Everything a provider needs to know about the sales funnel
The sales funnel is a marketing tool, which leads the customer to purchase and illustrates the path they must follow to make it.
Just like the traditional funnel, the sales funnel starts to widen and decreases until it reaches real consumers. This way, your company will filter who is really interested in purchasing, and you will be able to pay more attention to the cases that will produce results. In this sense, realizing at which stage the business opportunities of interest are at will make your company have increasingly assertive communication.
A good sales funnel serves to segment the target audience and lead the lead to purchase naturally. Educating the consumer about the need to use the internet access service contributes to decision making.
In addition, it must be shared between the marketing and sales sectors so that the strategy is consolidated.
In the case of internet providers, the sales strategy generally has two intentions. These are: reaching those who do not have access to the internet, or those who are dissatisfied with the current service. However, we find a wide range of customers who are at different stages of the funnel. For your company to reach all business opportunities, we will teach you how to use the sales funnel in 4 practical and applicable steps for internet providers.
1 - Learning and discovery
At this stage, the lead is still unable to identify that they need the internet access service. It is up to your company to guide and educate the market about the need to use the internet access service.
The objective of this stage is to make the customer realize a need that previously hadn't even crossed their mind. Create a new desire and make it a priority in his decision-making. In the case of internet providers, it is fu00e1cil to create the desire for something essential like internet access today. The hardest part is making this desire top 1 in your priorities.
Let's take an example: Paulo is going to leave his parents' house to live alone. He never thought about subscribing to an internet access service, as that was not his responsibility at home. When does subscribing to an internet plan become a priority on your wish list? From the moment Paulo understands that it is essential to have access to the internet in his new home.
2 - Recognition of the problem
The problem recognition stage arouses the lead's interest in seeking more information about the difficulty that was discovered in the previous stage. Following Paulo's example, your real problem is: You need internet in your new home. Now it's time to explore some mental triggers to draw attention to the opportunity. This way, he was able to move on to the next stage of the sales funnel, in order to learn more about his provider's solutions.
3 - Consideration of the solution
Now comes the product/service comparison phase. This is where we must show your company's values and why we should buy from you. But it's not just the good service that will make the difference: you need a strategy package so you can have better lead engagement. At this stage, Paulo ju00e1 discovered that he has a problem and what benefits will be offered to his personal and professional life when subscribing to an internet package. This is the time to show why she should buy your product. Here it is essential that the articles or communication produced cause a certain sense of urgency. This way, he will not give up on solving his problem and will be able to move on to the next step.
4 - Purchase decision
In the business closing stage, we have different ways of approaching the customer. It can be via chat on WhatsApp, on the website, on social media, by phone or even door-to-door. At this stage, Paulo ju00e1 researched other companies and arrived at the final stage of making a purchase decision on his website. Now is the time to turn Paulo into a client. Try to align your strategy with your company's marketing and sales departments.
Now that you know how the sales funnel for internet providers works, it's time to put it into practice. I recommend that you hold an internal meeting with your team, segment the target audience you want to reach (with the possibility of having more than just one) and develop some personas for each target audience (usually 3 or more). To the point that you can identify all of your provider's potential customers and know how to effectively reach each specific portion. Small actions will bring big results.
But there's no point in going through all these steps and delaying checking the viability of the client, who is also in a hurry to solve their problem. That's why we developed Loki, a tool integrated with OZmap, which instantly checks a customer's viability and immediately starts the customer's registration process. Focused on the commercial area of your internet provider.
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Excellent article! Another Marketing tip for Internet Providers that I would like to give is to use an online plan sales tool specifically for Internet providers with coverage validation and contract acceptance. There is another very interesting article that talks about this here: https://blog.conecte.ai/blog/marketing-para-provedores-de-internet-como-conquistar-mais-assinantes
I highly recommend reading! Hugs! Gustavo