There’s this old saying, “No one can hit their target with their eyes closed. To reach a great height, a person needs to have great depth. Aim for the moon, if you miss, you may hit a star. You can’t hit a target if you don’t know what it is.”

I all areas of our lives, it’s important to know where we area headed, what our goals are, what we are working toward, right?

The same is true in our businesses. Not only do we need to set goals to reach as far as revenue or products to sell or clients to serve, we need to have a clear mapped out strategy of the path we want to lead our potential clients or customers to take. I call this the “free to fee journey” — some people call it the sales funnel.

Whatever you want to call it, every business owner, entrepreneur, and sales professional needs to have a clearly defined strategy mapped out to lead prospects to a point to make a decision »» to buy or not to buy.

There are 7 stages of the “free to fee journey” or Perfect Customer Lifecycle:

  1. ATTRACT LEADS
    You can attract leads through events, advertising, networking, etc. You can drive traffic to your website with great content like webinars, reports, podcasts, case studies, and blog posts.
  2. CAPTURE LEADS
    It’s one thing to attract leads, you have to capture them! Encourage leads to sign up or opt-in to receive your content. You need to have a place to do this on your website or a strategy to do this in-person or at events.
  3. NURTURE PROSPECTS
    Follow-UP! This is the most important stage of your funnel. Create a consistent, valuable nurture campaign that works for you. Using automation as much as possible.
  4. CONVERT SALES
    Turn “browsers” into buyers with through meaningful conversations and effective e-commerce tools, and a lead management strategy.
  5. DELIVER & BLESS THEIR SOCKS OFF
    Do what you say you’re going to do and MORE! Deliver on what was promised. Then go above and beyond to really wow your customers.
  6. ADD-ON & UPSELL
    It’s not one and done! Develop a long-term upsell strategy to help grow recurring revenue over time with your current customers who already love you!
  7. GET REFERRALS
    Encourage + ask for referrals with a great customer and partner referral program.

What does your “free to fee journey” look like in your business?

Do you have each of these 7 stages dialed in?

Are there any black holes where valuable prospects are falling through the cracks?

There’s no judgement here, all grace! If your “sales funnel” is missing the mark, identify what needs attention and start working on it this week! Take it one step at a time and make improvements.

Over time you will see the power of the knowing your next step for EVERY business prospect/customer and how leading them through your funnel directly impacts your ability to reach your goals and your bottom line!

If this overwhelms you and you’re not sure where to start — we can help YOU!  We are helping our clients and members of the Refine Community every week grow their businesses by getting crystal clear about taking their next steps with purpose!  Click here to learn more + join us TODAY!

One simple action could make ALL the difference. Sometimes we just need an outside perspective to help us see it.

We are #strongertogether

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