What You Need To Know About The B2B Sales Funnel
We’ve all been there. When we’re so close to making a sale, but something goes wrong, and another potential lead falls through the cracks.
This is especially heartbreaking in the B2B world, where consumers are not as impulsive, and it can take from 6 to 12 months to convert a lead into a buyer.
However, that’s where the sales funnel comes in.
What is a Sales Funnel?
In simple terms, a sales funnel is the journey your potential customers go through to transform from leads to buyers.
By creating a sales funnel, you can understand what your prospects are thinking at each stage of their journey. You’re then able to mould their journey by providing the right content at the right time.
Understanding your audience and their journey is a brilliant way to develop and make the most out of your B2B content marketing strategy.
What are the Sales Funnel Stages?
The typical B2B sales funnel consists of three key stages. These are:
So, what types of content is suitable for each stage? To break it down, we like to consider the three stages of the funnel as follows.
1. The Awareness Stage:
This stage is where people first become aware of your product or service.
In this stage, we recommend creating long-form content with sound SEO to help you rank high on search engines and generate organic traffic. This can include blog articles and eBooks.
You can also create short-form content (often based on the long-form content) to post on social media platforms and get your audience talking.
Starting conversations within your community is a distinctive way to show that you’re a proactive thought leader within the industry and your voice should be heard.
2. Consideration Stage:
Once you’ve shown the world who you are, the consideration stage follows. This is where a prospect takes an interest in your product or service and becomes more invested in your brand.
At this stage of the funnel, content such as case studies, drip email campaigns, and newsletters come in handy.
They share who you are, what you do, proven problems you’ve solved and the results that have stemmed from it and so forth.
At this stage, your prospects could also look into who you are as a brand. What are your core values, and do you live up to them? Do your values align with theirs, and how can you prove it?
These are all the questions you should ask yourself and incorporate in your B2B content marketing strategy.
3. Purchase Stage:
This is the final stage when a prospect decides to buy from you. Here, you can continue conversations through emails, how-to guides and so on.
Regardless of what stage of the sales funnel your prospects are in, it’s always good practice to continuously follow up with them.
Did you know that 80% of sales require five follow-up calls after a meeting? Why? Because you’re not the only contender in the space.
Although you may have a unique selling point, if there is anything we’ve learnt since the pandemic, it’s that we need to approach B2B prospects with a ‘serve not sell’ mentality.
By doing this, you can help speed along the sales process and ensure they remain loyal to your brand.
You can do this through various content marketing techniques, including:
A B2B Content Marketing Strategy Fit For You
We understand that creating a B2B content marketing strategy can have its challenges as it requires a mix of content from the top to the bottom of the sales funnel.
That’s why Copy House specialise in creating well thought out, results-driven content that gets your technology or FinTech brand noticed while starting conversations that matter to you.
If you want to push for more sales and get your brand out there, book a free 30-minute consultation with the Copy House team here.