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10 Steps to Cleaning Up and Reigniting Your Sales Funnel in 2016

Profile photo of Megan Totka Submitted by Megan Totka April 4, 2016

If you’ve noticed a sales slump, it may be time to clean up your funnel. With the New Year, it’s the perfect time to make adjustments to your processes to foster growth and customer loyalty.

 

10-Steps-to-Cleaning-Up-and-Reigniting-Your-Sales-Funnel-in-2016

 

Step One: Clean Out Old Leads

Go through your current system to clean out any old leads. Find the leads you believe are still worth contacting, and keep those separate from the leads you are purging.

Step Two: Reestablish Follow Up Timeframes

Chances are, you’re going to find some leads that are overdue for follow-up. Here’s your chance to establish the right timeframe to reach out to those leads while they are still warm. Prioritize your timeframe to act quickly, as 50% of customers will choose the vendor that responds first. Your odds of reaching a lead increase 100 times if you call them within five minutes rather than waiting 30 minutes. The odds of qualifying and converting a lead increase by 21 times if called within 5 minutes, compared to 30 minutes.

Step Three: Enter New Leads

Go through your contacts and enter any new leads you have that haven’t been entered into your system. Categorize them based on whether or not they’ve been contacted, and whether or not they’re interested, so you know how to move along the rest of the funnel to help them convert. Remove any leads that are not qualified, or not interested.

Step Four: Establish Better Pipeline Processes

Now that you’re basically at a clean slate, consider how leads are moving through your pipeline. Customer relationship management (CRM) software is an excellent tool to help you maintain your pipeline and improve customer service.

When leads come in from various sources, where do they go? How much time do you have to enter them? Who or what qualifies them? Who or what moves them along in the funnel? How much time do sales agents have to follow up with the leads? Determine what makes the lead an opportunity, and move forward accordingly.

Step Five: Evaluate Your Current Funnel

Every business wants to move a lead to a converted customer and a converted customer into a repeat buyer. Every business has a different approach for getting customers from one stage of the funnel to the other.

Does your current funnel work as well as you’d like? What could you do to improve it? Are leads coming in and getting stuck in the process? Or, are you having trouble with lead generation? Find out where your problem spots are.

Step Six: Make Adjustments to Your Marketing Strategy

Based on what you determine about your current funnel, you’ll need to make adjustments to your marketing strategy.

If you’re having trouble with lead generation, it’s time to amp up email, social media and content marketing efforts to help build brand awareness and bring in new leads.

If on the other the hand, the number of leads isn’t the problem, and you’re instead finding the leads in your system aren’t as qualified as you’d like, you’ll need to adjust marketing efforts to better target your ideal buyer.

And, if you have plenty of qualified leads, but they’re not converting – you’ll need to take a look at where they’re dropping off. What is your competition doing? Is your pricing too high? Your process too complex? Consider asking for feedback to help you find and solve the problem.

Step Seven: Start Funneling New Leads

Once you’ve worked out all the kinks and have your new funnel and marketing strategy in place, test your adjustments. When new leads come in, follow the established follow up timeline and pipeline guidelines to see if the funnel starts moving again.

Step Eight: Nurture the Leads Through the Funnel

Use lead nurturing techniques such as follow-up phone calls and emails to move leads through the funnel. Take note of where leads fall off in the funnel to identify weak areas. When the data points to a pattern, you know it’s time to adjust yet again.

Step Nine: Rinse and Repeat

When you’ve found what works—keep it going. Keep marketing efforts bringing in the new leads, follow your established pipeline practices to qualify your leads, move them through the funnel, and convert them into customers.

Step 10: Regularly Purge Old Leads

Even when your funnel is overflowing with prospects and the marketing machine is working to bring in profit, take time to purge old leads as you go, so you don’t end up with a buildup of clutter.

Getting your sales funnel right won’t happen overnight, but by keeping yourself organized and paying attention to the data and analytics from your CRM and website, you can focus your efforts on the key areas that will promote change.


This post was originally published in http://geeklesstech.com/10-steps-cleaning-reigniting-sales-funnel-2016/ by Megan Totka

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Profile photo of Megan Totka
Megan Totka is the Chief Editor for ChamberofCommerce.com. Chamber specializes in helping small businesses grow their business on the web while facilitating the connectivity between local businesses and more than 7,000 Chambers of Commerce worldwide. As a small business expert, Megan specializes in reporting the latest business news, helpful tips and reliable resources, as well as providing small business advice. She has significant experience with the topic of small business marketing, and has spent several years exploring topics like copywriting, content marketing and social media. When she’s not publishing a weekly newsletter to educate small businesses on the vast importance of building up their web presence, she likes to keep her finger on the pulse of the latest small business products, services, apps and other reviews. She also keeps tabs on the foremost events for small business owners to attend. With her extensive repertoire, Megan regularly contributes to a growing number of publications.
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15 Responses to “10 Steps to Cleaning Up and Reigniting Your Sales Funnel in 2016” Leave a reply ›

  • Profile photo of Sunday William Profile

    Hey Megan,
    Its an interesting topic I must state. Marketing funnel should be made viable or active at all times.

    If there is telltale sign of retrogression in the marketing campaign then its possibly time to reassess the funnel to reignite the sales.

    The 10 ideas you have shared are hands-on. I couldn’t agree more with you on each of the steps to be followed.

    However, it must be stated that for these steps to work, there needs be a plan in place to access the right tools for evaluation.

    More so, there should be the need to consistently “clean-up” the funnel for success!

  • Profile photo of Sarah John Profile

    Hi Megan,
    Indeed, if there is a slump in sales, then it could be a telltale sign of cleaning up and reigniting the sales funnel!

