel, we mainly work on a Lead Nurturing strategy .
And what is Lead Nurturing, you may ask?
Lead Nurturing is an automated marketing strategy through which we create and establish valuable relationships with our Leads, via email marketing, with the aim of accompanying them on their purchasing journey and being able to influence their decisions in our favor.
Lead Nurturing is a key stage of the Sales Funnel, as it allows you to provide greater value to that Lead that you already know who they are and what interests them .
It is essential that you understand that this Lead Nurturing phase represents 80% of the success of the Sales Funnel, that is, the transition from Lead to Client, as it will allow you to reach them directly.
As you can see, if you have read the last two links I have left you about Lead Magnet and Lead Nurturing, you will see that there are various design options for the Sales Funnel and in the end, strategy is key to the success of your entire sales process.
If everything works correctly, you have managed to attract qualified traffic to your website, you have obtained their data so they are now a Lead and you are trying to influence their decision to purchase your brand, thus increasing your online sales volume.