Effective Website Sales Funnels – Prospect Qualification – Are Your Visitors Potential Buyers?

Does the website you are using as one of the tools to earn a living do a good job of qualifying visitors as potential buyers of what you are offering? Does it do this at all? Many websites that are put into existence for the purpose of selling make no effort to qualify buyers. They expend the same level of effort (usually very little to none) and the same level of resources on every visitor. In the case of websites that are catalogs or otherwise passive in their sales approach this is probably not a big deal (other than the fact that they are also unlikely to be effective). The resources used in such a site to close a deal are minuscule in most cases (as are the results). However, as soon as the sales process becomes more active and interactive, more targeted and generally more resource intensive it becomes ever more important to ensure those resources are being expended on people who really have a decent potential to become a buyer.</p>

Many internet marketers are investing less than $100 a month in their website…many of those less than $20 per month. In that case there appears to be little motivation to qualify visitors before giving them access to the good stuff. On one funnel away challenge pdf these sites the good stuff is cheap, open to all and largely ineffective. On the other hand, the successful internet marketers invest a great deal of time, effort and other resources in producing highly targeted and effective internet marketing campaigns and then spend $500 or $1000 or more per month to keep their sales funnel optimized and current. There are also often components on these active sales sites that generate additional “per visitor” expenses such as PPC (Pay Per Click) advertising, live chat features, video streaming (which can result in extra bandwidth charges when played heavily by visitors) and call center activities. Done correctly these features are highly effective and beat out passive websites and campaigns hands down…even with their much greater expense and effort factored into the profit equation. However, those superior results evaporate right away if the sales funnel does not do a good job of filtering out the people who are not really potential buyers. Regardless of whether your internet tools are active or passive the bottom line equation is the same. You must keep your average cost of acquisition of a paying customer below the average profit that paying customer generates. Since I build and write about sales funnels operating under the active model that is the perspective the rest of this article

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