And it is desirable not to waste the budget in the process.
Как поймать пользователя в воронку продаж
For the funnel to work effectively and stably, you need to understand the sequence of actions at the stage of attraction and retention.
And not only that.
Read below about all the nuances and features of proper lead generation.
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What are leads in marketing
Why does an online business need leads?
Why does the circuit work in this particular sequence?
Types of leads.
What should you take into account in order not to waste your advertising budget?
Of all the potential clients, leads are those who responded in one way or another to your marketing message.
When a person is so interested in a product that they leave their contact information on the website, it’s a free lead.
Маркетинговый призыв
According to Hunt's classification, the audience is conditionally divided into:
cold, which doesn’t care about your products;
warm - interested in buying;
hot - ready to buy.
Accordingly, leads belong to indonesia phone number library the warm and hot target audience, and therefore it will be much easier to sell them products/services than to try to attract the attention of a cold audience.
Why is this important?
According to a study by the Russian Data Insight Agency, 33% of sales volume comes from bulletin boards, 26% from social networks, 21% from sites like BlaBlaCar or YouDo, 16% from sales in messengers and 4% from group purchase sites.
In Ukraine, the share of purchases in social networks alone accounts for 45% of all online sales.
Moreover, Denis Rogachev, a representative of Comfy, claims that the presence of the Internet in the sales chain ensures that customers come to stores by almost 80%.
Most likely, the company has properly set up the process of attracting and retaining leads in the marketing funnel.
Why Online Business Needs Leads
The more interested users there are on the site, the more applications there are, and therefore, sales.
Which has a beneficial effect on the growth of the website owner's income.
Moreover, people who submit an application thereby signal their active interest.
But this does not mean that they are ready to buy.
No problem - they'll happily give you their email in exchange for a free, valuable bonus called a lead magnet .
Examples of such a bonus are a small e-book, a checklist, a video with valuable information, or something else.
With the person who left their contact information, you will need to build a chain of contacts (usually in the form of a series of letters) to strengthen their trust and turn the user from warm to hot, thus smoothly and gently leading to a purchase.
Why does the circuit work in this particular sequence?
Because users have long become advanced and before buying they study different sites in search of advantages and benefits for themselves.
In the long-forgotten 90s, websites were not what they are now - it was enough to write a little text, stick a huge “Buy” button, and the system worked, selling left and right.
Nowadays, in order to sell, you need to interest people with some kind of perks.
Because more and more businesses are moving online, competition in all niches is growing, you need to stand out and attract attention.
To get a user to make a purchase, it takes 5 to 8 touches, or even more.
That’s why mailings, social networks, contextual and targeted advertising are used .
Marketers now have more work to do - they need to guide the user through the sales funnel and build the customer journey.
That's why the term "quality lead" was born. And the funnel looks like this:
