Digital Sales & Marketing
Digital Sales & Marketing
Close

Free digital sales and marketing courses

Immediately start seeing better digital sales and marketing results with dozens (and counting) of free online courses inside IMPACT+.

View all free coursesView all free courses

Digital Sales & Marketing World 2021

The premier, hybrid event for growth-focused business leaders, digital marketers, and sales pros. Virtual passes are free for IMPACT+ Pro members. In-person passes on sale soon.

Learn moreLearn more Watch past events on demandWatch past events on demand

Digital sales and marketing services

Discover the full array of IMPACT services, including inbound marketing training, web design, paid media management, and more.

Learn moreLearn more
They Ask, You Answer
They Ask, You Answer
Close

Free They Ask, You Answer course

Learn the principles of the They Ask, You Answer by taking our most popular course, taught by Marcus Sheridan himself.

Take the course nowTake the course now

Hire a coach

Turn your company into a high-performing digital organization with our flagship coaching program, Digital Sales and Marketing Mastery.

Learn moreLearn more

Case studies

See dozens of examples of companies succeeding with Digital Sales and Marketing Mastery and They Ask, You Answer.

View case studiesView case studies

They Ask, You Answer, the book

“One of the 11 Marketing Books every CMO should read.” — Forbes

Learn moreLearn more Buy the bookBuy the book
Virtual Selling
Virtual Selling
Close

Virtual Selling Mastery

Equip your sales team with proven methods to connect with today’s buyer, shorten the sales cycle, and close more deals, faster.

Learn moreLearn more

Virtual Selling Summit

Your one-day virtual selling crash course! Today, sales reps are struggling to sell remotely. Learn how to close more deals in a virtual world.

Register NowRegister Now
Video
Video
Close

Free video sales and marketing strategy course

Zach Basner teaches you the fundamentals of making video for sales and marketing work inside your organization.

Take the course nowTake the course now

Video Sales and Marketing World 2021

Video Sales & Marketing World 2021 is in the works. In the meantime, enjoy the 2020 event on-demand - free for IMPACT+ Pro Members.

Watch past events on demandWatch past events on demand

The Visual Sale, the book

Learn how to use video to ignite sales, accelerate marketing, and grow your business in a virtual world in this book from Marcus Sheridan and Vidyard’s Tyler Lessard.

Learn moreLearn more Buy the bookBuy the book

Master video inside your organization

Video is a critical component of any high-performing digital sales and marketing program, and is a key part of Digital Sales and Marketing Mastery.

Learn moreLearn more
HubSpot
HubSpot
Close

Free HubSpot sales and marketing courses

Taught by Carina Duffy, IMPACT’s lead HubSpot trainer.

Marketing automation mastery (with HubSpot workflows)Marketing automation mastery (with HubSpot workflows) Inbound lead generation and conversion optimizationInbound lead generation and conversion optimization Getting started with sales technologyGetting started with sales technology

HubSpot Training Day

Following INBOUND 2020, IMPACT and HubSpot co-hosted a full-day of deep dive sessions to help HubSpot users get the most out of the new features fast! On-demand access is free for IMPACT+ Pro Members.

Watch on-demandWatch on-demand

HubSpot training and implementation

Maximize your investment in HubSpot's marketing, sales, or service platforms with guided training and implementation services.

Learn moreLearn more
Web Design
Web Design
Close

Website Optimization Summit 2021

March 23, 2021, 25+ Speakers/Sessions, Free for IMPACT+ Pro Members or $59 for a day pass.

Learn more and registerLearn more and register

Website design and strategy services

Get a beautiful, user-friendly HubSpot or Wordpress website that is easy to update, consistently generates leads and revenue, and grows with you.

Learn moreLearn more

How Moving Down the Sales Funnel is Like a Long Term Relationship

How Moving Down the Sales Funnel is Like a Long Term Relationship Blog Feature

October 4th, 2013 min read

 

How Moving Down the Sales Funnel is Like a Long Term RelationshipGetting and maintaining a long-term relationship can be a difficult thing.


