It begins when you use emotion to capture their attention (maybe they feel a certain way or identify with others that do), once you have their attention you need to use logic to show them you’re good at what you do and can address the requirements they have. Finally, to seal the deal and make them a loyal customer you need to use emotion. Emotion is a powerful tool in getting prospects across the line once they have reached the penultimate stage of your funnel.
At this stage of the funnel, the value of your product is still unknown; customers won’t be engaged by sales material or product specifics. Instead, try to establish value through educational promotions. Here, customer information is gathered as leads are pulled into the first phase of the funnel. It’s interesting to note that 65% of businesses claim that lead generation is their biggest marketing challenge which only emphasizes the need for developing creative marketing strategies.

A standard marketing funnel would usually contain some simple tools, but you do have to create these for your toolkit. So there is content creation involved to get copy and images and landing pages or forms etc. Whilst we use websites as a big part of the marketing funnels we create, you may not necessarily use one. We create a lot of content around the planning for a business website and then the development or build of a business website and then the marketing involved in making it deliver leads.
The largest pool of leads is always the least qualified, but every one of them is still a potential customer – one that might shop with one of your competitors if you don’t get them first. So, to maximise your marketing funnel conversions and keep your rivals in check, you also want to guide as many of these potential buyers towards the finishing line as possible.
By delivering the right value in the right order, they keep you engaged. If the writers started out by saying — SPOILER ALERT — the characters think they’re in The Good Place, but they’re really in The Bad Place, I, as a viewer, would not care yet. The writers did an artful job of delivering the right value in the right sequence to keep me moving along to the season finale, where they make the big reveal. They brought me on a journey so that plot point had maximum impact on me.
This is stage with the most potential to grow your marketing funnel, and ironically, it’s the one you have to work the least in. The “advocacy” stage is your reward for all the work you put into the stage before. When you keep your customers happy, they’ll not only remain loyal to your business, but they’ll recommend you to friends and industry contacts facing a similar problem to the one you solved. They’ll brag about how easy life is with your product or service and how hard you work to keep them happy. The result is not only a bigger marketing funnel, but the chance to get a head-start on your competitors.

For example, a complex purchase funnel might include steps like this: searching a pain point in a search engine, getting to a content piece on a website, clicking to a landing page for a white paper download, receiving several pieces of email in a lead nurturing campaign, deciding to speak to a sales rep to learn more about the product, going through several stages of a sales process with a sales rep, and then ultimately making a purchase. This may happen over several months.


Not only must value be properly sequenced throughout the funnel, but cost must be as well. In that deeper stage in the funnel, SolarWinds didn’t only provide the properly sequenced value (trial versions) it also communicated properly sequenced cost (an online price quote engine). You must determine when to introduce the price in the funnel you’ve created, but also non-monetary elements of cost too.

Why is the set of steps to conversion called a “funnel”? Because at the beginning of the process, there are a lot of people who take the first step. Then, as the people continue along and take the next steps, some of them drop out, and the size of the crowd thins or narrows. (And even further along in the process, your sales team gets involved to help close the deal.)
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