Reorientating the Classic Sales Funnel
October 27, 2010
Traditionally, the sales funnel has gone through few, if any, changes.
Essentially, at the top of a sales funnel is a wide inlet that allows salespeople to drop in gobs of prospects, indiscriminately. The prerequisites for these prospects are minimal, and for the most part, any prospect with a direct line of contact will do. In this model, your main motivation is to increase the quantities without considering quality. Naturally, this leads you head-first into some issues, as Seth Godin explained.
Your main problem will eventually become the shrinking pool of prospects. Because you’re sapping so many prospects from a limited supply, you’re eventually going to run out. This is basic math. Godin offers up an alternative: turn the sales funnel on its side. It then becomes a megaphone, acting as a promotional tool that’s utilized by your current customers. They will generate prospects – good prospects – for you.
Experimenting with the sales funnel is a good way to shake up the norm. And if you’re running low on momentum, this may help. Watch the full video for more information on this topic.