Use Questions to Move Prospects Through Your Funnel

Lots of marketing pros talk about the sales funnel. There is lots of emphasis on the top of the funnel where leads start and that is important, but your business isn't fueled by leads; it's powered by cold, hard sales. So, your goal is to drive people through the sales funnel to bottom where the real treasure.

What prevents you from reaching your goal? Here are a few common mistakes

Step 1: Reeling in Those Leads

Imagine a bunch of business owners going all out at the top of their sales funnel, casting a wide net, and reeling in leads by the dozens. It's like a fishing expedition, except you're trying to catch potential customers.

But here's the kicker: most of those leads don't turn into sales gold. Why? If the net is too broad, you are catching too many of the wrong fish. You are spending too much time sorting wading through bad prospects and you don't have enough time to focus on the ones most likely to buy.

Step 2: The Great Lead Vanishing Act

Without a rock-solid sales process, many of those leads, even the really good ones will vanish into thin air as they choose to work with a more responsive service provider.

Step 3: The Overeager Sales Show

Now this may sound crazy, but as you build your sales process, I want you to think about ditching the pitch.

Don't jump right into a sales presentation at the slightest hint of interest. It's like proposing marriage on the first date – a bit too much, too soon. Instead, start with some good old-fashioned questions. Get to know your potential customer, and figure out if you're a match made in business heaven.

Step 4: The Cringe-Worthy Upsell Attempt

If you rush the sales pitch, you might miss out on the chance to upsell or close the deal. Or you might be pouring your heart out to someone who's not even thinking about committing. Remember, it's not about you; it's all about them. Your sales process should be a series of questions to help you size up the prospect and help them see why you're the real deal.

Step 5: The Detective Questions

So, what questions should you ask? Here are a few gems to keep in your toolkit:

1. "Why Now?" – Most folks don't decide to buy something on a whim. They take their sweet time. Understanding what made them finally pull the trigger can be game-changing. Are they fed up with their current provider? Or is this their first rodeo? This info helps you skip the basics if they're a seasoned pro.

2. "What Do You Hope to Accomplish?" – Sometimes, people think they need a social media plan, but in reality, they need a website makeover. It's like ordering dessert before you've even tackled the main course. Help them sort out their priorities.

3. "Do You Have a Budget?" –Talking money can be uncomfortable, but, if you want to sell, you need to have the conversation. It's like asking someone if they're serious about buying the car they're test-driving.

4. "Tell Me More" – These three words are your ticket to keeping the conversation going. The more they spill, the better you can tailor your pitch. It's like having a secret sauce that makes your proposal extra tasty.

In the world of sales, remember: leads are like the appetizer, but the conversion is the main course. Get out there and make those sales happen!

I love talking about sales with other professionals here are a few of my favorite conversations

Seven Figure Sales with Che Brown

Improving Your Closing Rate with Bruce Scheer