It's easy to go on a lot of first dates but are you doing the right things to make it last.


After hundreds of first dates and none of them leading to anywhere, you might have hundreds of questions running through your mind.


Have you ever considered that your dating life finally turning into a long-term relationship could be related to attracting visitors and moving them down the sales funnel?


It's actually true.


Before you start thinking, no way. That cannot be possible. Ask yourself these questions:


1. What are the steps involved in the middle of the sales funnel?


2. What's necessary to do before you put a ring on your consumers finger and get them to start promoting for your company?


Unless you want to look like a stage 5 clinger, you're not going to ask someone to marry you on the first date. Therefore, leads are not going to start promoting for you right away.


It's all about effectively attracting those first time visitors and turning them into long term relationships.


Turning First Time Visitors Into Long-Term Relationships


The First Date


It all starts with the first date.


The person across the table is clearly attracted to you, so you need to show them that you're the right person. They are already at your website or blog, now you want them to keep coming back.


You can do this by continuing to blog and educate them. Ask the person on another date, invite them to read more about your company. Bring the person on fun dates; never have a dull moment with them.


By providing the consumer with strong content you are enticing them to come back for more. Let the person know that you want to take the relationship to the next step. Provide CTA's for the consumer so they can click and get a new offer to learn more.


You're trying to turn this common visitor into a lead. Make your CTA's attractive so they want to click, you wouldn't show up to a date wearing sweat pants and a ripped t-shirt.


Meeting The Parents


The dreaded step of meeting the parents, I don't think I've ever been excited to meet a girlfriends parents.


I always put on my nicest clothes and make sure I don't say anything to make me look stupid. Think of meeting the parents as your landing page.


This is were the person you are in a relationship with lets you into their personal life. A landing page should have instructions on what the person will receive from this offer and how to move forward with the process. Just like meeting the parents for the first time you want to be on your best behavior, show them why you are a good person for their son/daughter.


On a landing page they have to give up some type of information to get the offer. A landing page can be a sensitive area because as soon as people see that they have to give up information it can be a deal breaker.


When you met your girlfriend/boyfriends parents for the first time you don't want to intimidate them. The same goes for a landing page, don't ask too many questions or you will scare the visitors away.


Use progressive profiling; once they have become a lead ask them different questions every time they come back. This will let you learn more about them each time. You are going to meet them over and over again so you don't have to learn everything about them the first time you meet.


First Big Fight


Now that you are in a steady relationship it's bound to happen that you'll have your first big fight.


Maybe you don't talk for a few days and / or you can feel that the two of you are starting to grow apart. You want to be the first one to make contact, text or call your partner to see how they are doing.


The same goes with nurturing leads. Email them and make sure they are getting all of what they received from you. Ask them if they have any questions or problems you can help them with.


Put CTA's in those emails for other offers that can help them, similar to the ones that they've already downloaded. The point of nurturing is to immerse the consumer in your company/brand. If you were in a fight with your girlfriend or boyfriend to keep the relationship going you need to keep communicating with them.


With a lead you need to keep engaging with them so they want to become a customer.


Moving in Together


A tremendous leap in a relationship is moving in with the other person, this can be the make or break of a relationship.


When a lead decides to become a customer they are taking a large step with your company. It is important that you do the things necessary to make them a pleased customer. Make sure that their purchase was a smooth transaction.


It is important to delight your customer so they want to continue to do business with you. If you don't treat your girlfriend/boyfriend the right way they will leave you.


Now that you've moved in together, they are expecting more out of the relationship. The same goes for working with a customer. Customer service is vital when keeping a client happy. Have answers to their problems and stay in touch with them to make sure they are getting everything out of their purchase.


For example if they bought software send them tutorials so they know how to use it correctly and ensure that they're getting the most out of the product they paid for. Continue to educate the customer and keep them coming back for more.


Popping the Question


This is the ultimate commitment, marriage. Asking the other person to spend the rest of their life with you, the final step.