    It becomes necessary to understand and implement how the purging and revamping can be done.

    Knowledge of the effective process and the relevant workable tool would also help shaping up things for improved sales.

    The 10 steps approach shared in this post are informative. Although I would like more explanation on step number #4 Establish Better Pipeline processes.

  • Profile photo of Justin Temple Profile

    Hey Megan I l enjoyed reading your article.

    Lots of value here that refreshed my mind.

    However I was split when you said to optimize your funnel for a new year. That might be a good idea, but I think it would be a great idea to make a sales funnel that converts throughout the years.

    Thank you Megan, I loved all 10 of your tips. Keep up the great work.
    Justin Temple recently posted…MLM Sponsoring Secrets. Proven Formula to Sponsoring In Any Company.My Profile

  • Profile photo of Celine Profile

    Every now and then, there is need to make adjustments on the marketing strategy. This is especially when it becomes obvious that sales are slumping.

    However, the good news remains that sales and successes of a business can be affected by actions we take – positive or negative.

    In this vein, it becomes crucial cleaning up the funnel to ensure constant sales.

    Its helpful knowing these ten step approach!
    Celine recently posted…Amazing Bloggers Who Feature Me In Their PostsMy Profile

  • Profile photo of Sherman Smith Profile

    Hey Megan,

    I work in IT and the same troubleshooting tips you have here remind me of troubleshooting to find computer and network problems at my job.

    When you find that your funnel isn’t working as it did before or that it has never worked, then it’s time to figure out what’s the bottleneck.

    There’s always room for improve and different approaches to take. Sometimes it’s really simple to fix.

    I found out from troubleshooting that for one, my opt ins had stop working and two they were leading the leads in a different direction than I wanted.

    Thanks for sharing Megan! Have a good one!
    Sherman Smith recently posted…Diversify Your Shares With The Social Warfare WordPress PluginMy Profile

  • Profile photo of Freedom Blogger Profile

    Hi Megan!

    Great post!

    Very valuable tips you are giving here. My hat’s off to you.

    I think, in my opinion, the most important steps from your list here are number four, number five and number six.

    – Establish better pipeline processes

    – Evaluate your current funnel

    – Make adjustments to your marketing strategy

    Working on these steps, very often, and intensively, is key to your success online.

    You want to make sure that your pipeline processes are returning good conversion numbers.

    This is why you should also evaluate your entire funnel.

    And, finally, you want to make sure you make necessary adjustments to your marketing strategy – because there is no point on working on your pipeline and funnel if there is not good quality traffic coming in on a regular basis, right?! 😉

    Great tips Megan!

    Thanks for sharing!

    Keep up the great work!

    Have an awesome weekend!
    Freedom Blogger recently posted…How to Make Sure Your Website is Found On Google?My Profile

  • Profile photo of Black Profile

    Hey Megan,

    What an interesting piece on lead clean up. The advice you have shared are helpful. I guess its time to really put them into practice. Indeed, every business wants to “move a lead to a converted customer and a converted customer into a repeat buyer”

  • Profile photo of James Ling Profile

    For 2016 and beyond, the steps you have highlighted would be revealing!

    One interesting point I find useful in this post is that idea of making adjustment to marketing strategy.

    This is important because it will help to accommodate the prospecting leads.

    I guess, if businesses stick to these steps then converting qualified leads would become very easy!

  • Profile photo of Amit Sharan Profile

    Hi Megan,

    There is no doubt that before a successful cleaning of a sales funnel can be achieved, there is need to re-evaluate the current funnel.

    Sure, your post has been helpful for marketers in 2016 but it could still be very useful for marketers in 2017 and beyond. Step 5 is very crucial!

  • Profile photo of Winford Moore Profile

    Hi Megan,

    There is no doubt that cleaning up a sales funnel would make room for new strategies and policies. This means that it would become easier for new leads to be embraced.

    However , for each of the steps discussed, if the right question is asked then the right answers would be availed!

  • Profile photo of steven Profile

    ‘Use lead nurturing techniques such as follow-up phone calls and emails to move leads through the funnel.’ This is one of the high points of this post for me.

    The truth remains that cleaning up and reigniting sales funnel for every business demands consistent action. The marketer must always be at the lookout to apply the action that would bring about the best marketing results!

  • Profile photo of Paul Profile

    Hey Megan,

    Sales funnel can be cleaned up for better traction and conversion. It takes real practice to follow through with it. The ideas you have shared with us here are practical.

    At least, for any Internet marketer, these steps can be used to re-ignite sales in the new year running!

    Thanks for these 10 steps. They are very practical and result-oriented!

  • Profile photo of Carl Profile

    Hey Megan,

    I guess it would be vital to master how the sales funnel works before making any attempt to cleaning up and re-igniting it.

    Perhaps, this is the intention of this post.

    However, For the purely unlearned, these are steps that must be followed. I have limited knowledge about creating and running a a sales funnel but 10 steps shared here should be inspiring.

    Thanks for sharing this post!

  • Profile photo of John A Karnish Profile

    Hi Megan

    Thank you for sharing your post. You gave many concrete ways to energize a slumping sales funnel.

    I like how you pinpoint what to do if you don’t have enough leads, what to do if your leads are converting or get stuck somewhere in the funnel.

    Thanks for sharing and talk to you later,

    John

  • Profile photo of Mark Profile

    Hello Megan

    My lead generation and marketing is currently stricktly online with no person to person direct contact. However I still took some pointers from your post, in particular regarding the speed of making a call back.

    I already send an eail right after they opt in but it would be worth experimenting with an additional email soon after that and guage the response. Sfter all the very fact that the person has opted in means they are on their pc or whatever device at that moment, so why not connect immediately.

    Thanks for your post

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