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Como usar o funil de vendas a meu favor?

Deseja otimizar os resultados do seu negócio, mas não sabe como fazer isso? A resposta está no funil de vendas! Com ele, as decisões sobre o que fazer e como fazer para abordar o cliente e atraí-lo para o seu site ficam mais fáceis. Assim, as respostas também são melhores.

Se a sua empresa não leva em consideração essa análise na hora de planejar as estratégias de marketing, você está perdendo vendas. Entender em que estágio o consumidor se encontra na jornada de compra é fundamental para conseguir alcançá-lo.

Mas não se preocupe! Acompanhe este artigo e saiba o que é um funil de vendas, além de descobrir quais são os benefícios para a sua empresa e como construí-lo e usá-lo na estratégia comercial e de marketing. Boa leitura!

O que é e como funciona o funil de vendas?

Conquistar clientes e aumentar as vendas é um dos maiores desafios de uma empresa. Os fatores que impedem o fechamento de boas transações geralmente envolvem, entre outras coisas:

  • problemas para prospectar clientes;
  • falta de conhecimento sobre o consumidor;
  • ausência de leads qualificados;
  • pouca habilidade para negociar.

Diante desse contexto, surgiu o funil de vendas. Ele desenha o caminho percorrido pelo consumidor durante todo o processo de compras. Com base nele, podem ser formuladas estratégias de marketing mais eficientes. Esse percurso é representado por quatro etapas principais. Confira quais são elas!

Atração – topo do funil

É o momento em que acontece o primeiro contato do usuário com a empresa. Muitas vezes, ele desconhece a marca e, por isso, essa etapa é muito importante. Além do mais, as pessoas não estão cientes de seus problemas e busca-se despertar nelas a necessidade de resolver algo.

Conversão – meio do funil

Em seguida, o visitante tenta descobrir como resolver seus problemas. A solução pode ser encontrada por meio de conteúdos disponibilizados pela empresa. Esses materiais demonstram como o problema pode ser resolvido e quais são os benefícios com a abordagem correta.

Venda – fundo do funil

Os visitantes tornaram-se leads, ou seja, estão mais propensos a realizar uma compra. Para tanto, entram em contato com a empresa e avaliam os resultados dos atuais clientes por meio dos cases de sucesso. Nessa etapa, deve haver uma parceria entre o time de marketing e de vendas.

Essa união é essencial para garantir que a empresa tenha mais chances de fechar um negócio. Isso porque o marketing aplica estratégias que qualificam melhor os leads, já que compreende as suas reais necessidades. Com isso, a equipe comercial finaliza a venda mais rapidamente.

Encantamento – depois do funil

O relacionamento entre empresa e cliente não termina com a compra. Ele continua após a venda por meio de um suporte dado ao consumidor. São exemplos um tutorial explicando como usar de maneira mais eficiente o produto ou, então, um canal para tirar dúvidas.

Quais são as vantagens para a empresa?

Veja como o funil de vendas pode ser uma estratégia de sucesso para os resultados de sua empresa!

Fortalece o relacionamento com o cliente

Ao buscar quais são as necessidades e os problemas do potencial cliente, a empresa é capaz de oferecer a melhor solução e mostra como pode ajudar nesse momento. Para tanto, dá todo o suporte necessário, desde o primeiro contato até o pós-venda. Isso aproxima o cliente e fortalece o relacionamento.

Melhora a gestão

Com o funil de vendas, é possível elaborar estratégias mais específicas ao compreender como funciona a jornada de compras. Você conhece, por exemplo, quais são os empecilhos que impedem o consumidor de passar para a próxima etapa e como adequar as estratégias, caso seja necessário.

Aumenta a produtividade

Além de as ações serem aplicadas de acordo com o perfil dos potenciais clientes, as funções dos colaboradores são bem definidas no funil de vendas. A equipe de marketing é responsável pela qualificação dos leads e, a comercial, pela concretização das vendas. Isso melhora a satisfação dos profissionais e, consequentemente, a sua produtividade.

Gera mais oportunidades

No funil de vendas, é possível acompanhar a etapa em que o lead está. Aliando isso ao histórico de relacionamento do cliente com a empresa, a equipe é capaz de entender e definir a melhor abordagem para cada um. Com isso, as oportunidades de gerar mais vendas são maiores e melhores.

Traz resultados previsíveis

Quando a empresa sabe qual é o caminho que o cliente faz até concretizar uma compra, fica mais fácil traçar um plano de ação que contenha as estratégias mais adequadas para abordá-lo. Assim, os colaboradores sabem o que fazer, como fazer e quando fazer. Isso torna possível alcançar resultados previsíveis.

Como construir e usar o funil de vendas?

Agora que você já sabe o que é um funil de vendas e como ele pode ser vantajoso, confira alguns passos para utilizá-lo na sua estratégia de marketing digital!

Mapeie a jornada de compra

Antes de mapear a jornada de compra, defina:

  • o perfil do cliente ideal (persona e público-alvo);
  • o tempo médio em cada etapa no funil de vendas;
  • os canais de comunicação;
  • os processos e recursos utilizados.

A jornada de compra segue a seguinte sequência: os visitantes chegam até o blog da sua empresa, passam para a próxima etapa e tornam-se leads. Depois, efetuam sua primeira compra e viram clientes da empresa. A partir dos esforços realizados para fidelizá-los, eles começam a divulgar sua marca.

Defina e detalhe as etapas

Saiba quando o seu cliente está pronto para avançar na jornada de compras. Ou seja, você precisa utilizar um ponto de referência, dentro de um cronograma, para checar a etapa em que o consumidor está e, assim, utilizar ferramentas para convencê-lo a prosseguir no funil de vendas.

Crie estratégias para cada etapa

Para o topo do funil (atração), invista em blogs com conteúdos relevantes, interessante e úteis para o consumidor. Já para o meio (conversão), é interessante aplicar o e-mail marketing segmentado. No fim (venda), ofereça testes gratuitos para apresentar seu produto ou serviço.

Para finalizar, garanta a fidelidade do cliente por meio de pesquisas de satisfação e avaliações da necessidade de acrescentar novas soluções e ou de se adaptar às necessidades atuais do mercado. A experiência em todo o processo de compra deve ser incrível para o cliente. Dessa forma, ele se identifica com a marca e torna-se fiel a ela.

Acompanhe os resultados

Adote métricas para cada etapa do funil de vendas. Assim, será possível avaliar se os objetivos estão sendo atingidos. Esse cuidado também permite avaliar com mais precisão quais são as mudanças necessárias em cada estágio para obter resultados melhores.

Viu como um funil de vendas faz a diferença na hora de conquistar um cliente? Então, não perca mais tempo e invista agora mesmo nessa estratégia. Aumente as suas chances de ter mais sucesso com as vendas!

Para garantir que as suas estratégias de marketing sejam eficientes, é preciso investir em conteúdos de qualidade. Então, que tal entender mais sobre o assunto? Leia nosso artigo sobre o poder do marketing de conteúdo.

Conrado Adolpho

Minha missão no mundo: "Construir um mundo melhor por meio da internet". Autor do livro "Os 8Ps do Marketing Digital" e entusiasta da internet como fenômeno social.

Inscreva-se para mais conteúdo

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