The consumer has reached the bottom of the funnel, now you need them to promote your brand/company.


No one wants to be pressured into getting married. The same is true for getting a customer to promote you. It can't be forced; it has to be done naturally.


By keeping your customer happy through the whole funnel they will promote you to their friends and family. That's why the delight stage of the funnel is so important. Consumers will are more likely to use your company/brand if someone referred them to you.


Like a relationship, once the honeymoon stage is over and after the initial purchase is over, its important to continue to make the customer your number one priority so they will continue to promote.


Long-term relationships are not a simple task and neither is making your way through the sales funnel. On a first date you shouldn't be thinking about marriage and the same is true for a lead. Leads aren't guaranteed customers and customers aren't always going to promote for you. That's why it is imperative to continually engage and educate the consumer so your brand sticks with them.

Want to learn more about digital sales and marketing?

Master digital sales and marketing when you join IMPACT+ for FREE. Gain instant access to exclusive courses and keynotes taught by Marcus Sheridan, Brian Halligan, Liz Moorehead, Ann Handley, David Cancel, Carina Duffy, Zach Basner, and more.

Sign up for free
Take a peek

Access hundreds of FREE courses and keynotes

Free Course
Digital Sales & Marketing Framework for Today’s Buyers
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
A New Way to Compete & Win
By: Brian Halligan
View Course Preview View Course Preview
Free Virtual Keynote
How To Genuinely Feel Confident, Be Likable, And Build Trust On Camera
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
The Future of Marketing is Conversational​
By: David Cancel
View Course Preview View Course Preview
Free Deep Dive
HubSpot On a Budget: Getting Started with HubSpot Starter Hubs
By: Courtney Caldwell
View Course Preview View Course Preview
Free Course
Assignment Selling: Content is Your Greatest Sales Tool
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
The Big, Bold, Brave New World of Marketing​
By: Ann Handley
View Course Preview View Course Preview
Free Course
Investing in Incredible Digital Sales and Marketing Results
By: Chris Duprey
View Course Preview View Course Preview
Free Course
How To Show Your Content Makes Money With HubSpot Marketing and Sales Hubs
By: Liz Moorehead
View Course Preview View Course Preview
Free Virtual Keynote
The Visual Sale
By: Marcus Sheridan & Tyler Lessard
View Course Preview View Course Preview
Free Keynote
Marketing Tech: What’s Now, What’s Near and What’s Not Anytime Soon?​
By: Dharmesh Shah
View Course Preview View Course Preview
Free Course
Inbound Lead Generation & Conversion Optimization
By: Carina Duffy
View Course Preview View Course Preview
Free Virtual Keynote
Fundamentals of Videography: You Can Be a Great Videographer Too
By: Zach Basner
View Course Preview View Course Preview
Free Deep Dive
The Ultimate Customer Service Toolkit for Any Budget
By: Andriti Gulati
View Course Preview View Course Preview
Free Course
6 Topics Subject Matter Experts Need to Address
By: Kevin Phillips
View Course Preview View Course Preview
Free Keynote
Fanocracy: The Power of Making Business Personal​
By: David Meerman Scott
View Course Preview View Course Preview
Free Keynote
The Power of Pillar Content
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
SEO for the Future
By: Franco Valentino
View Course Preview View Course Preview
Free Course
Fundamentals of Social Media Marketing
By: Stephanie Baiocchi
View Course Preview View Course Preview
Free Deep Dive
A Practical Guide To Video Graphics
By: Colton Trcic
View Course Preview View Course Preview
Free Session
How To Get Your Community To Know, Like, And Trust You With Video
By: Marki Lemons Rhyal
View Course Preview View Course Preview
Free Course
Video Sales and Marketing Strategy
By: Zach Basner
View Course Preview View Course Preview
Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out
Hundreds courses and recorded keynotes, completely FREE
Check it out
Access hundreds of digital sales and marketing courses and recorded keynotes, completely FREE