We must understand first how strangers turn into customers.
A stranger will go through 3 stages before becoming your customer.
This is a marketing funnel.
And these are the 3 stages someone goes through before purchasing.
1. Awareness stage
This is called the top of the funnel.
It’s where people first aware of the problem that they have.
Prospect’s goal:
To learn more about the problem and possible solution.
Your goal:
To position yourself as an authority with the expertise the field.
2. Consideration stage
This is called the middle of the funnel.
It’s where people consider the possible solutions for them.
Prospect’s goal:
To determine the best solution that fit their needs.
Your goal:
To prove to them that your ability and expertise fit their needs.
3. Decision stage
This is called the bottom of the funnel.
It’s where people decide to purchase a solution.
Prospect’s goal:
To purchase the best solution that fit their needs.
Your goal:
To lead them to choose you as the solution provider.
This process is not always linear.
Sometimes a prospect may go directly to the bottom of the funnel.
So depend on your needs, put more effort in which stage you’re lacking.
But in general, you want to focus on your top of the funnel.
The more people you get on top, the more people will end up at the bottom.