How to build a Marketing Funnel

How to build a Marketing Funnel

This is a 10 step guide on how to build a marketing funnel. Many businesses build funnels that do not convert and simply persevere with them ad infinitum. It’s a strategy of course but it’s not a winning one is it?

 

Funnel building is a relatively simple process when you consider they are most successful when well planned and defined.

 

Solution led programs like click-funnels, Hubspot, Kartra, Drip, Infusionsoft and Pardot are great for facilitating the activity of automating your workflows but they are pointless if you really don’t understand what you need to do for maximum effect.

 

How to build a marketing funnel

 

Below are 10 steps that you must follow to ensure success in your marketing funnels.

 

#1 Know your market

 

This is the first thing you need to understand. I don’t mean know what market your product or service is aimed at, I mean know who is in the market, what they are doing for customer acquisition and what you are up against.

 

#2 Know your client

 

This should go without saying. I don’t mean a reverse engineered customer you imagined who would be perfect to to buy your product or service. I mean a researched, buyer persona or personas that are strategically developed profiles developed from real life research and stories from prospects who have and have not bought your products or services.

 

 

#3 Devise your strategy

 

If you have completed steps 1 and 2, you are in a solid position to develop highly performing marketing funnels although there is still a lot more to do. After doing your competitor analysis and defining your personas you need to define your marketing strategy.

 

Your persona work will have given you the information you need to know:

  • what content your prospects prefer,
  • what social media channels they are active for work related information in,
  • what offline channels they use,
  • what frustrations led to a consideration for a product or service like the one you offer
  • Why they prefer your approach or your rivals approach in choosing their final choices
  • Who is responsible for what choice at which stage of the decision making process

 

These are just a few critical pieces of information that you will need to devise your content led inbound marketing strategy. The work you should have done by now will reveal more than I have listed but you should get the gist.

 

#4 Find the skills

 

Let’s face it, not all of us are creatives, writing content and copy or producing graphics and videos are not everyday skills. We often have to outsource these so make sure you know where to go for what you need. Although I’m a great believer of refraining to attempt something through fear of it not being polished enough, ultimately you shouldn’t refuse a content type for that reason.

 

For example, I found a video/production company and the reason I chose them was because they approach their production of video content from an inbound marketing perspective. That means our goals are both aligned and it’s a sign that reassured me of the quality of their work as well as the quality visuals on their website.

 

Remember this saying “Buy cheap, buy twice”, I live by that.

 

#5 Map your funnels

 

Now this is where the funnel process starts to become clear. As a rule of thumb, I work on 4-5 content outputs per section of the funnel. For me the funnel is split into 3 parts:

 

  • Attraction
  • Conversion
  • Closure

 

For each stage you should have the 4-5 outputs tied to a landing page with a gated offer. That means a page where you have an ebook or webinar or video that the prospect can exchange their contact details for your educational content and you can start building your lead nurturing list.

 

The Attraction stage content should be focused on answer generic searches that would relate to your product or service.

 

The Convert stage content should be more focused content that specifically talks about the problems or solutions your product solves or provides.

 

The Close stage content should be all about converting. So content aimed at trial sessions, demonstrations or consultation sessions.

 

#6 Build in automation

 

By now, you are nearly there. You’ve done the research, you’ve identified your ideal customers and what will get them engaged in your content, you’ve designed your strategy, and mapped your content funnels.

 

But, you need automation. It’s virtually impossible to manually maintain the attraction activity you need to entice your prospects into your funnels. This is where any number of tools come into play:

 

Marketing Automation

 

  • Hubspot
  • Marketo
  • Infusionsoft
  • Pardot
  • Kartra
  • Click-funnels

 

Email Automation

 

  • Mailchimp
  • Drip
  • Act on
  • Hubspot
  • Infusionsoft
  • Marketo
  • Pardot

 

Social Automation

 

  • Hubspot
  • Hootsuite
  • Crowdfire
  • Agora Post
  • Buffer
  • CoSchedule
  • SocialAlert

 

As you can see, some of the better tools work in all areas and these are the ones that those investing in their businesses should turn to. Smaller companies that are budget conscious should look at combinations, like Kartra and Crowdfire or click-funnels and Hootsuite.

 

Whatever the choice be prepared to spend some revenue on the marketing automation technology.

 

#7 Create the content

 

Well, even with the best planning, at some point you will have to create the content. Content can come in many formats so use variety, but base it on what your personas tell you. There can be cases of being creative for creative sake and then not getting any engagement for your efforts.

 

Things to consider:

 

  • Blogging (long form, short form and micro)
  • Webinars
  • Video
  • Motion Graphics
  • Vlogs
  • Infographics
  • How to’s
  • Case Studies
  • Reviews
  • Slideshares
  • Ebooks
  • Research
  • Guides

 

 

 

#8 Build your landing pages

 

The more comprehensive platforms like Hubspot allow you to build and host your landing pages within the platforms. This is great from a media management aspect as your content and images are all centralised, but they are also tied in if you decide to opt for a change of marketing automation software down the line.

 

Landing pages are not the standard pages in your website, at least not to a seasoned marketer. A landing page is one of those pages mentioned in #5 which falls at the bottom of each funnel at each stage of the process (Attract, Convert, Closure).

 

If you are using a combination of software due to budget restrictions, the best landing page software I’d recommend is:

 

  • Unbounce
  • Leadpages

 

Unbounce for me is the more user friendly, you can also buy good unbounce templates at Themeforest and customise those for your use, as you can the onsite unbounce templates.

 

#9 Test the funnel A+B Test

 

Wow, you’re now so close to becoming a funnel expert, you just need some time to fashion your own distinctive style over the framework I have supplied.

 

But, once you create your content and put it live, you need to A + B test it. That means you set up two landing pages, maybe one with a question led text and the other with statement led text and see which performs better.

You could also try testing colours of buttons, different calls to action, different images and make sure you do this consistently.

 

I use Hotjar to generate heatmaps of user activity and find out where users are clicking, scrolling and how long they remain on a page.

 

#10 Monitor the data

 

Finally, for good practice and to ensure maximum returns and conversions, use the data the marketing automation platforms generate to constantly revise and review your content outputs. The ultimate aim is always to find out what is working in your content outputs and what doesn’t. You then ramp up activity on the content that returns the most website traffic and conversions.

 

So, that is how you build a marketing funnel. It takes a lot of work to get it right but once you have it right you can be assured of

 

  • More website traffic
  • Higher conversions
  • Lower wastage of effort
  • Better customers
  • More refinement
  • Increase in turnover
  • Aligning of marketing and sales ambitions

 

If that sounds like the ideal strategy for your business then it’s time to kick off. Alternatively if your current marketing funnels aren’t performing well, then compare your approach to the ten steps, establish what’s missing and try and incrementally increase optimisation.

 

Paul Sullivan
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